Purpose of the role:
Capita is the number one provider of business process outsourcing in the UK, we provide highly renowned services and solutions to a variety of sectors. We have an opportunity for an experienced Senior Commercial Manager to join our Capita Public Services (CPS) Division, as part of the Commercial Deals Team, working primarily on new growth opportunities.
As commercial lead on key deals, you will be responsible setting commercial direction for the deal to maximise our win chance, providing oversight in deal shaping, negotiations, bid governance approvals and through to our financial and commercial bid submissions.
This role offers the opportunity to shape, challenge and influence thinking within multi-disciplinary teams, working on a variety of complex deals and commercial models across Public Sector clients. You will be a highly driven individual, capable of working under pressure, to tight deadlines and a clear communicator who puts your customer and stakeholder requirements at the centre of your creative thinking.
What you’ll be doing:
- Commercial leadership and oversight in deal shaping, negotiations & contracting
- Assist the sales team to secure profitable and deliverable new business and support price to win strategy
- Advise on client contract contracting vehicle type and commercial model
- Commercial lead in client-facing competitive dialogue and negotiation processes
- Identify, manage and report on key commercial / legal risks
- Oversight of modelling and pricing workstream to ensure deals are profitable and risks and opportunities are fully considered and scenarios presented for deal governance
- Assess the revenue opportunity versus the risk & cost profile of the pricing/commercial model
- Own and apply commercial scrutiny via deal governance gates in line with group policy
- Lead contract negotiations with direct subcontractors, including appropriate flow-downs
- Ensure all customer and supplier bids/contracts are approved and reviewed in line with deal approval governance and policy prior to submission/signature
- Input and review of bid responses as requested
- Additional in‑life contract management activity, such as providing commercial support and advice to the business, support on contract mobilisations and exits, commercial disputes and settlement negotiations as required
- Functionally reports to Commercial Director – CPS Commercial Deals Team
- Engages with internal stakeholders across Capita and within Division/Group to support the bid – this will be the bid team, Leadership Teams, Capita functions and specialist teams/SMEs
What we’re looking for:
- Experienced senior commercial individual who has track record in bidding for, negotiating and managing significant sales & supplier contracts
- Has extensive commercial and contracts experience and demonstrable track record of owning and delivering pre contract activity, including:
- Defining and/or advising on the commercial strategy for the bid lifecycle and/or customer engagement
- Analysing and managing risk including assessing the revenue opportunity vs. cost and risk
- Managing and securing internal approvals for new bid opportunities
- Leading negotiations encompassing multiple disciplines including supplier negotiations and flow-downs
- Modelling and testing contractual KPIs, continuous improvement models
- Sound financial acumen (P&L, cash flow, balance sheet) and good understanding of financial modelling, contract pricing and differing client pricing models
- Strong leadership style focussed on engagement and driving to outcomes:
- Strong & confident communicator able to successfully engage and influence at all levels of the organisation, including up to Divisional/Group Management and senior members of Functional Teams and external Customers/Suppliers
- Experience of working on large Public Sector deals (preferable)
- Ideally qualified to degree level or equivalent achieved through extensive and demonstrably successful experience
- Industry Standard and/or Professional Body accreditations desirable (e.g. ICAEW, ACCA, Legal, WorldCC, ICM or MCIPS)
What’s in it for you?
- A competitive basic salary
- 23 days’ holiday (rising to 27) with the opportunity to buy extra leave
- The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice
- Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks…and plenty more
- Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology Access to our Employee Network Groups, which represent every strand of diversity and allow colleagues to connect and learn from each other on an open, inclusive platform
Equal Opportunities and Adjustments
We are an equal opportunity and Disability Confident employer, which means we recruit and develop people based on their merit and passion. We’re committed to providing an inclusive, barrier‑free recruitment process and working environment for everyone. If you need the job description or application form in an alternative format (such as large print or audio), or if you’d like to discuss other changes or support you might need going forward, please email reasonableadjustments@capita.com and we’ll get back to you. For more information about equal opportunities and process adjustments, please visit the Capita Careers website.
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