Contracting & Commercial Manager

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.  

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Purpose:

The Contracting & Commercial Manager (CM) is an embedded role operating predominantly within a commercial portfolio and is responsible for commercial management of bids, negotiating contracts and the commercial management of a portfolio of contracts. The CM participates in negotiations with customers and technology partners to maximise the revenue and margin for Smiths Detection while achieving a high-level of customer satisfaction.

The CM is required to operate within the Programme Excellence Centre (PEC) Contracting and Commercial Capability Framework as defined and maintained by the Global Programmes Senior Commercial Manager and Capability Lead (SCM&C Lead). As a result, this role is a significant contributor to the application of strong contract lifecycle management processes, risk mitigation strategies and the optimisation of commercial outcomes during project/programme execution.

The CM is an experienced professional and versatile role. Day-to-day duties will vary in accordance with the needs of assigned portfolio(s), however, the overall job purpose remains the same. As this is a developing role, guidance and support will be provided by the SCM&C Lead or an Senior CM on a regular basis to so that all duties can be performed and objectives can be achieved.

Duties:

Operate in accordance with the PEC Contracting and Commercial Capability Framework:

• Follow the standardised contract management processes and in accordance with local portfolio needs.
• Apply commercial best practices to improve project/programme financial and risk management. 
• Ensure compliance with all Smiths Detection and Customer processes and policies, including opportunity approvals as dictated by internal governance and delegation of authority.

Tenders, bids and project/programme execution:

• Support the negotiation of contracts with customers, covering, airports and critical infrastructure, ports and borders, defence and other similar organisations.
• Take responsibility and accountability for commercial performance of contracts, driving revenue, margin and cash.
• Take the lead role in identifying and managing risk through effective contract management, ensuring appropriate pricing and protection is in place.
• Ensure effective commercial change management control, including pricing and negotiation of terms and preparation of contract amendments.
• Understand the company’s contractual obligations and work closely with the project delivery teams and support functions to ensure their understanding and compliance.
• Draft and issue Requests for Proposals (RFPs) and contracts with sub-contractors.
• Assist with preparation of Request for Quotations (RFQs), winning proposals and tender responses, including the management, engagement and approvals with applicable internal and external stakeholders.
• Monitor and control commercial and contract documentation and correspondence, being first point of contact for administration of contracts.
• Monitor customer and sub-contractor activity to avoid and where necessary resolve commercial issues.
• Manage customer commercial flow-down arrangements to sub-contractors (that may include security of information, commercial terms and performance (financial and delivery) metrics).
• Be the day-to-day point of interface on commercial and contractual matters, internally and externally.

Stakeholder Engagement and Collaboration:

• Work closely with sales, legal, procurement, intellectual property and finance teams to ensure commercial alignment across the project/programme lifecycle. 
• Minimise risks and maximise value.
• Effectively communicate with internal and external stakeholders to enhance contract negotiation strategies.
• Provide advice and guidance throughout execution to project/programme delivery team on all live contracts to maintain a strong commercial position.

People and Talent Management:

• Promote disciplined PM and Commercial practices throughout assigned portfolio(s).
• Mentor other members of the Commercial team to increase the knowledge and skill base.

Continuous Improvement:

• Apply Lessons Learned and support continuous improvement initiatives to enhance the Global Programmes commercial capabilities. 
• Utilise data analytics and reporting tools to provide insights into contract and commercial performance for area of responsibility.

Policies and Procedures:

• Ensure compliance with company policies for Ethics, Security, Health, Safety and Environment.
• Support PEC business change initiatives, such as the development of the Commercial Lifecycle Process and integration with Product Lifecycle Process into a PEC process framework for application across the global business.
• Follow a proactive approach to develop an understanding of company policies and procedures and in the first instance use resources such as training material, procedure documents and process guidelines as a go-to source.

Technical Knowledge, Skills and Abilities:

Educational requirements:

• An internationally recognised professional qualification in Commercial/Contract management or development action plan in place that leads to the achievement of this is essential.
• Degree qualification (HND minimum) in relevant discipline (Business/Law/Project Management) desirable.
• Relevant professional body membership such as RICS desirable.

Knowledge:

• Developing knowledge of contract law, risk management, and negotiation strategies. 
• Familiarity with project management methodologies (e.g., PMBOK, PRINCE2, Agile).
• Awareness of contract lifecycle management tools and commercial analytics.
• Awareness of complex integrated technology-based sensor systems and the critical roles that the technology and products play in the market.
• Working knowledge of export control regulations desirable.
• Familiarity with Defence sourcing, commercial structures and Defence Conditions (DEFCONs), if applicable to portfolio.

Skills:

• Experience of contract management, commercial management within a complex organisational structure. 
• Knowledge of commercial contracting conditions and pricing structures in the field of high-tech industrial equipment supply into complex buildings and infrastructure projects.
• Experience or exposure to commercial management of partnerships, channels, and subcontracts.
• Awareness of various standard forms of contract (including IET MF/1 & NEC3).
• Strong verbal and written communication and people management skills. Ability to communicate effectively cross-functionally and at all levels of the organisation.
• Proactive, dynamic individual with strong attention to detail.
• Able to identify areas of commercial opportunity, risk and mitigations (e.g. contract terms that if accepted would represent a risk to the Company and how they could be mitigated).
• The ability to work effectively under pressure, demonstrate resilience, managing both ambiguity and complexity with conflicting priorities, and to meet challenging deadlines.

Competence and Abilities:

• Ability to demonstrate strong leadership and interpersonal skills with a natural passion to deliver against commitments.
• Ability to communicate at all levels of the organisation and developing ability to adapt the level of details that is required for a particular audience.
• Ability to manage a multicultural team in a matrix environment and influence people outside of direct reporting relationships.
• Ability to influence and act as a champion for governance, particularly to improve project/programme management whilst maintaining a strong commercial led Ethics culture.
• Ability to manage accurate and auditable commercial records to defend and justify decisions and actions taken.

WORK ENVIRONMENT:

Place of work will be decided upon business needs and candidate's availability

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)