Regional Commercial Manager (J6ABSRCM1) Leeds, England
| Salary: | GBP60000 - GBP75000 per annum + Car allowance |
Job Title Regional Commercial Manager – North
Our client are a market leading Tier 1 contractor with a fantastic reputation and ambitious growth plans. They are looking for a strong Commercial Manager to add to there current successful team.
Job Purpose
To lead the commercial and estimating support service within the region for M&E works, in line with strategy and budget. Provide leadership and direction within the region on commercial matters. Build strong working relationships with internal and external stakeholders. Responsible for ensuring a rigorous control environment is in place to effectively manage risk and profitability across the portfolio of contracts within the region.
Key Accountabilities
Partnership – build strong working relationships with internal stakeholders including Operations Project Managers / Engineers, Area Managers, Legal, Procurement, Bid Team, Finance, Major Projects Team and the Regional & Operations Director(s).
Pre-Contract – for projects (>£250k or (£1m), involvement will be greater and will include client meetings to negotiate commercial issues in conjunction with Operations.
Tender & Order Review – as part of the pre-contract process, with the team; understand, review, challenge and present the bid back to the delegated authority for approval to submit / proceed. Key risks and opportunities to be presented
Estimating – the Regional estimating team will report to the RCM. You will liaise closely with the Lead Estimator to track opportunities and tenders, manage workload and help improve tender conversion rates using criteria, improving bid selectivity.
Contract & Commercial Management for large projects (>£500k) – lead and manage the regional commercial team to work closely with the Project Manager(s) to:
Work closely with operations and procurement, assist with material and subcontract procurement, ensuring robust sub-contracts and orders are in place to minimise risk and maximise profitability.
Assist with preparing and submitting timely monthly applications, reviews of payment certificates and monitoring/forecasting of cashflow. Proactively deal with outstanding debts and certificates.
Prepare and review monthly CVRs, monitoring against cost and risk budgets. Assist with accurate forecasting of costs and value, challenging the team to ensure a true position is presented.
Ensure variations are subject to robust cost proposals / workings and tracked, are agreed with the client and are monitored.
Ensure key dates are monitored and change/delay notices are effected in accordance with contract.
Identify contract value add opportunities for SSEC and ensure these are followed through to a conclusion.
Support Operations in negotiating / agreeing the final account and providing post completion appraisal analysis.
Ensure legal disputes are flagged and liaise with Legal as required.
Contract & Commercial Management on smaller jobs(<£500k) - provide ad-hoc advice to Operations as required to ensure risk management and governance is in line with internal policy. Ensure legal disputes are flagged and liaise Legal as required.
Business Review Process - Actively support the monthly business review process and review overall commercial position for Cost Centre(s) & Region. Assist with management of WIP, debt and problem projects highlighting trading risks to the management team. Ensure profitability is monitored across all projects and in accordance with accounting regulations and best practise.
Leadership – You will be responsible for managing such resource within the region, ensuring internal policy is understood; a clear understanding of reporting obligations as well as the interfaces with other parts of SSEC. For larger projects, where there is good business justification, you will arrange for additional QS / estimating support.
Reporting – responsible for regional reporting tools to manage risk and profitability effectively across the wider portfolio (as well as for individual larger projects).
Budgets, Forecasting & Flash Process – with the finance and operations teams, assist with the forecasting and budget process across the Cost Centres and Region.
Knowledge Skills and Experience
Business Knowledge
Solid experience of leading contract negotiations for large value £1m+ M&E projects in the UK
Solid experience of Commercial Management on £1m+ projects and portfolios of smaller value projects
Essential Functional / Technical Skills
Highly numerate, able to interrogate the veracity of CVRs quickly
Strong attention to detail in reviewing complex contractual arrangements
Able to identify contractual risks and a range of potential mitigation solutions
Astute in tactical negotiation of commercial points, aware of the wider picture
Personal Attributes / Competencies
Disciplined approach to risk management and compliance with internal governance policies
Gravitas to influence at a senior level internally and externally during high value / risk commercial discussions
Determined, resilient and controlled under pressure
Collegiate approach to working with colleagues within a matrix organisational structure
Key Financial Measures
Profitability of Region, Cost Centres & Larger Projects
Risk reduction
Decision Making Authority
Outline the most important decisions typically expected to be taken
On larger contracts (£500k+), confirm significant variations are properly identified, costed and agreed with the client and reported / traded in line with accounting standards
Negotiate commercial terms and conditions pre-contract and confirm compliance with SSEC governance or flag non-compliant issues
Outline the most important recommendations expected to be made for others to decide on
Input on commercial matters during internal tender order review process, along with other internal stakeholders
For larger contracts, make recommendation on gross profit %age as well as identification of risk and opportunity at tender and delivery stages
Make recommendation to Head of Commercial / Regional Director to mitigate non-compliant terms and conditions and to manage commercial risk on the project
Negotiate final accounts with clients on larger contracts (£500k+) in line with targets set by Head of Commercial
During CVR and Business Reviews, challenge information presented and provide sound commercial advice on profitability to be forecast / traded along with any commercial / operational actions to be taken to minimise risk and increase profitability