Group Commercial Manager

Job Description:

Candidate Opportunity Briefing Document

Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are a leading Executive search firm to the UK, North American and European Rail, Defence, Technology & Heavy Manufacturing industries.

Our search directors, search consultants and research teams specialise in all horizontal functions of our clients' organisations with expertise spanning engineering, commercial, procurement, HR, IT, finance, HSQE, sales, projects, operations and c-suite.

We are trusted by over 100 leading organisations when they seek to make a leadership appointment, be that a permanent appointment or interim solutions.

We have been appointed by our client company on a retained search for a Group Commercial Manager, who is a contract subject matter expert, who will professionalise the function, establishing processes and frameworks, open new doors and grow existing relationships.

Below you will find an ‘candidate opportunity briefing document’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Senior Research Associate and Head of Ford & Stanley Executive Search of Ford & Stanley Executive Search and the General Manager and Personnel and Administration Manager.

This brief is designed to give candidates a deeper insight into the opportunity inherent within the role, the challenges the role presents, and provide access to the detail that sits behind the job specification.

Key deliverables within the first 12 months include:

• Within the first 6 – 10 months of their tenure, the successful individual will need to review all existing contracts and set up a robust cost model.
• Contracts will need to be set up quickly, and the Group Commercial Manager will need to develop an understanding of those agreements at pace.
• To evaluate the market and understand requirements for the flagship product, gaining the utmost commercial advantage from this.

Essential Hard Skills (Skills & Experience)

§  Proven experience in contract negotiation and business development.

§  Rail industry leasing experience required (passenger / freight / gateways) or an industry with very similar leasing arrangements, such as aerospace.

§  Experience of commanding a business development remit – both capable of maximising opportunity with established connections, as well as taking a cold lead and translating it into business opportunity.

§  Strong track record of managing internal and external stakeholders.

§  (Desirable) A black book and existing connections or ability to build from scratch.

Essential Soft Skills (Attributes & Behaviours)

§  Personable and engaging, can fit into an SME business culture.

§  Ability to build strong relationships and take people on a journey, and gain buy-in when implementing change to processes.

§  Detail-oriented, analytical and strong decision-making skills.

§  Able to build rapport quickly and take people on a journey.

§  Effective communication and negotiation skills. 

Working Arrangements & Location:

Headquartered in the East Midlands, this individual will attend the office for at least 3 days a week and spend the other 2 days travelling across the UK meeting clients.

The role involves business travel to client sites, and the successful candidate will need to be able to commit their schedule to the business needs.

Ford & Stanley Interview Process:

• 1st Stage: Candidate Discovery: An open, conversational and consultative discussion where interested candidates are assessed on their suitability for the role in the context of the above and challenged on how the opportunity lines up with their career aspirations, motivations, financial expectations and personal circumstances.
• 2nd Stage: The ‘shortlist’: Candidates are asked to reflect on the candidate discovery discussion, take time to reflect on the opportunity and undertake subsequent research on the client business, reporting back on their thoughts, questions and providing additional specific information on their suitability (if applicable). Final checks of role, package and logistical alignments made.

Client Company’s Interview Process:

• 1st Stage – Teams interview with a focus on their background and soft skill suitability with both the General Manager and HR Manager.
• Psychometric Test: Candidates successful at the 1st stage will undergo a Personality Assessment, which will inform the conversation at the 2nd Stage. This assessment will be organised and provided by Ford & Stanley Executive Search.
• 2nd Stage – Face-to-face interview with General Manager and HR Manager.  
• 3rd Stage – Rubber stamping session with preferred candidate.

Good to know:

• The position has occurred as a result of business growth and a subsequent need for a contracts subject matter expert. The duties are currently being performed by the General Manager and split between various business units and individuals.
• Due to gaps in the Commercial Function,  the company has a number of difficult-to-exit contracts that do not add optimal value. A major task will be reviewing and renegotiating contracts if applicable.
• The successful individual will report to the General Manager, with a dotted line into the Commercial Director. The role does not have any direct reports; however, has senior-level accountabilities involving opening doors, creating processes and frameworks and professionalising the function in line with the business’s long-term aspirations for growth.
• The business environment can be described as agile, quick, and unaffected by red tape. This is an SME with an incredible passion for the products, industry, progress and achievements of the collective. With a business culture of “name, not a number”, this is a business where “everyone knows everyone”, and this sets the business apart from others in the sector. With the flagship product expected to be in circulation for decades, there is a real sense of creating a legacy. The successful candidate will become part of this legacy and be one of the key players.
• The goals for the first year and beyond are ambitious – between setting up processes, frameworks and a cost model from scratch, this individual will have tight timeframes for setting up agreements and assessing the industry for further opportunities.
• For those with a rail background, a black book of contacts will be beneficial, but not essential. The company have a foot in the door with major players already due to their high reputation and well-networked senior leadership. However, they will be able to capitalise on those relationships, and equally, pursue, develop and close cold leads as well.
• While operational and hands-on business development responsibilities fall under the remit of the position, a strategic flair and aspiration are essential to the completion of business objectives, and the success of this individual will be directly linked to the success of the business.

Budget:

Low: £60,000 / Mid: £62,500 / High: £65,000 + wider business benefits.

Executive Search Delivery Team:

• Tom Norton – Head of Executive Search: Client & Search Management & Advisory, Offer Negotiation,
• Emma Barlow – Senior Research Associate: Shortlisting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel
• Ralitsa Kuzeva – Executive Assistant: Diary Management, Coordination, Candidate Experience

About Ford & Stanley Executive Search:

Ford & Stanley Talent Services Group are in the business of people and performance. Our mission is to create one million better workdays through facilitating great recruitment, leadership and occupational mental fitness. We support our clients in their most challenging business areas - recruiting, developing and retaining the best talent from shop floor to boardroom.

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Ford & Stanley Talent Services Group Ltd is a Disability Confident employer that is committed to a policy of equal opportunities for all opportunity seekers. We shall adhere to such a policy at all times and will review on an on-going basis all aspects of recruitment to avoid unlawful or undesirable discrimination. We will treat everyone equally irrespective sex, sexual orientation, gender reassignment, marital or civil partnership status, age, disability, colour, race, nationality, ethnic or national origin, religion or belief or political beliefs and we place an obligation upon all staff to respect and act in accordance with the policy.