Senior Commercial Manager
Ref: 4c065e43059d4e55814697a5dd90c9f7Job Overview
Provide a leadership role within the Group Pricing Team to ensure the development & delivery of winning commercial strategies, compliance with Group policies & and procedures, and achievement of growth in revenue and profit targets consistent with business objectives.
Put in place commercial sales strategies and plans that deliver business success in the short and long term, aligned with the Group strategies and objectives.
Provide strategic commercial management of tender opportunities for the sales activity to achieve increases in income and profit consistent with business objectives & targets.
Support Bid Directors in developing winning commercial strategies for allocated bids consistent with sales strategies and plans that deliver business success in the short and long term, aligned with the Group strategies and objectives.
Main Duties
* Work collaboratively with stakeholders across the business to ensure appropriate levels of engagement in developing pricing solutions, thereby ensuring the highest quality bid submission at the most competitive price
* Lead the 'Price to Win' strategy by supporting the development of the bid solution, identification, and mitigation of risks (commercial contractual, performance and pricing), performing sensitivity analysis on key variables, competition scenario modelling, and reviewing bid evaluation criteria
* Ensure that controls & procedures are in place & fully adopted to achieve governance, compliance & control for the Pricing Team function in line with business requirements.
* Manage completion of pricing models to ensure compliance with required modelling standards and pricing methodology guidelines.
* Support Head of Pricing to optimally manage and deploy team resources to ensure the Group's bid pipeline is managed appropriately and effectively.
* Represent the Sales team as commercial lead on tenders with competitive dialogue as part of the procurement process
* Manage completion of commercial/pricing sections as well as preparing P&L and Cashflow statement for tender sign off
* Ensure appropriate levels of engagement with Contract Services/Group Legal to ensure all contractual risks are assessed and an approach agreed that minimises risk to the Group whilst retaining maximum competitiveness.
* Consult with Procurement to ensure subcontractor pricing complies with Group guidance regarding use of internal companies, and that external suppliers receive relevant extracts from tender documents to provide accurate prices.
* Ensure pricing models, tools and templates are up to date with current legislation, group policies, group cost inputs, bought in costs, and subcontractor prices
* Ensure client pricing returns are completed accurately and are fully compliant with tender pricing instructions
* Ensure effective management of Senior Pricing Modellers & Pricing Modellers so they are fully trained, motivated & organised to meet both Team & business objectives.
* Responsibility for producing 'Bid to Budget' handover pack for Operations for all tender wins to enable contracts to be set up in line with tendered commercial position.
What we are looking for
Reporting to the Head of Pricing and working closely with Head of Specialist Bidding, and Group Commercial Director, the role is characterised through leadership of all commercial and financial aspects of the sales activity in the specialist bidding area. Typically, the job involves complex internal & external stakeholder management.
A member of the Pricing team, fully involved in all discussions about performance, development & delivery of business objectives. Contribute & represent the sales function at team meetings, communicate, advise & guide other team members so they fully understand any issues & problems associated with the sales and selling activity.
The role requires excellent commercial and financial acumen, together with strong organisational, excellent data analysis, manipulation, and interrogation skills. Ability to effectively manage and co-ordinate multiple pricing models and tender submissions to the highest standards.
A Sound knowledge and understanding of industry related specifications and service standards such as SFG20, MoD SFG20, HVCA, CIBSE, BICS, and RICS. A Confident and clear presenter, comfortable explaining technical ideas in simple terms to senior stakeholders.
Provide a leadership role within the Group Pricing Team to ensure the development & delivery of winning commercial strategies, compliance with Group policies & and procedures, and achievement of growth in revenue and profit targets consistent with business objectives.
Put in place commercial sales strategies and plans that deliver business success in the short and long term, aligned with the Group strategies and objectives.
Provide strategic commercial management of tender opportunities for the sales activity to achieve increases in income and profit consistent with business objectives & targets.
Support Bid Directors in developing winning commercial strategies for allocated bids consistent with sales strategies and plans that deliver business success in the short and long term, aligned with the Group strategies and objectives.
Main Duties
* Work collaboratively with stakeholders across the business to ensure appropriate levels of engagement in developing pricing solutions, thereby ensuring the highest quality bid submission at the most competitive price
* Lead the 'Price to Win' strategy by supporting the development of the bid solution, identification, and mitigation of risks (commercial contractual, performance and pricing), performing sensitivity analysis on key variables, competition scenario modelling, and reviewing bid evaluation criteria
* Ensure that controls & procedures are in place & fully adopted to achieve governance, compliance & control for the Pricing Team function in line with business requirements.
* Manage completion of pricing models to ensure compliance with required modelling standards and pricing methodology guidelines.
* Support Head of Pricing to optimally manage and deploy team resources to ensure the Group's bid pipeline is managed appropriately and effectively.
* Represent the Sales team as commercial lead on tenders with competitive dialogue as part of the procurement process
* Manage completion of commercial/pricing sections as well as preparing P&L and Cashflow statement for tender sign off
* Ensure appropriate levels of engagement with Contract Services/Group Legal to ensure all contractual risks are assessed and an approach agreed that minimises risk to the Group whilst retaining maximum competitiveness.
* Consult with Procurement to ensure subcontractor pricing complies with Group guidance regarding use of internal companies, and that external suppliers receive relevant extracts from tender documents to provide accurate prices.
* Ensure pricing models, tools and templates are up to date with current legislation, group policies, group cost inputs, bought in costs, and subcontractor prices
* Ensure client pricing returns are completed accurately and are fully compliant with tender pricing instructions
* Ensure effective management of Senior Pricing Modellers & Pricing Modellers so they are fully trained, motivated & organised to meet both Team & business objectives.
* Responsibility for producing 'Bid to Budget' handover pack for Operations for all tender wins to enable contracts to be set up in line with tendered commercial position.
What we are looking for
Reporting to the Head of Pricing and working closely with Head of Specialist Bidding, and Group Commercial Director, the role is characterised through leadership of all commercial and financial aspects of the sales activity in the specialist bidding area. Typically, the job involves complex internal & external stakeholder management.
A member of the Pricing team, fully involved in all discussions about performance, development & delivery of business objectives. Contribute & represent the sales function at team meetings, communicate, advise & guide other team members so they fully understand any issues & problems associated with the sales and selling activity.
The role requires excellent commercial and financial acumen, together with strong organisational, excellent data analysis, manipulation, and interrogation skills. Ability to effectively manage and co-ordinate multiple pricing models and tender submissions to the highest standards.
A Sound knowledge and understanding of industry related specifications and service standards such as SFG20, MoD SFG20, HVCA, CIBSE, BICS, and RICS. A Confident and clear presenter, comfortable explaining technical ideas in simple terms to senior stakeholders.
Senior Commercial Manager
Ref: 4c065e43059d4e55814697a5dd90c9f7
London, England
Mitie
Sales & Business Development