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Head of Commercial

Salary: £80,000 - £110,000 + Package | DOE Depending on Experience & OPEN TO HIGHER SALARIES + Package (Travel Expenses to Site + Pension + Discretionary Bonus + Healthcare & more)

Location: Kent

Company Overview

This is a fantastic opportunity to join a successful and one of the Fastest Growing Contractors in Kent! This business has achieved rapid and outstanding organic growth and have a steady & repetitive cliental; they’re currently sitting at £30m revenue this year. Operating across multiple sectors from Healthcare, Education, Defence & more; their business is built off 3 business units overseeing various services.

Role Overview

The Head of Commercial will be responsible for overseeing the Commercial Operations of the business and will take on both a strategic & diplomatic approach. Including, business development, sales strategy, contract management, financial oversight and risk mitigation. This strategic role requires a leader who can balance operational excellence with financial acumen, working closely with the Divisional Leads and Project Teams to achieve company goals. This is a unique chance to help shape the future of a company that's on an exciting upward path.

Key Responsibilities

Developing and executing business strategies

Optimising commercial processes

Developing the commercial function

Ensuring profitability and growth within the business is in line with their vision

Roles & Responsibilities

Strategic Leadership:

* Lead and manage the Commercial Team, setting clear goals, KPIs and performance targets that align with the overall business strategy.

* Develop and implement a long-term Commercial strategy for the business.

* Work closely with the Heads of Divisions and Directors to set and achieve goals which will ensure both short-term well delivered growth and long-term sustainability.

* Driving Strategy, Growth and Profitability

* Review existing systems and software, ensuring we are optimising their use, make recommendations to enhance or change software packages and systems

* Ensure excellent communication exists between all areas of the business and the Commercial team

Business Development:

* Identify and lead new business opportunities within the public sector, including tender and framework development.

* Ensure successful business to business relationship development with both existing and new clients.

* External representation promoting the business during events and hospitality opportunities.

* Establish and maintain effective client relationships that develop, repeat, work-on-work, negotiated or framework opportunities.

Sales & Marketing Strategy:

* Manage and oversee the Business Development Team to ensure continued workstreams.

* Manage and oversee the businesses marketing requirements to align both the business development team and the businesses goals and objective.

Contract & Project Management:

* Contract Administration, ensuring clear procedures are in place and being adhered to, in particular: Payment and suspension of works, time, progress and programme, variations and instructions, design obligations and process, defects, completion and handover procedures and collateral warranties.

* Ensure the effective financial management of all projects, all commercial and contractual matters, forecasts, costs value reporting, contract disputes, maximisation of profitability and cash flow

* Ensure that during the pre-construction phase the Commercial team support the Pre-construction team in achieving good practice, assisting in the tender process, answering questions, checking contractual conditions, assessing commercial risk whilst monitoring cross head code cost analysis.

* Asses sub-contract packages for incorporation into the main tender when required

* Ensure that the project team understand all aspects of the project (especially contractual) and that they make effective use of the tender handover.

* Ensure that the project team understand and are aware of the tender book allowances, rates, risk and scopes.

* Manage and oversee the production of the subcontract agreements of each project and ensure that the Procurement Strategy and processes are undertaken in a timely and efficient manner

Financial Management:

* Take full accountability for the successful and profitable delivery of projects within the business alongside the Head of Projects.

* Oversee & develop the procedure for undertaking and monitoring cost planning and forecasting to ensure the delivery team can access accurate financial performance tracking.

* Provide Commercial support to the whole business, ensuring clear procedures are in place and are being adhered to.

* During the construction phase, forecast project profitability and cash flow, applications for payment, cost value reconciliations, change management and variations, claims and final account negotiations.

* Accountable for maintaining a forward workload plan/order book with sufficient high calibre, suitable opportunities to sustain and grow the business unit in a profitable and efficient manner.

* Manage and oversee the production of the Procurement Schedule

* Manage and oversee the production of the profit and loss forecast and margin improvement plan of each project team

Commercial Risk Management:

* Oversee the management of commercial risks, ensuring that any issues are identified and mitigated in the early stages of the works negotiation.

* Provide guidance on Contract negotiation, ensuring satisfactory agreements are met and the company’s interests are protected, minimising risk exposure and monitoring the contractual ongoing obligations are met.

Team Management:

Manage the Design team, Procurement team & Commercial team

Lead all recruitment for the Commercial Team whilst working with the Design and Procurement lead to support their recruitment needs.

Lead and monitor yearly annual performance reviews for all of the Commercial Team, ensuring alignment with the business goals and objectives.

Plan and develop a Commercial Training programme with a focus on new talent acquisition and development.

Visible leadership and provision of support to ensure that the Visions and Values of the business are adhered to, and effective development of staff is undertaken

Develop a Commercial Procedural Manual to ensure alignment within the Team and a streamlined onboarding process for any new staff.

Market Analysis:

Conduct market analysis to identify emerging opportunities and potential threats.

Consistently review rates ensuring market alignment whilst optimising strategic advantages to stay in front of our competitors.

Skills Required

A leader who inspires and leads by example and with respect for others

Experience within a Mechanical and Electrical Engineering business

Commercially Astute

Strong negotiation skills

An excellent communicator, presenter and analyst

Determined, persistent and driven

Goal orientated mind set

Experience of Contract accounting (CVR’s/Sub-Contractors/CIS) ideally gained in the Mechanical and Electrical Engineering environment and or residential and commercial construction sectors

The ability to self-manage time and workloads and multitask various projects sequentially

Business Management skills

Multitasking and ability to prioritise

Ability to use their own initiative

Ability to drive continuous improvement

Excellent Managerial skills

Believe in and uphold our company values

Ability to grow with the business

IT skills including Outlook, Excel, Sharepoint, Dropbox

Additional Benefits

Reporting Directly to the Managing Director

Excellent Starting salary and Bonus scheme with huge potential growth for the right person

The opportunity to grow with a company during its rapid rate of expansion

Company Pension

Training opportunities