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: In person

Reference ID: SENIOR CONTRACTS MANAGER