Senior Commercial Manager

Provide senior-level commercial and contractual advice and support to management and departmental leaders to minimise risk and optimise the organisation’s commercial position. Develop, implement, and maintain robust internal commercial processes and procedures to ensure effective governance, compliance, and performance under the PFI Contract. Deliver expert interpretation and strategic guidance to support key business decisions.

Key Responsibilities

Commercial Policy and Process Development

• Collaborate with the Head of Commercial and key stakeholders to design, implement, and maintain effective commercial policies, processes, and procedures that support organisational objectives and compliance obligations.

Maximising Commercial Value

• Identify and pursue opportunities to strengthen the organisation’s commercial position and entitlement. Support the creation and execution of a comprehensive commercial strategy aligned with business goals.

Change Management and Pricing

• Lead the evaluation and pricing of Authority change requests. Review scope and pricing documentation, assess associated risks and opportunities, and prepare submission materials in line with internal governance requirements.

Customer and Supplier Negotiations

• Participate in — and where appropriate, lead — negotiations and engagements with customers, suppliers, and other stakeholders to achieve commercially sound and sustainable outcomes.

Risk and Opportunity Management

• Identify potential risks, liabilities, opportunities, and disputes across customer, supplier, and partner relationships. Develop and implement innovative strategies to mitigate or resolve these issues effectively.

Contract Compliance and Governance

• Ensure full compliance with all non-operational contractual obligations, including timely issuance of contractual notices to the Authority and Project Company as required.

• Maintain governance procedures to ensure contractual performance is monitored and documented appropriately.

Commercial Focal Point

• Act as the key point of contact for commercial advice and guidance across the business. Provide day-to-day support on contract interpretation, compliance, and best commercial practice.

Embedding Commercial Discipline

• Promote a culture of commercial awareness and discipline throughout the organisation. Support teams in understanding and applying commercial principles in their daily activities.

Reporting and Communication

• Provide regular reports and updates to the Head of Commercial and relevant stakeholders, highlighting key risks, opportunities, and performance against commercial objectives.

Additional Duties

• Undertake other related responsibilities or projects as directed by the Head of Commercial, ensuring alignment with broader business priorities.

Qualifications

Essential:

• Educated to degree level in a relevant discipline such as Business, Law, Quantity Surveying, or Commercial Management.

• Postgraduate qualification or equivalent professional study in a relevant commercial or contractual discipline.

Desirable:

• Membership of a relevant professional body (e.g., RICS, IACCM, CIPS, or equivalent).

Experience and Knowledge

Essential:

• Significant commercial experience within a PFI/PPP environment or equivalent large-scale contractual framework.

• Strong background in facilities management, service delivery, or similar contract-based industries (ideally within the defence or public sector).

• Demonstrated ability to identify and manage non-operational contractual obligations effectively.

• Experience in collaborating with multiple internal and external stakeholders in complex, multi-party environments to achieve shared objectives.

• Proven experience in developing and implementing commercial policies, processes, and governance frameworks.

• In-depth working knowledge of contract forms such as NEC and JCT, and practical application of contract law principles.

Desirable:

• Experience implementing formal contract governance procedures, including change control and compliance monitoring.

• Exposure to complex service delivery or infrastructure contracts within highly regulated sectors.

Skills and Competencies

• Analytical Thinking – Exceptional analytical and problem-solving skills with the ability to interpret complex data, contracts, and business scenarios.

• Attention to Detail – Highly attentive to detail, ensuring precision and accuracy in all contractual and financial documentation.

• Commercial Acumen – Strong understanding of the commercial and financial drivers within a services-based business, enabling effective decision-making and strategic insight.

• Financial Management – Excellent commercial awareness with a strong grasp of cost management, value creation, and profit optimisation.

• Communication and Negotiation – Strong interpersonal and negotiation skills with the ability to influence stakeholders and communicate complex issues clearly and persuasively.

• Organisational Skills – Ability to manage multiple priorities and deliver high-quality outcomes within deadlines in a fast-paced environment.

• Team Collaboration – Able to work effectively both independently and as part of a multidisciplinary team, fostering collaboration and shared success.

• Technical Proficiency – Skilled in the use of Microsoft Office applications, including Word and Excel, with the capability to produce clear and professional documentation.