Job summary

Senior Contracts Manager - The role holder has complete ownership of the Far East market sector, including a number of key customer accounts across Indonesia, Malaysia, Taiwan, South Korea, Japan, Singapore and Thailand.

Key skills required for this role

Contract Management

Important

Contract Management

Job description

A vacancy has arisen for a Senior Contracts Manager to join the Commercial department at our clients site in Denham, near to Uxbridge.

Based upon a thorough understanding of the market and individual customer accounts, the successful candidate will be responsible for end-to-end commercial activities in the region. This will include bidding, negotiating and winning strategically important business, managing existing contracts through the business, managing Offset obligations, ensuring delivery, invoicing and cash collection associated with deliveries of products and services.

The successful candidate will lead the decision-making process on all commercial matters associated with customer transactions (new and ongoing), regularly briefing the Senior Leadership Team and Board members during Account Reviews and Bid Reviews.

The successful candidate will build and maintain strong and mutually beneficial relationships with customers, supported by colleagues from further internal teams.

Skills & Experience that would beneficial:

Deal Making / New Business Deals - structures and negotiates new business deals, including leading complex major bids, tenders and commentary with customer terms and conditions

Then monitoring and ensuring the successful delivery of business in accordance with contractual terms.

Areas of Responsibility:

• Customer Relationships- building and maintaining strong and mutually beneficial relationships with customers, supported by colleagues from further internal teams.
• Leadership - managing direct reports including recruitment, development, objective setting, performance management, providing continual coaching and mentoring to colleagues.
• Agent Management - managing the performance, reporting and payments to agents across the region of responsibility.
• Deal Making / New Business Deals- structures and negotiates new business deals, including leading complex major bids, tenders and commentary with customer terms and conditions.
• Contract Management - monitoring and ensuring the successful delivery of business in accordance with contractual terms.
• Contract Amendment - negotiate changes to contracts including contractual terms up to authority levels and in accordance with terms agreed during the bid process.
• Contract Interpretation / Dispute Resolution - guides the business in the understanding of contractual commitments and whether activities and schedules remain compliant.
• Policy - recommends approaches for the business to maintain compliance with, and through personal example and leadership ensures others operate to company standards and policies.
• Accountability - responsibility for meeting the business targets for allocated accounts, including order intakes, sales, arrears management, debt management etc.
• Offering Infrastructure -constructs appropriate descriptions of services and leads the definition of trading terms with customers and subcontractors to meet business needs.
• Risk Management - judges the acceptability of overall risks associated with deals, generates options to mitigate identified risks and assists the business in the derivation of sensible steps to address those risks through appropriate contract terms or contract management.

WHAT WE WOULD LIKE YOU TO BRING

• People management skills - supervisory and line management experience.
• Significant previous experience in a Commercial role working in the defence/military sector, this role may also suit individuals that have seasoned defence/military industry experience and wish move into a Commercial team.
• Experience of handling negotiations in international geographies such as the Middle East, Asian and Far East countries.
• Experience of dealing with customers whose first language is not English is desirable.
• Strong account management and stakeholder management abilities.
• Experience of working with Deal Structures, Contract Structures (T&Cs), Schedules, etc.
• Experience building, negotiating and / or delivering Offset contracts is beneficial.
• Strong understanding of pricing methodologies and comfortable with pricing models, including through-life support models.
• Able to translate the impact of negotiated terms to P&L, risk to delivery, etc.
• Experience of the appropriate use of Financial Instruments (LoC, iLoC, Performance Guarantees etc).
• Good legal awareness of contractual obligations.
• Experience of manipulating and interrogating MRP systems is desireable.
• Willing to undertake business travel in the UK and internationally, as required.
• User knowledge of SAP is beneficial.
• (IACCM Accreditation is beneficial / not essential).
• Degree or equivalent experience.

Essential Skills:

• Contract Management
• Offer Infrastructure
• Agent Management
• People Management
• Contract Amendable
• Deal structure
• Schedules
• Dispute resolution

Desirable Skills:

• Banking instruments
• Offset
• Export control
• Commercial experienice
• Negotiation skills - T&C's