Russell Taylor Group are currently working with one of our key clients in order to provide a Commercial Manager to assist the Contracts Manager, Director and work with the Project Managers.
Role - Commercial Manager
Start - ASAP
Salary - £50 / 55K + Car, Bonus and package.
Working effectively with the Contracts Manager and his team of Project Managers in a hands-on way; but also brought in regular commercial reporting and forecasting to the company as a whole. My client would like to bring in a new Commercial Manager who can quickly pick up the commercial threads and use the hiatus in 2017 as a chance to introduce a more robust and standardised set of commercial procedures.
Reporting to: Contracts Manager
Location: Head Office based at Quedgeley, Gloucester
Job Role and Responsibilities
The Commercial Manager will continue to apply a growing and increasingly standardised commercial ethos to this highly successful business. Working closely with the Contracts Manager they will be responsible for all commercial aspects of the project cycle – from looking at T’s and C’s, assessing and pricing risk pre-contract award; through reviews on all live jobs and supporting operational teams with any client negotiation and resolution on problem contracts.
Alongside this hands-on relationship with the Operations Team, the Commercial Manager will need to compile and communicate monthly reports to all levels of the company – from direct report to the Board. They will also look to introduce more standardised contracts as at the moment they are typically drawn up in a bespoke fashion to reflect specific circumstance. The need to protect the company commercially will become increasingly important not only because the industry generally is having its margins squeezed and all clients are looking for savings, but also to reflect the company’s move to diversify into new industries (typically Offshore Wind) as well as its transition into offering a more engineered solution where it moves away from its traditional ‘make and supply’ model to one where they manufacture a more complex engineered product where they may only supply or just install with the planned advent of more joint ventures and partnerships.
Change and diversification is all well and good for the continued growth and prosperity of the company, but this will place an increasing reliance on the Commercial Manager (who is the go-to individual for all things commercial).
Clients are typically very large organisations who historically looked at our client and their products as a problem solver and paid less attention to cost. This understandably has changed and they are now much more cost conscious and commercially aware.
Our client has between 50-60 projects between work placement and final account, with around 10-15 actually on site around the world. Values range from £100k to £6million.
Duties will involve analysing contract obligations, contract variations, providing risk analysis reports, returning monthly reports, conducting mitigation appraisals and the costing and production of commercial reports. They will also leading on negotiations with the client in regards to settlements along with analysis of P&L budgets.
· Review Terms and Conditions for new contracts and negotiate when necessary with customers.
· Assist Project Managers with commercial review preparation as required, focusing on value and costs.
· Alignment of forecasting tools for Project Managers, developing best practice for commercial forecasting, reporting and tracking across projects.
· Reviewing hand-over forecast position with Project Managers, providing support on setting up initial forecast on projects.
· Invoice tracking with Project Managers to ensure invoicing is kept up to date and support as necessary with more complex invoices, recognising milestones and targets.
· Support Project Managers on variations, producing formal documentation where required for formal issue by the Projects Team (including agreed rates, appreciation of associated costs, flexibility of quotations/variations to achieve end goal.
· Support Project Managers in claim production to ensure claims are evidenced and logical.
· Maintain a good standard of house-keeping ensuring that the working environment is kept clear of waste on an ongoing basis. Report if problems arise that stop you from clearing away waste.
· Ensure that all duties are undertaken in a safe and controlled manner and for which suitable training has been provided.
Qualifications and Experience
The Commercial Manager is likely to be qualified but of more importance will possess proven experience emanating from a civils, utilities or possibly wider construction contractor (ie contaminated land). They will be able to illustrate a record of working with projects of reasonable scale and number in order to demonstrate their ability to smoothly assume responsibility for all the ongoing and future projects at the company.
Experience must include active commercial involvement in the whole project life cycle – ie pre and post contracts, with a number of con-current projects (rather than working on one large project); as they must be able to manage a large number of quite diverse projects in various stages of completion.
Appointing a Commercial Manager who is accustomed to solely working on relatively simple projects which a very competitively won and have a fine margin is not necessarily a mismatch here as they will have the commercial rigour sought. However the caveat lies in the personality of the individual along with their ability to import the desired commercial bite without constricting the fluid nature of projects delivery and alienating either the project teams or clients.
New processes and procedures are rarely well received – although commercial help through contract negotiations, variations and recovery will be welcomed. Therefore the Commercial Manager must be able to flexibly implement the necessary changes whilst retaining a pragmatic eye and communicating effectively with the project teams.
Therefore they will be team players, who have a job to do and goals to achieve, but set about doing so in a professional and engaging manner. Almost all projects will be delivered remotely and will be international, therefore contact will be electronic and by telephone so it is even more essential that their style be flexible and collaborative.
Salary – around £50k/£55K + car allowance + 15% bonus
Technical & Engineering