Commercial Manager

<p><strong>Commercial Manager</strong></p> <p><strong>The Client</strong><br /> Our customer is the UK’s leading independent aerospace company, specialising in aircraft maintenance, modifications and support services. Located at its airport HQ in Cambridge, plus with offices in Australia, Canada and Netherlands they are perfectly placed at the forefront of today’s Aerospace industry.<br /> Due to a period of growth they are seeking to appoint the services of a Commercial Manager to join their operation based in rural Cambridgeshire</p> <p><strong>Commercial Manager<br /> Job Profile</strong><br /> The role of the Commercial Management function within Marshall is to support business winning and sustainment by delivering and managing effective and innovative commercial and contracting arrangements; providing value for the company and its customers whilst helping to ensure the company operates within the bounds of applicable legal, regulatory and policy requirements.<br /> <strong>Main Duties</strong><br /> a.&nbsp;Account Management<br /> Plays a lead role in developing and delivering the commercial strategy in respect of key customer accounts and/or Territory Plans within the bounds of relevant policy and procedure, using his or her advanced awareness of the relationship between the company strategy, account and wider business interests. This is informed by high level assessment, on a largely independent basis, of high level commercial, legal and financial issues.</p> <p><strong>b.&nbsp;Contract Drafting &amp; Negotiation</strong><br /> 1) Based typically on the prior experience of at least 4-5 low to medium value negotiations (or a significant supporting role), the Commercial Manager undertakes a largely independent review of customer terms/or (where appropriate) production of Marshall contract terms, typically for high value, high complexity contracts. This activity also requires a depth of knowledge to enable the Commercial Manager to benchmark effectively against company standard forms.<br /> 2) Consequent to the above, the Commercial Manager produces responses to customer terms and conditions, generally not requireing further review by senior colleagues/management prior to submission (subject to 'exception' issues and/or very high value/profile/complexity contracts).<br /> 3) The Commercial Manager independently coordinates the views, interests and inputs of the cross functional team, the wider business and the customer, including an in-depth commercial risk assesment. Facilitating the resolution of any ambiguities inconsistencies and conflicting interests is often required as part of this activity.<br /> 4) In support of the policy and governance surrounding the above activities, the Commercial Manager is required to produced interal policy and process documentation to support contract authorisation.<br /> 5)The Commercial Manager is expected to be able to conduct negotiations independently for (up to) high level/complexity contracts, in line with individual delegation of authority and, as required, support senior management/Directors in negotiation of high profile contracts.</p> <p><strong>c.&nbsp;Contracts Management</strong><br /> There are several aspects to Contracts Management and therefore this Main Duty is organised by Internal/External and Joint focus areas. For some individuals, this aspect of the role may be in more of a guidance/supervisory capacity.<br /> Note the "importance" weighting denoted here is variable depending on location of Commercial Manager within the business, e.g. BD or BU, the latter will often carry a higher weighting for this aspect of the role.<br /> Internal Focus<br /> The Commercial Manager, based typically on experience gained during the management of 4-5 low to medium level contracts:<br /> 1) Independently ensures that the requirements of the contract are adequately and accurately communicated into the business, e.g. start up briefings, raising of sales orders etc. and is able to provide additional guidance, judgement, interpretation of requirements to the rest of the delivery team (e.g. addressing ambiguity).<br /> 2) Monitors performance, e.g. milestone compliance, return on sales etc. and raises issues to the right level if any identified(though usually able to resolve without escalation).<br /> 3) Goes beyond the specific and directed requirements and adopts or creates innovative methods of delivering on obligations and increasing performance.<br /> 4) On a largely independent basis, supports financial and business reporting and forecasting, e.g. Contract Status Reviews (CSRs), Quarterly Business Reviews (QBRs) and Integrated Business Planning (IBP).<br /> 5) Based on experience, predicts &amp; prevents potential dispute areas and mitigations.<br /> 6) Supports risk assessment activities, articulates key risk areas, makes judgements where necessary on management and mitigation activity on a largely independent basis.<br /> 7) Independently supports low to high value projects, progress reviews such as PDRs, CDRs, gate reviews etc.<br /> 8) Participates and contributes to lessons learned activity, informing Continuous Improvement.<br /> <strong>External Focus</strong><br /> 1) Acts as independent primary liaison with the customer for both day to day and more in-depth and potentially contentious contract and commercial matters.<br /> 2) Acts as primary point of contract more generally when acting in a task/project management capacity (e.g. where no Project Manager assigned).<br /> <strong>Joint Focus</strong><br /> 1) Acts in a project management capacity for medium to high value/risk activities in the absence of PM representation.<br /> 2) Manages disputes arising (formal/legal or otherwise).<br /> 3) Manages invoicing and contract close out.<br /> 4) Independently (within the bounds of policy) manages the pricing and contractual aspects of change, e.g. pricing, new/changes to contracts, back to back alignment with supplier contracts etc.</p> <p><strong>d.&nbsp;General Business Support Activities</strong><br /> 1) Supports senior Commercial Management, e.g. assistance or oversight to junior colleagues in the absence of or at the request of Commercial Management.<br /> 2) Assistance in interview and selection. Training and induction of new starts and general mentoring of more junior colleagues.<br /> 3) Collation and dissemination of senior reporting level information, e.g. core briefs.<br /> 4) Occasional independent industry representation and involvement (conferences, steering groups).<br /> 5) Dissemination of relevant information and general internal engagement in relation to subject areas covered within item 4 above.<br /> 6)Leading Commercial aspects of the establishment of business cases for new projects, initiatives (internal and external).</p> <p><strong>e.&nbsp;Proposal Drafting and Management</strong><br /> On a largely independent basis,the Commercial Manager takes data from all other areas of the business, interprets that data and builds into commercial proposals for presentation to the prospective customer; ensuring all essential legal and commercial issues, caveats and assumptions are made clear &amp; the proposal is professionally presented.<br /> With support only by exception, the Commercial Manager ensures that the proposals are in line with wider account/Territory Plan strategy and are comprehensive (i.e. responsive to customer needs/requirements)and additional is able to "Bid Manage" medium to high value proposals and change, as required.<br /> The Commercial Manager fully understands and applies relevant policy and process and is able/expected to guide more junior colleages and team members in this respect.<br /> The Commercial Manager is able to (within bounds of policy) independently coordinate and support meetings (risk reviews, bid reviews &amp; authorisations etc.) and produce quality supporting documentation.</p> <p>&nbsp;</p> <p>&nbsp;</p> <p><strong>About Aeropeople</strong><br /> Aeropeople are a leading dedicated Aerospace and Autosport technical services provider specialising in the recruitment of permanent and temporary staff. With our heritage firmly embedded in the Aerospace industry, we ensure the highest levels of expertise and commitment not only our customers but in placing our permanent &amp; temporary staff.<br /> With our head office in Cambridge, support offices throughout the UK and offices in Germany, UAE and Italy, Aeropeople are best placed to service your career aspirations.</p>