JOB PURPOSE Responsible for the effective commercial account management of allocated customer accounts and those of direct reports, with particular focus on: - Major bid and proposal preparation including T&C's and pricing structures. - Conducting complex negotiations. - Contract management administration. - Debt management. - Senior customer relationship management. KEY TASKS & ACCOUNTABILITIES · Senior Level Customer Relationships – Build and maintain professional and mutually beneficial customer relationships, acting as the main point of contact for procurement-related queries. Represent the department and organisation internally and externally across the UK and overseas. · Major Bid Preparation & Delivery – Prepare and deliver routine bids including spares and support equipment using SAP data, proposals and/or quotations. Prepare major bids and quotations for internal review and approval. Contribute as a key member of cross-functional teams during tender processes. · Contract Negotiation – Negotiate new contracts and amendments to existing agreements, including terms and conditions, up to delegated authority limits and in line with approved bid parameters. · Contract Management – Oversee all aspects of contract administration including quote releases, programme updates, deliveries, change management, invoicing, arrears reporting, cash collection, and customer reporting. · Contract Development – Identify and communicate new or evolving customer requirements to relevant internal stakeholders in a timely manner. · Team Leadership & Management – Lead by example, aligned with organisational values. Manage members of the Commercial team, including recruitment, development, mentoring, performance management, and setting objectives, as delegated by the regional commercial lead. · New Business Development – Understand customer needs to support the identification and development of new business opportunities. · Debt Management – Monitor outstanding debt and follow up accordingly. · SAP Data Entry & Analysis – Provide accurate SAP data instructions and use the system to support account management tasks. · Arrears Management – Ensure no commercial issues prevent orders from entering the delivery process. SECONDARY ACTIVITIES & TASKS - Perform any additional duties required to enhance the efficiency, quality, or service of the Commercial Department. - Travel within the UK or overseas as required. KEY DECISIONS / APPROVALS - Act as deputy for the regional lead at meetings where needed. - Ensure departmental compliance with company procedures, health & safety standards, and best practices. - Approve team expenses. PERSON SPECIFICATION Knowledge & Experience Essential: · Thorough knowledge of the Aerospace/Defence sector or similar. · In-depth understanding of procurement procedures, contract structures, contract law, subcontracting, bid management, pricing, financial instruments, and export compliance. · Experience managing teams and acting in a deputising capacity. · Experience with banking instruments such as bank guarantees and letters of credit. Desirable: · Knowledge of APAC market dynamics in aerospace/defence. · Familiarity with SAP and working with non-native English-speaking customers. Skills Essential: · Strong numerical and data analysis capabilities. · Proficient English language and grammar use. · Skilled in contract negotiation and customer relationship management. · Excellent communication and presentation skills. · Solid commercial awareness and risk management. · Proficiency in MS Office applications. Desirable: · SAP user experience. · Effective communication with diverse, international customer bases. Behavioural Competencies · Strong leadership and relationship-building skills. · Diplomacy, decisiveness, and sound judgement. · Strategic thinking and time management. · Analytical mindset with creative application. · Team and people management capabilities. Tool Proficiency Essential: · Attention to detail. Desirable: · Resilience and the ability to navigate complex or bureaucratic environments. · Ability to negotiate independently while overseas. · Commitment to continuous learning. EDUCATION & PROFESSIONAL MEMBERSHIPS - Degree or equivalent in Law, Business Management, Finance, or Engineering. - Membership of (or working towards) a relevant professional body (e.g. WorldCC). SECURITY CLEARANCE BPSS clearance required. CONTROL OF EXPLOSIVES REGULATIONS COMPLIANCE Not applicable.