Job Description
HeadofCommercial-Automotive
WearecurrentlyrecruitingaHeadofCommercialforalong-standingclienttosupporttheirBusdivisions.
RolePurpose
TheBusDivisionHeadofCommercialisresponsibleforcoordinatingandleadingallcommercialactivitiesacrosstheBusentities,ensuringthatquotes,tenders,costingsandcommercialtermsarerobust,competitiveandalignedwiththeGroupprofitabilityobjectives.
TheroleactsasthecentralcommercialauthorityacrosstheBusDivisionmanagingtenderpipelines,leadingcomplexbidactivity,standardisingcommercialprocesses,andworkingcross-functionallywithSales,Marketing,Operations,Engineering,ProcurementandFinancetoconvertopportunitiesintoprofitableorders.
Managementofateamoftwocommercialsupportleadsinthebusdivision.
KeyDuties&Responsibilities
CommercialCoordination&Governance
* Coordinatethebusdivisioncommercialactivities,includingquotations,tenders,costmodelsandcommercialtermsandconditionsforquotesandcontracts,workingsidebysidewiththeHeadofSalesandtheGroupMarketingManager.
* Akeypartoftheroleisinfluencingproductandsalesstrategicroadmapswithinsightsonourcommercialperformance.
Tender&QuotationManagement
* Managethepipelineofquotesandtenders,includingbacklogvisibilityandprioritisation,guidingtheteamtodelivercustomerproposalsontimeandinquality.
* Coordinateweeklycommercialplanningsessionswithkeystakeholders(e.g.Salesleadershipandcommercialteam)toalignresourcesandpriorities.
* CoordinatethepreparationofcostandquoteproposalsfortheBusdivisionthroughthebusdivisioncommercialteam.
* LeadthecreationofwinningtendersthroughfullbidlifecyclefromBid/No-Bidbusinesscasethroughtocustomernegotiationandcontractaward,incoordinationwiththebusdivisionsalesteam.
* Leadad-hocandcomplextendersubmissions(e.g.largetenders,newproductlaunches,frameworksubmissionsandsimilarpublicsectoropportunities),coordinatingcross-functionalteamsasrequired.
Costing,Pricing&FinancialModelling
* Developandmaintainstandardisedquotationtemplates,incorporatinginputsfromOperations,Procurement,EngineeringandFinanceforallproducts.
* BuildandmaintainEBITDA-basedcommercialmodelstosupportpricingdecisionsandprofitabilityassessment.
* Challengeinternalcostassumptionsandsupportcost-downinitiativestoimprovecompetitivenessandmarginperformance.
Reporting&PerformanceMonitoring
* ProduceregularcommercialreportingforBusinessReviews,SalesmeetingsandSLTmeetings,including:
* Opportunityandtenderpipeline
* Orderintakeandconversionrates
* Commercialrisksandopportunities
* Ensurecommercialdataisaccurate,timelyanddecision-useful.
ProcessImprovement&Cross-FunctionalLeadership
* StreamlineandimprovecommercialprocessesincoordinationwithSalesandOperations,frominitialquotethroughorderplacementandhand-overoforderstoOperations.
* Influenceandaligninternalstakeholderstodeliverhigh-quality,competitiveandtimelycommercialsubmissions.
JBRP1_UKTJ