Head of Commercial

Key Responsibilities

• 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

• 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

• 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

• 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

• 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

• 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 & Core Competencies

• 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

• 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

• 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

• Comprehensive knowledge of contract terms, conditions, and lifecycle management
• Understanding of applicable regulations and compliance requirements
• Experience managing claims, disputes, and contractual variations

• Strong financial analysis and interpretation skills
• Understanding of P&L impact and commercial performance metrics
• Ability to assess financial implications of commercial decisions

• Exceptional interpersonal and relationship-building skills
• Experience managing customer and supplier relationships at senior levels
• Ability to navigate complex stakeholder landscapes

• Analytical mindset with strong critical thinking abilities
• Sound judgment in balancing competing priorities and interests
• Capability to make timely decisions under pressure