Commercial Manager

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Commercial Manager

Your new role

Our Commercial Managers take ownership of ensuring that the group commercial strategy is implemented within their relevant business unit, they build strong relationships within their business and with customers to help us deliver safe, good quality, profitable services. They act as the conduit between operations and finance, mitigating risks and driving performance wherever possible.

Tendering

You'll be responsible for managing all commercial responsibilities in relation to any tenders associated to your business, this includes;

• Producing models to estimate the costs of delivering the services which are being tendered (working with operations to understand the technical requirements, and attending site to build up your knowledge of the services we offer)
• Reviewing terms and conditions against our internal group policy, you're our first line of defence in making sure we don't sign up to any unknown risks (we have experienced staff who can help develop your skills in this area)
• Supporting the Head of Commercial in producing and delivering presentations to the board to get approval for submitting the tender back to the client.

Pricing

You'll take ownership of developing, implementing, and managing adherence to a pricing policy.

• A lot of the work we do needs to be priced efficiently, without large amounts of red tape delaying operations ability to work with our customers.
• You will create tools and an underlying delegation of authority to ensure suitable margins are generated, and the business can proactively sell.
• You'll need to understand the business in great detail, building up costings for our labour force as well as suitable overhead recovery.

Project & Contract Performance

Once larger projects and tenders are won, you will be responsible for liaising with all departments to ensure margin is maximised.

• You'll meet with project managers to track the progress of work and discuss potential changes to the scope.
• You will liaise with the client to issue contractual notices such as early warnings for additional costs.
• We have a group policy and format for these reviews which you'll help us to implement across the business.
• You will meet with the contract directors to discuss the performance of all of their jobs and to help them make informed decisions.
• Forecasts for future revenue, costs and cashflow will be required - you'll issue these to finance and work with them to identify opportunities.

Working Capital Management

Our Commercial Managers are responsible for the working capital cycle of their contracts and projects,

• You will work with operations to ensure they are invoicing in a timely manner.
• You will set monthly billing targets and track performance against this - educating the team around you to understand the importance of cashflow.
• You'll report on the ageing of WIP (work complete not invoiced), and proactively seek ways to minimise the value of this so that we can allocate the cash to other investment opportunities.
• For some jobs and contracts, you'll take responsibility for submitting applications to our clients to seek approval for invoicing (you'll look to use our job management software to complete this process where possible)

Other Miscellaneous

You will naturally become a business partner within your organisation, and we want you to become the go to person to support your team with any commercial questions or issues.

• You will manage subcontractors, helping to onboard them and then ensuring they are paid correctly and on time.
• You will negotiate with customers, often we have regular rate reviews which you will have to prepare for and negotiate on behalf of the business for.
• You will help us to track future order book pipeline, so that we know how achievable our forecasts are.

About you

Essential qualifications/ skills/ experience

• Bachelors or master's degree or equivalent qualification
• Demonstrable experience within a similar commercial or financial role
• Experience of operating in a multi-divisional organisation would be beneficial.
• Up to date knowledge of contractual law and commercial practice, or a desire to learn about this area.
• Proven negotiation experience
• A strong understanding of the differences between cashflow and revenue, and how both can be improved.
• Values - A commitment to drive outstanding Health, Safety and Environmental performance.
• Accountability - Takes personal responsibility for outcomes, and does what they say they will do.
• Leadership - Recognises and build on the capabilities of their team, motivates others and delegates effectively.
• Character - Keeps a level head in challenging times, and displays drive and commitment.
• Trustworthy - Communicates well, and does the right thing.
• Humility - Puts the company's needs ahead of their own, and is highly collaborative.
• Self-Awareness - Aware of their strengths and weaknesses, accepts feedback, and can flex their style when needed.

Our Benefits

We value our people and offer a comprehensive range of employee benefits, including:

• Career Development: Professional qualifications and accreditation
• Health & Wellbeing Benefits:
• Employee Assistance Programme with mental health support and access to counselling
• Access to 24/7 virtual GP
• Occupational Health support
• Tax-Efficient Benefits via Salary Exchange (Salary Sacrifice):
• Cycle to Work
• Group Personal Pension Scheme
• Employee Discount Scheme: Discounts on hundreds of retailers, including supermarkets, mobile phone/broadband providers, gym memberships, and more
• Social Committees: Established local social committees with a calendar of regular social events
• Life Assurance Cover
• Flexible Working
• Long Service Awards
• Volunteer Opportunities: Opportunities to volunteer and make a difference through local community projects and initiatives

Your New Company

The UK's utility sector is ever evolving and expanding to meet increasing customer requirements. At Ipsum, our vision is to be the leading customer service-focused provider of specialist utility and infrastructure solutions, operating on both public and private networks. We are looking for someone passionate about the industry and supporting our teams in delivering essential services 24/7/365, making a real difference to local people and communities.

At Ipsum, we are committed to supporting and developing our people to achieve their full potential. As a fast-growing and ambitious business, we offer opportunities to acquire a wide range of skills and gain broad and varied experience to help you progress in your career. Our investment in our people enhances our expertise and flexibility, enabling us to deliver the highest standard of service to our customers.

Ipsum is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, transgender status, religion or belief, marital status, or pregnancy and maternity.