Commercial Manager - Capita Travel and Events

Norwich, UK
09 Sep 2019
17 Sep 2019
Contract Type
Full Time
Becoming a COMMERCIAL MANAGER with Capita Travel and Events

The Commercial Function is accountable for the overall commercial risk framework in relation to client (sales) deals and contracts end-to-end, including any third-parties and suppliers involved

Overall Commercial Function Accountabilities:

Assess the revenue opportunity versus the risk & cost profile of the pricing/commercial model

Support and lead the contract negotiations including the supplier negotiations and flow-downs

Provide proactive contract management and manage commercial implications of service performance

Manage in-life contract changes

Advise on strategic commercial implications resulting from legal & regulatory changes

Support & advise on the commercial dispute management strategy

Define & oversee adherence to commercial policies & procedures

Own and apply commercial scrutiny via governance gates e.g., divisional and group contract review committees

Responsibilities specific to the role:

Specifically in relation to Capita Travel & Events:

Assist the sales team to secure profitable and deliverable new business

Provide commercial support in deal shaping, negotiations & contracting

Review pricing of existing and new business proposals to ensure they are aligned with company margin, risk and contingency provisions

Ensure all customer and supplier bids/contracts are approved and reviewed in line with deal approval governance and policy prior to submission/signature

Identify, manage and report on key commercial / legal risks (legal risks to be communicated to Legal function and ongoing appropriate support / liaison to be maintained)

Be main point of contact for principal client contract(s) and provide in-life client contract management support

Review, interpret and advise on existing contract rights and obligations

Support change management of contracts including production of BAU contract variations

Support production of regular contract reporting in line with governance and contract requirements

Ensure that contract records are maintained and accessible as directed

Record, ratify and circulate commercial / negotiation meeting minutes when required

Support the business by owning and performing the ongoing admin of contracts (including the provision of contractual templates / tool kits, and delivering notices)

Support of sub-contractor relationship management.

Support of due diligence and MI / audit data request activities

Work as part of client specific management teams, including managing a pipeline of activity and contributing to client specific strategy, review and performance

Engagement & Reporting Levels:

Functionally reports to Senior Commercial Manager

Operationally reports to Business Unit Director

Engages internally with colleagues within the account and/or business, Commercial leadership team, and across other internal divisions and businesses as required

Engages externally typically with client-side commercial and operations teams

Engages externally typically with supplier-side account management, commercial and operations teams

Skill Set & Personal Profile:

Typically 5+ years' contracts experience and demonstrable track record of owning and delivering pre and post contract activity, including:

Good understanding of bid preparation and submission processes (ITT, RFP, BAFO)

Ability to identify and analyse key commercial risks such as KPIs, SLAs, contractual dependencies and milestones

Strong contract drafting and negotiation skills

Strong knowledge of contract law and its application in SW / IT / BPO environments

Good working knowledge of GDPR

Good basic financial acumen (P&L, cashflow, balance sheet) and understanding of financial modelling, contract pricing and differing pricing models

Producing reports and summaries (ad hoc and regular) which clearly articulate key matters for a senior and/or non-commercial audience

Diligent in document record-keeping and maintenance of audit trails

Starter - Finisher: seeing activities through to successful completion

Resilient, self-motivated, dynamic and efficient

The ability to prioritise, meet deadlines and work under pressure

Have confidence in seeking support, input, guidance appropriately and when required

Good communication skills

Measurements of Success:

Strong contributor to the Commercial Function and working to high standards of satisfaction re quality of support & advice as per feedback from key stakeholders

Positive problem solver with track record of root cause identification / analysis

Ability to work to tight deadlines alone or as part of a team

Demonstrate rigour and compliance with all Capita commercial values, policies and procedures


Ideally qualified to degree level or equivalent.

What's in it for you?

At Capita, we believe an open, transparent working environment that encourages ingenuity and collaboration - with colleagues, customers and clients - is what makes us so effective at what we do.

As well as a generous basic salary, we also give you 23 day's holiday (rising to 27), company matched pension scheme and access to a variety of voluntary benefit options. These include a share save scheme, life assurance, holiday buy and many more designed to suit your own personal lifestyle, such as retail, health & wellbeing and leisure discounts.

You'll be joining a network of some of the most experienced, innovative and dedicated people in the country - the opportunities to learn new skills, develop in your career and grow and as we grow are almost endless. Our mission is to help you realise your potential - whatever that means to you.

What we hope you will do next

Help us find out more about you by completing our short application process - [click apply now]. We understand you might have some questions before taking the step to apply - you can contact (url removed) for guidance.

Capita operates as an equal opportunities employer and we welcome all applications regardless of gender, marital status, sexual orientation, pregnancy, race, colour, ethnic origin, nationality, religion or beliefs, disability, age, political opinions or trade union membership.

Capita Resourcing operates as an equal opportunities employer and we welcome applications from all suitably qualified candidates regardless of gender identity or gender expression, marital status, sexual orientation, pregnancy or maternity, ethnic origin, nationality, religion or beliefs, disability, age, political opinions or trade union membership

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