Senior Appointments: Commercial Director | City of London

Primary Objectives

• The Central Government CD is a member of the UK C&C function, reporting to the Contracts and Commercial VP Public Sector.
• All C&C staff within the Central Government team report to the Central Government CD.
• Overall responsibility for ensuring that Central Government drives best commercial practice in the whole life cycle of its business from bid qualification through to ultimate contract closure.
• Advise the Central Government Sector Lead on all commercial matters related to bids, contracts, projects, products and other contractual commitments.
• Advise the Contracts and Commercial VP Public Sector on all material commercial matters related to Central Government.

Specific Responsibilities include;

Strategy

• Provide feedback to the Central Government Sector Lead on the strategic direction and developments our clients, potential clients and competitors are taking to Commercial issues.
• Be an active member of the Central Government Management team contributing to the management of the business being conversant with, and contribute to, the objectives and strategy of the business.

Leadership

• Support the Central Government business in meeting or exceeding their business goals. Responsible for all the commercial tasks undertaken within or in support of the Central Government business.
• Assist other business within the UK with C&C help and resource where needed, either by personal involvement or by making other resources available.
• Take a leading role in the development of negotiation strategies (and execute as necessary) during the bid and contract delivery phases to support the winning of business and resolving material commercial issues in the delivery phase.

Sales

• Support the Client facing staff in all commercial aspects to achieve the orders, profit and cash budget and overall management of the Client relationship.
• Authorise the commercial and contractual aspects of all bids and proposals and ensure compliance with Management Frameworks, engaging with Legal, seeking their guidance, approval or direct involvement as appropriate.

Business Development

• Take a leading role, working with the client engagement team, in shaping deals (personally or by providing direction and support to those directly involved).
• Ensure all bids are reviewed in line with the company requirements as detailed in the Management Frameworks engaging with Legal, the Contracts and Commercial VP Public Sector and VP C&C UK, seeking their guidance, approval or direct involvement as appropriate.

Business Delivery

• Support the client engagement team in all commercial aspects, post contract signature, to achieve the orders, profit and cash budget and overall management of the Client relationship.
• Support the delivery streams who are responsible for the delivery of projects and provide clear direction working with the client engagement team and others for troubled projects (commercial negotiations, Go to Green plans etc.)
• Provide input into the monthly Business Reports on the status of major projects.
• Attend Project Reviews for designated major projects as required and ensure all material issues are highlighted to the Contracts and Commercial VP Public Sector.

Commercial

• Work with the client engagement team to conduct and settle any legal claims and disputes within the Central Government Business. Engage with Legal, the Contracts and Commercial VP Public Sector and VP C&C UK, seeking their guidance, approval or direct involvement as appropriate
• Monitor designated projects for commercial risk, and work with the relevant teams to initiate corrective action, where necessary.
• Monitoring and ensuring that risks associated with any identified safety-related issues are managed.
• Keep up to date on commercial approaches and thinking to ensure that key commercial requirements are addressed in both bids and contracts
• Work with Finance function to support the business and bid accounting and finance requirements.

Staff Management

• Carry out Staff Management responsibilities for own team members (including career development, appraisals, salary reviews, regular performance feedback, management of poor performance, mentoring).

Qualifications; Degree Level Education (Preferably in Legal/Business/Finance related discipline, although not essential)

Skills

• Excellent Contract Management Skills
• Excellent Contract Drafting Skills
• Excellent Negotiation Skills
• Excellent Client Facing Skills – Face off to Client Legal, Procurement and Senior Management
• Good Financial Awareness
• Good Supply Chain Management Awareness – Face off to Subcontract Management and Spend Management
• Team working and building skills with very good interaction at all levels of the organisation
• Sound knowledge of IPR, licensing, and data protection required

Experience Required

Significant demonstrable track record of successful commercial experience in IT managed services or related technology services. You will also ideally be familiar with working in large, complex Central Government contracts and framework agreements.

Personal Qualities\Skills

• Confident and comfortable in stressful/challenging situations with Clients and Suppliers
• Diplomatic – capable of saying no without offence
• Calm under pressure
• Team player with excellent negotiation and influencing skills
• Cultural awareness\intelligence