We are seeking a Commercial Lead to support a client based in Bolton on a permanent staff basis.
This will be working 5 days per week Mon – Fri, 37 hours total. Typical Hours are 08.00 am – 5.00 pm Monday to Thursday and Friday 08.00 am – 12 noon which is also typically worked from home. An annual salary between £70 and 75k p/a is expected plus typical staff benefits including 25 days annual leave plus bank holidays, Fridays working from home, life assurance and healthcare.
The client works in the industrial and manufacturing sector supporting clients across a range of niche industries supplying steel based products. A description is given below - to apply please respond with your CV and details on your current situation.
Job Description:
The Commercial Lead is responsible for commercial management across the full contract lifecycle, from supporting bids, estimates and contract negotiations through to project delivery, change control, payment, forecasting and close-out. The role will combine strong front-end contracting capability with hands-on management of a portfolio of live contracts, ensuring that opportunities are secured on commercially acceptable terms and deliver the expected cash, margin and risk outcomes.
You will work closely with Sales, Estimating, Projects, Planning, Finance and Operations to provide commercial leadership and practical guidance throughout the contract lifecycle. This includes developing robust estimates and commercial strategies, securing appropriate contractual and payment positions, maintaining effective governance and reporting, and ensuring that risks, opportunities, obligations and entitlements are actively managed from tender handover through to final account.
This is an office based position but there will be some requirement to visit sites, suppliers, Clients or other offices on a regular basis.
Responsibilities & Duties:
• Provide commercial leadership across the full contract lifecycle, including bids and tenders, contract negotiation, mobilisation, delivery, change management and close-out.
• Review customer terms and conditions and identify contractual risks and opportunities, including liabilities, indemnities, warranties, liquidated damages, payment terms, termination and cancellation rights, intellectual property, securities, insurance, acceptance criteria and dispute provisions.
• Lead or support customer negotiations to secure the best achievable commercial and contractual position for the business, clearly documenting any residual risks, qualifications and departures.
• Work with Sales and Estimating to develop pricing strategies, commercial assumptions, risk allowances, contingencies and tender qualifications that are robust, competitive and deliverable.
• Coordinate the business and Avingtrans approval process for tenders and contracts, ensuring that approval papers provide clear information on value, margin, cash, risk, opportunity, key terms and proposed mitigations.
• Ensure that no tender or contract is submitted, accepted or materially amended without the appropriate delegated authority and governance approvals.
• Work with Finance, Sales, Planning and Operations to design cashflows that support a cash-positive position throughout the contract lifecycle.
• Develop and negotiate deposits, advance payments, milestone payments, progress payments and payment timing that align cash receipts with expenditure and operational activity.
• Challenge proposed manufacturing, procurement and delivery strategies to minimise WIP, working-capital exposure and unfunded activity.
• Develop activity, manufacturing, delivery and payment schedules that are practical, contractually aligned and support the required cash and WIP position.
• Ensure the commercial position agreed during tender is fully documented and handed over to the Project Team, including key obligations, assumptions, exclusions, risks, opportunities, milestones and contractual notices.
• Maintain clear commercial risk and opportunity registers from tender through contract execution, ensuring actions, owners and mitigations are identified and escalated where appropriate.
• Manage an allocated portfolio of live contracts and remain accountable for their commercial performance from mobilisation through to final account and close-out.
• Provide contractual support to Project Managers and the wider business, ensuring key obligations, entitlements, risks and opportunities are understood and managed.
• Prepare, review and submit applications for payment and valuations; analyse payment notices; monitor cash receipts; and support the recovery of outstanding debt and resolution of financial exceptions.
• Ensure that all potential and actual changes to scope are identified, notified and managed in accordance with the contract, with variation orders and cost and time impacts agreed at the appropriate stage.
• Maintain robust cost and value reconciliation, forecasting and reporting for live contracts, including anticipated final cost, revenue, margin, cash, WIP, risks and opportunities.
• Manage claims, contractual notices, extensions of time, compensation events and other commercial entitlements where applicable.
• Support the placement and commercial management of subcontract orders, ensuring appropriate back-to-back coverage and effective control of variations and final accounts.
• Protect and improve contract margin through disciplined commercial management, early intervention, innovation and good practice.
• Develop proactive and appropriate relationships with customers and internal and external stakeholders, providing clear commercial guidance to support sound business decisions.
• Contribute positively to project and management reviews, providing accurate, timely and useful reports and escalating material issues without delay.
• Support the implementation and continuous improvement of commercial procedures, governance, contract review, performance reporting and lifecycle handover processes.
• Ensure compliance with company policies, procedures and delegated authorities.
• Promote a personable, professional and accountable commercial culture focused on achieving predicted cash and profit outcomes.
• Any other ad hoc duties as may be required and as commensurate with the grade of the post.
Qualifications, Knowledge, Experience & Skills:
Essential
• Substantial commercial management or senior Quantity Surveying experience in an engineering, manufacturing, construction or project delivery environment.
• Demonstrable experience of reviewing, interpreting, negotiating and administering customer contracts across both pre-contract and delivery stages.
• Strong understanding of contractual risk, liability, payment mechanisms, change control, claims and contract administration.
• Experience of providing commercial input to estimates, pricing, bids or tender submissions.
• Experience of managing live contracts, including applications for payment, valuations, variations, forecasting, cash collection, cost and value reconciliation and final account close-out.
• A strong understanding of cashflow, working capital and WIP, with experience of developing milestone, activity and payment schedules.
• Ability to prepare concise commercial approval papers and communicate material risks, opportunities and recommendations to senior stakeholders.
• Experience of working within delegated authority, governance and approval processes.
• Sound commercial judgement and the confidence to challenge unacceptable terms while supporting the business to secure profitable work.
• Effective negotiation and influencing skills, with the ability to build productive customer and internal stakeholder relationships.
• Proactive problem solver and critical thinker with strong analytical skills and attention to detail.
• Ability to prioritise commercial activity across bids, contract mobilisation and a portfolio of live contracts, responding to changing business and project needs.
• Ability to work under pressure and to deadlines, independently and as part of a cross-functional team.
• Able to read, interpret and understand engineering specifications, drawings, programmes and activity schedules.
• Excellent written, verbal and presentational communication skills.
• Takes ownership and accountability for commercial outcomes.
• IT literate with good knowledge of Microsoft Office, particularly spreadsheets and data analysis.
Desirable
• Degree qualified in Quantity Surveying, Commercial Management, Law, Business, Engineering or a related discipline, or equivalent relevant experience.
• Professional membership of a relevant body such as RICS, CICES or CIPS, or working towards membership.
• Experience of OEM and Aftersales contracting within an engineering or manufacturing environment.
• Experience of group-level approval processes and preparing submissions for parent-company approval.
• Knowledge of a range of standard and bespoke contract forms, including NEC where applicable.
• Experience of export, international or multi-currency contracts.
• Understanding own strengths and weaknesses and showing commitment to ongoing self-development.
• Results-driven self-starter and team player with a professional approach to the management of self and others.