Job Description
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.
Job Type: Full-time
Pay: £70,000.00-£80,000.00 per year
Benefits:
* Company pension
* Employee discount
* On-site parking
Application question(s):
* Which accounting software (e.g., SAP, Sage, Xero) are you proficient in?
Work Location: Hybrid remote in Uxbridge UB9 5EA