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JOB PURPOSE
* Major bid and proposal preparation including T&C's and pricing structures.
* Conducting complex negotiations.
* Contract management administration.
* Debt management.
* Senior customer relationship management.
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
Essential:
Knowledge & Experience
* 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.
LNKD1_UKTJ
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Contract
Job function
* Job function
Management
* Industries
Strategic Management Services
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