Head of Commercial
Department: Business Development
Employment Type: Permanent
Location: Gamston Airport, Retford
Reporting To: Gavin O'Connell
Description
The Head of Commercial is a critical member of the DEA Growth team, serving as a trusted, proactive, and enabling partner to the business. Operating within a dynamic and growing SME environment, this role spans the entire commercial lifecycle — from early business development strategy through proposal preparation, negotiation, contract finalisation, and ongoing contract delivery. This position reports to the Growth Director and supports both DEA and its sister company ESAO based in Malta.
Key Responsibilities
Business Development & Strategy
* Support early-stage business development strategy and opportunity identification
* Contribute to growth planning and market positioning initiatives
* Collaborate with business development teams to shape winning propositions
Proposal & Bid Management
* Lead commercial aspects of proposal preparation and bid submissions
* Develop pricing strategies and commercial models that balance competitiveness with profitability
* Ensure proposals align with company capabilities, risk appetite, and strategic objectives
Negotiation & Contract Finalisation
* Lead contract negotiations with customers and suppliers
* Secure optimal commercial terms while maintaining strong stakeholder relationships
* Finalise contractual arrangements that protect company interests and enable delivery
Contract & Risk Management
* Provide expert guidance on contract terms, applicable regulations, and compliance requirements
* Conduct comprehensive risk analysis and develop mitigation strategies
* Manage commercial issues throughout the contract lifecycle, including claims and disputes
Stakeholder & Relationship Management
* Build and maintain strong customer relationships at commercial and strategic levels
* Manage supplier relationships to ensure value delivery and contractual compliance
* Act as the commercial liaison between internal teams and external partners
Post-Award Contract Delivery
* Oversee commercial performance of active contracts
* Monitor financial impact and commercial health of ongoing projects
* Support capability development and service delivery from a commercial perspective
Attributes
* Strategic thinker with commercial acumen and business insight
* Trusted advisor who builds credibility through expertise and integrity
* Proactive and solution-oriented, anticipating issues before they arise
* Enabling partner who facilitates business success rather than creating barriers
* Resilient and adaptable in a fast-paced, growing SME environment
* Commercially astute with strong financial and analytical capabilities
* Relationship builder who engages effectively at all organisational levels
Commercial Expertise
* Deep understanding of commercial structures, contract law, and regulatory frameworks
* Expert knowledge of pricing strategies, financial modelling, and cost analysis
* Proficiency in risk assessment, mitigation planning, and issue resolution
Negotiation & Influence
* Proven ability to negotiate complex, high-value agreements
* Skilled in achieving win-win outcomes while protecting company interests
* Ability to influence stakeholders without direct authority
Contract & Compliance Management
* Comprehensive knowledge of contract terms, conditions, and lifecycle management
* Understanding of applicable regulations and compliance requirements
* Experience managing claims, disputes, and contractual variations
Financial Acumen
* Strong financial analysis and interpretation skills
* Understanding of P&L impact and commercial performance metrics
* Ability to assess financial implications of commercial decisions
Stakeholder Management
* Exceptional interpersonal and relationship-building skills
* Experience managing customer and supplier relationships at senior levels
* Ability to navigate complex stakeholder landscapes
Problem-Solving & Decision-Making
* Analytical mindset with strong critical thinking abilities
* Sound judgment in balancing competing priorities and interests
* Capability to make timely decisions under pressure
Technical Experience and Qualifications
* Minimum 8-10 years' experience in commercial roles within a contract-based business environment
* Proven track record managing complex commercial negotiations and contract delivery
* Experience with export and ITAR regulations
* Experience supporting business development through to contract award and execution
* Demonstrated expertise in risk management, claims handling, and dispute resolution
* Experience working across the full commercial lifecycle from bid to delivery
* Background in an SME or growth-phase organisation is highly desirable
* Degree-level education in Business, Law, Finance, or related discipline
* Professional qualification in commercial management, contract management, or equivalent (e.g., IACCM/NCMA certification, CIPS, or similar) is highly desirable
* Evidence of continuous professional development in commercial disciplines
Desirable
* Experience operating across multiple entities or international markets
* Knowledge of the Malta business environment or cross-border operations
* Sector-specific commercial experience relevant to DEA's business activities
* Experience implementing commercial systems, processes, or governance frameworks
* Track record of building commercial capability within growing organisations
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