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May 8, 2018 | Comments Off on Commercial Director
Title: Commercial Director
Location: Tempsford, Bedfordshire
Project: Infrastructure Projects
To provide key commercial and business support to the Managing Director for the above business units, covering the functional areas of Pre-Contract (bids and tenders), Post Contract (active contracts, and contracts in settlement phase) and Procurement.
Role Description Accountabilities:
Establishment of a clear commercial strategy for the business, to underpin and professionally support the five year business plan.
Agree with the MD the key actions required to deliver the commercial strategy, and communicate the plan for implementation of the actions.
Regularly review (quarterly) the Commercial team structure (in terms of competency and coverage), and communicate to MD and CD Business Stream any recommendations for change that are required to ensure business objectives are achieved on time.
Develop appropriate Standing Orders for the business (to conform to Group and Business Stream S.O's) and in conjunction with MD, submit these to the Business Stream Board for approval.
Creation and maintenance of rigorous processes around identification of risk, and risk controls, both at bid and post contract stages.
Proactive recruitment and resourcing of Commercial and Procurement staff to meet the business needs.
Develop effective working relationships with company personnel, customers, business partners, suppliers and stakeholders.
Ensure that approval papers for all bids / tenders are concise and in conformance with Business Stream requirements.
Develop the team capability to action thorough reviews of terms / conditions for prospective contracts.
As required by MD, lead and actively manage bidding and tendering activities.
Negotiate contracts that meet the needs of the customer, whilst protecting the interests of Kier.
Chair and influence contract reviews (for active and settlement phase contracts) ensuring maximum visibility and transparency of commercial issues, and suitability of commercial action plans.
Ensure that monthly and quarterly reports are delivered in line with Business Stream and Group requirements.
Take the lead for any claims, adjudications or arbitration's in connection with the Business.
Ensure the Business consistently has fully reviewed and validated 'End Life' forecasts, for all contracts in the business portfolio.
Currently (or previously) within a recognised contracting business - with turnover of approximately £100 to £200m per annum - preferably as a Commercial Director.
Involvement in the entire commercial process (in a contracting environment) from initial enquiry with a client, bidding and winning projects or frameworks, and delivering single large scale projects or long term framework agreements.
Experience of working in JV organisations, and the sensitivities relating to other partner's positions.
Demonstrable risk management experience, and understanding of risk control processes.
Legal and contractual experience including exposure to D&B, Target Cost and all main UK forms of contract.
The ability to lead cross functional groups and identify and drive business initiatives (i.e. broader than purely commercial function).
Someone with natural strength of character and gravitas.
Comfortable in changing and varied environments.
A team player, prepared to put themselves out for the greater good of the company.
To have an opinion, make themselves heard.
To be articulate in their views, and have first class listening skills.
KPI's (Headline):
Development of Commercial Strategy for the Business Unit, delivered to agreed timescales.
Monthly and quarterly reports actioned on time, to required standard.
Commercial aspects of Kier business plan reviewed and developed (as required by Managing Director).
Up to date understanding and opinion, with End Life Forecasts and Commercial Action Plans in place / reviewed / validated - for all contracts.
Close supervision and support on all live tenders / bids.
Clear view, and effective controls in place, for all areas of perceived risk.
Briefing statistics on key commercial issues.
Regular and effective feedback to / from Commercial Staff.
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