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 you23 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.