Role: Head of Commercial - Utilities

Reports to: Commercial Director - Technical Services

Key Objective:

To identify and maximise commercial opportunities and minimise commercial risks associated with the contracts within the Utilities business unit, whilst ensuring compliance with our obligations. The Utilities business until is part of Technical Services' Critical Environments business unit.

Key Responsibilities:

• Providing appropriate commercial support to Account directors / account managers for accounts within Utilities throughout the account life cycle (including but not limited to preparing and maintaining e.g. contract obligations trackers, contract specific commercial processes, variations / changes, contract notices, etc);
• Ensure cyclical commercial activities (e.g. annual contract price increases for CiL and indexation) are undertaken at the time and manner specified;
• Provide pre-contract support to account and sales teams to ensure we secure or retain the account and achieve the stated GP and GM;
• Provide mobilisation and re-mobilisation support to accounts;
• Support contract teams in the resolution of any disputes with customers;
• Develop effective reporting of risks and opportunities, to ensure that the Commercial Director and Managing Director is aware of the magnitude or the risks and opportunities, and develop and implement plans to mitigate or maximise (as applicable);
• Ensure that the Contract Data Repository is kept up to date with contracts documents (e.g. variations, revised rates, etc) and the business unit CDR Lead is advised of new or ceased contracts;
• Provide appropriate commercial training, as and when required, to key operational and financial stakeholders;
• Provide support in the development and implementation of any improvement plans;
• Carry out such ad hoc duties as reasonably required by the Commercial Director, or MD Critical Environments, including but limited to:
  • Support to other accounts beyond Utilities;
  • Undertaking commercial reviews of accounts and implementing the appropriate strategy (e.g. turnaround, re-price, terminate);
  • Providing adequate support to other support functions on a "needs must basis";
  • Lead or support resolution of claims / disputes; and
  • Special projects.

Person specification:

• Proven commercial leader with a demonstrable record of improving profitability in the FM sector.
• Demonstrable expertise in motivating individuals to surmount obstacles and achieve quantifiable enhancements in performance.
• Able to work under pressure in a calm, positive way.
• Demonstrable experience of effectively communicating, negotiating and interfacing with clients at a senior level.
• Commercial Management experience (10+ years desirable).
• Appropriate professional or academic qualification (e.g. MRICS).
• Strong understanding of contract management and FM contract forms and commercial models.
• Strong understanding of contract payment mechanisms and performance failure mitigation, SLA & KPI's.
• Strong report preparation and presentation skills.
• Excellent communication and organisational skills.
• Excellent negotiation skills.

GCS is acting as an Employment Business in relation to this vacancy.