Commercial Lead
Hurley Palmer Flatt
London, England, United Kingdom
4d ago

Strategic Management

  • Development with other Directors of the strategic direction of the company.
  • Development and implementation of the commercial strategy of the company.
  • Development and subsequent management of business planning budgets.
  • Management of staff / cost alignment.
  • Development and management of commercial Key Performance Indicators.
  • Reviewing and assessing the potential to develop strategic partnerships with clients and specialists.
  • Analyse financial data to give insight into how the company can adjust to improve performance and margin.
  • Risk Management

  • Assessing the risks to the business of any new opportunities.
  • Coaching staff on best practices for managing contract issues and handling daily commercial issues.
  • When / if commercial issues arise on projects with a client managed conflict to a win-win conclusion.
  • Projects’ Management

  • Establish and deliver project margin expectations in conjunction with the senior management team
  • Deliver project cash flow expectations in conjunction with the senior management team
  • Assisted by the Directors, take ownership of project profitability
  • Support the delivery team in key commercial obligations, risks, and mitigating actions
  • Manage monthly financial accounting process and procedures (feeds into Group accounting)
  • Encourage project engineers to achieve a high-level commercial management and performance.
  • Develop and promote the effective use of the company’s financial management systems.
  • Work with the Directors to accurately forecast staffing requirements and costs
  • Working with our Project Accounts and Directors manage the billing process seeing that accurate forecasting and invoicing occurs
  • Provide accurate and up to date turnover and profit projections for all projects. Liaise with senior management team and group accounts where necessary and resolve any WIP issues monthly.
  • This will mean managing the accuracy of data used on a group IT system.

  • Take ownership of clients site-based QS contacts and managed invoicing and cash collection accordingly.
  • Attend Client meetings / policy meetings as required.
  • Ensure all commercial deadlines are met.
  • Resolve issues with contracts and commercial operations. This will involve taking ownership of project contracts (feeding into our inhouse attorney and insurance providers) to approval all appointments.
  • Develop and review monthly the Project Job Costing Reports with the project engineering and senior management teams
  • See that accurate and relevant monthly project resourcing cost reports are issued to clients.
  • Provide supporting information to inform the monthly board reporting process
  • Collating and analysing business data pertaining to all commercial activities.
  • Ensuring that all commercial activities meet or improve on budget, cost, volume, and efficiency targets (Key Performance Indicators (KPIs)) in line with business objectives.
  • See that fees’ status and monthly draw down schedules are routinely updated in EBS (our inhouse IT system)
  • Ensure that monthly accounts are submitted promptly and maximised. Working with Project Accounts.
  • See that variations are accurately tracked, and costs recovered
  • Facilitate all invoicing for all services or disciplines offered on time.
  • Manage outstanding sales ledger debtors (60 days maximum target).
  • Manage inter-company billing and account reconciliations.
  • Marketing, Business Development and Winning Work

  • Developing and maintaining an excellent understanding of the key customers / target audience to ensure that their needs are being met and that their business is retained.
  • Working closely with other company and group Directors to manage key customers (existing and new), thereby improving turnover and profitability.
  • Assist in undertaking market research and analysis and producing business plans / recommendations (including all associated costs and forecasted revenue for the business), to ensure that all business development opportunities (new products, services, and markets) are optimised.
  • Ensuring that regular reviews are carried out with customers, to ensure that their needs are being met and that excellent customer service is achieved and, developing future improvements / services for the customers.
  • Representing the company externally e.g. at networking events, conferences, and exhibitions to enhance and strengthen the company’s profile and optimise all business development opportunities.
  • Take ownership for the negotiation of contracts, warranties, and the like.
  • Working with the Directors in developing project fees and assessing commercial viability
  • Developing and maintain reference tools for commercial benchmarking of project data.
  • Progress all sales opportunities.
  • Support presentations for new projects
  • Support through delivery, decisions made by the board in addressing new strategies
  • Assist in Marketing and Corporate events.
  • Assist other Directors in Sales & Marketing as required.
  • Pursue sales leads generated by others.
  • Develop sales contacts to expand marketing base of the company Central Overhead Control
  • Responsible for providing Key Performance Indicators to the MD EMEA.
  • Responsible for seeing that the management accounting process is properly undertaken in sufficient time for board reporting purposes
  • Ensure potential errors or overspends are communicated in a timely fashion and corrective action proposed
  • Responsible for the preparation of budgets and forecasts
  • Take ownership of our estimating and bid process.
  • Miscellaneous

  • Promote and manage staff engagement in the development and implementation of company systems.
  • Undertake staff appraisals for direct reports and promote CPD activities.
  • Assist the directors in maintaining discipline and performance of all staff
  • Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share.
  • Provide positive and effective management and set an example to other members of the team.
  • Communicating with all major stakeholders (internal and external) to achieve business objectives.
  • Ensuring good relations and communications with all members of the team and responding politely and in a timely fashion to internal and external customers
  • Working with all members of staff to maintain and develop the positive progressive culture within the company.
  • Structure training and succession of the teams to enhance performance and ensure future engineering expertise in the company.
  • Support the directors in running the company and assist in commercial quality management.
  • Ensure No Claims are made on PI, ensure all Contract documents are diligently checked.
  • Subject to approval, interview and recruit new team members.
  • Develop standard in-house commercial documents and guides.
  • Support to other directors in all fields including and not limited to; sales, project profitability, resource control, problem solving.
  • Sign off timesheets and expenses of direct reports
  • Authorise holiday requests of direct reports
  • Maintain systems to see that Quality Management System ISO 9001 and 14001 are implemented.
  • Qualifications

    Required Qualifications :

  • Degree accredited by the Royal Institution of Chartered Surveyors (RICS) in quantity surveying, commercial management or a related construction or masters accredited by the Royal Institution of Chartered Surveyors (RICS)CEng.
  • Considerable experience will be sought to demonstrate commercial management skills.
  • Experience within the construction industry specifically in building services. Worked within company commercial policies and procedures at a senior level. (Ideally 15 years’)
  • Additional Modules Considered Useful : Construction Contract Law, Construction Project Management, Building Services Engineering, Environmental System Design, Lighting Design, Energy in Buildings, Time Management and Presentation courses.
  • Member of RICS, CIBSE, ASHRAE or equivalent professional qualifications an advantage.
  • Leadership and people management skills and experience.
  • Competency in MS Word, Excel, Outlook & PowerPoint.
  • The ability to project a positive and professional attitude at all times.
  • Able to establish rapport and good working relationships within the project team and Clients.
  • Ability and willingness to work flexible hours as determined by the needs of the business.
  • Why HDR Andrew Reid

    At HDR Andrew Reid, we know work isn't only about who you work for; it's also about what you do and how you do it. Led by the strength of our values and a culture shaped by employee ownership, we network with each other, build on each other's contributions, and collaborate together to make great things possible.

    When you join HDR HPF, we give you license to do the same. We help you take charge of your career, giving you multiple growth opportunities along the way.

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