Commercial Lead

Summary of Job Scope and Responsibilities

Maintains safety and service quality as a priority when working across all areas of the business.

Upholds exemplary business principles in accordance with legislation and MR Group compliance policies, setting standards of behavior and performance. HES is the first condition of employment.

Maintains the highest standards of corporate governance, ensuring that all commercial activity is carried out ethically and in compliance with Co policies, relevant laws, regulations, governance, standards, and industry practices.

Contributes to the Development of Systems and Processes to facilitate QMS requirements.

Tenders & proposals

• Lead proposal and tender development; working in conjunction with the BDMs, Operations, and Technical Team to ensure client requirements are well understood and the ModuSpec value proposition is clearly articulated to ensure continued success. Manage input to online tender systems.
• Lead development of commercial model and clarifications including liaising with internal stakeholders such as HSEQ, tax, legal, and finance.
• Manage proposal and tender deadlines to ensure timely submission with input from BDMs, Operations, and Technical Team.
• Adhere to the bid/no bid process and delegation of authority to ensure proposals and tenders are approved by the appropriate party including arranging specific meetings and presenting key commercial aspects.
• Attend client meetings where required to understand requirements

Commercial

• Manage existing contracts to ensure key points are communicated and understood by BDMs, operations, and finance.
• Perform invoice audits versus contract terms to ensure everything is captured and charged for – this to mitigate potential revenue leakage.
• Ensure escalation clauses are initiated at appropriate times – annual, contract renewal, etc.
• Check draft purchase orders and call-off agreements are in line with proposal and tender submission, to ensure they meet internal approvals and requirements (authorization matrix).
• Monitor spend on purchase orders and liaise with finance colleagues to ensure the business can achieve timely and smooth invoicing.
• Support BDMs and finance with invoice disputes, overdue invoices, and debt collection.
• Liaise with Operations and Technical staff to confirm alignment with proposal, scope of work, type of report required, and client contact information for submission of the deliverable

Marketing and client engagement/entertainment

• Aid the BDMs and Marketing team to publish white papers, case studies, and other marketing material.
• Support client engagement events such as conferences and exhibitions including client entertainment

Key Responsibilities

• Responsible for supporting the BDMs in all sales, BD, and commercial activities.
• Responsible for supporting the consistent and effective use of the CRM process.
• Manages the commercial proposal, tender, and response process.
• Assemble, collate, and disseminate market intelligence.
• Once notified by customers of the results of the tender process the role is accountable for arranging a debrief in the event of a loss or advising key stakeholders in the event of a win

Qualifications, Experience & Knowledge

Essential

• Strong work ethic and organizational skills
• Excellent interpersonal skills, able to work and engage with multiple stakeholders
• Strong team spirit and flexible approach to adjust, develop and evolve
• Track record in proposals and tenders
• Commercial awareness
• Proficiency in MS Office applications
• Experience in using CRM applications

Desirable

• Experience in relevant discipline
• Demonstrate resilience, persistence, and creative passion in building trust with all stakeholders
• Ability to relate and influence at all levels within organizations
• Successful track record of delivering on time, deadlines, targets, etc.
• Ability to operate in a landscape for which there are no maps

What we can offer you

• An opportunity to be part of a global multidisciplinary team
• Opportunities to contribute to the development of new and exciting business areas
• The working environment is normally office-located, with the potential to support events, conferences, and client hospitality activities