Commercial Manager

Bristol, UK
08 Sep 2019
02 Oct 2019
Contract Type
Full Time
Leonardo seeks a candidate who has significant direct experience and credibility in the Security, Commercial & Defence sectors. Leonardo recognises the importance of creating competitive advantage through the development of innovative Commercial solutions, which will include financial options, partnering and alternative contracting approaches. The successful candidate will be expected to be able to propose a wider range of credible options to enhance the competitive positioning of Leonardo whilst maintaining its Commercial interests. Reporting into VP Commercial you will have autonomy to directly influence and deliver on commercial imperatives within your allotted line of business.

The role will require the Commercial Manager to work pro-actively with bid teams and you will be completely integrated into the Business Unit, ensuring Commercial imperatives are incorporated into customer engagements from the earliest opportunity, and that Leonardo's contractual obligations are achievable. You will work in an environment of influence where you are heavily reliant on securing the buy-in of others to make change happen and to succeed.

You will also provide on-going commercial leadership in support of a major customer programme; protecting the commercial interests of Leonardo, including but not limited to, the protection of its Intellectual Property. Your role will include ensuring our commercial position is optimised when managing change in customer requirements, including coordinating with Supply Chain Management team, in order to mitigate commercial risks that may emanate from the supply chain. Leading on implementing, and where necessary developing and improving, the commercial strategy in order to safeguard Leonardo's continued interest with the customer.

Whilst the role is based in Bristol there will be a need to travel to a number of, national and international, Leonardo and customer locations.

Key Responsibility Areas

Why join Leonardo?

At Leonardo, we believe that our employees work best when they are able to achieve balance between work and other aspects of life. As such we are committed to establishing policies and developing a working environment that promotes the benefits and well-being of all our employees, some of which are articulated below:
  • Award-winning pension scheme: Our multi-award-winning pension scheme includes generous employer contribution.
  • Reserve Forces: We provide positive support to the Reserve Forces and allow employees who are Reservists to take additional time off in support of Forces activity.
  • Generous relocation package: We offer an excellent package to ease the move for people relocating for work.
  • Maternity, Paternity, parental, adoption and dependent leave: We care to ensure that we consider every aspect of your needs. All these policies are covered as part of our Work-Life Balance Policy.
  • Salary sacrifice schemes including childcare voucher scheme: We encourage working parents to save money on childcare by offering them several advantageous facilities and vouchers.

To find out about all of our Company benefits please visit:

The primary areas of responsibility in which we are seeking demonstrable evidence are indicated below:
  • Reporting functionally to the VP Commercial.
  • Preparation of winning proposals for complex customer requirements; development of innovative deal structures to optimise Leonardo's competitive positioning.
  • Analysis of prospective partners, and providing support to supplier down-selection process.
  • Optimisation of the commercial position of Leonardo in entering into new agreements and contracts.
  • Protection of the commercial interests of Leonardo, including but not limited to, protection of Intellectual Property for future exploitation.
  • Oversight of Supply Chain Management activities across all applicable Lines of Business.
  • Attend Project Reviews for current account projects to provide on-going Commercial counsel.
  • Supporting the Programme Manager throughout the programme lifecycle and providing sound commercial counsel and advise throughout
  • Reviewing commercial implication of customer changes and agreeing an optimised outcome for the same.
  • Prepare quotations and proposals, utilising inputs from technical, programme and sales personnel as appropriate.
  • Co-ordinate cost model preparation, review and approval.
  • Managing customer Commercial interface, and representing and negotiating the Leonardo commercial position at customer meetings.
  • Prepare or review, as required, commercial agreements
  • Attend programme progress meetings along with Program Managers.
  • Advise the Leonardo Senior Management Team on commercial matters.

Skills, Qualifications & Knowledge Required

Ideally you will possess:
  • Sharp intellect, with a challenging approach & proactive, 'can-do' attitude
  • Be recognised as, & able to demonstrate, a credible & informed commercial professional throughout the customer & supplier environment, with the ability to form lasting business relationships at all levels
  • Comprehensive understanding of Government acquisition policy; standard & bespoke contract terms & conditions including but not limited to NEC3, FIDIC & MF1 contract structures
  • Experience of export financing, including bonds, guarantees, letters of credit, & Offset /Industrial Participation
  • First-class communication skills, particularly writing compelling Commercial proposal text & correspondence
  • Commercial shrewdness, including strong negotiating skills
  • An ability to assess commercial risk, create multifunctional teams & have the ability to define & deliver a differentiated commercial strategy
  • Ability to develop & manage 'Commercial to Commercial' relationships ensuring that the company is viewed as honest, trustworthy, easy to work with, & committed to delivering customer satisfaction

These additional skills will also help:
  • Ability to operate independently but within corporate guidelines
  • Robust character with the ability to be fully integrated into the Division whilst maintaining clear Commercial integrity
  • Demonstrable successful track record in developing & successfully managing complex commercial deals
  • Working knowledge of ISO440001 & collaborative working advantageous

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