Commercial Director opportunities in the rail sector being far and few in-between, Ford Stanley - The Rail Recruitment Specialists have the pleasure of working with a SME in the Midlands in appointing an experienced Commercial Director – offering a fine blend and balance of commercial activities to include approval, revision, circulation and archiving of leases, standard business terms and conditions, enquiries, bids and tenders, customer contracts, frameworks and both customer and supplier orders.

Our client have recently undergone positive changes and has the potential and opportunity to be a real force in the rail industry with this role being identified as a “key appointment”. We would encourage any candidate who suits the headline specification below to enquire.

Overview

Providing leadership for all commercial aspects related both to purchase and sales activity. Considering external sales to customers the CD will provide for sales pipeline budgeting, forecasting and short term order intake target setting. Additionally, the CD will manage the process by which a prospect is matured to a commercial proposal including bid/no-bid, proposal development and approval and approved formation of contracts.

Considering purchases from suppliers the CD will manage a supplier base ensuring its compliance and effectiveness including production of contracts and purchase orders, delivery schedules and settlements. The CD will assure that a structured Delegation of Authority is in place and observed.

Acting as a member of the Senior Management Team (SMT) and as the leading member of the Commercial Services team. Supporting the SMT with essential commercial data and process oversight. Contributing to key decisions on the selection of priority prospects (working closely with both the Technical Director, Operations Director and the Business Development Director).

Responsibilities:

• Development of the annual orders/sales budget and LRP including forecast revisions and approval in close collaboration with the Operations Director, Finance Director and Business Development Director.
• Report on delivery of the current year orders budget with gap and action priority analysis.
• Establishment of and adherence to standard terms of business (sale and purchase).
• Implement and sustain commercial processes including: -
• Compliance in Competition.
• Delegation of authority (including audit).
• Acquisition and formation of contracts, including bid/no bid, tendering, terms and conditions analysis, risk management, pre-offer bid approval, offer/proposal, order acceptance and management, free cash generation, in-execution performance reporting and commercial close for both sale and purchase.
• Implementation and maintenance of CRM modules of IFS with embedded policy, process and competence.
• Establishment of project commercial/tendering strategies, control of tendering budgets and on-time submission of bids and tenders.
• Establishment of a supplier qualification processes and development of a robust qualified supply chain.
• Establishment of processes and practices for Commercial document control, issue and use.
• Provide a team of suitably qualified and experienced personnel to conduct commercial activities for sales.
• Provide a team of suitably qualified and experienced personnel to conduct commercial activities for purchases.
• Enterprise risk reporting to the board and shareholder under oversight from the Assurance Director.

Candidate Essentials

• Ideally a background within the rail rolling stock / vehicle sector
• Established background of project commercial/tendering strategies, control of tendering budgets and on-time submission of bids and tenders
• Experience of Implementing and maintaining CRM modules of IFS with embedded policy, process and competence.
• Willingness / flexibility to travel to US on occasion

Likely job titles: Commercial Manager, Bids Directors, Bids Manager, Business Development Director, Head of Sales, Contracts Manager, Head of Projects, Projects Director, Proposals Manager

Closing Date: Ford & Stanley will be submitting the top 5 candidates sourced up to 20^th Sept 2019 with initial interviews to be arranged WC 23^rd and 30^th Sept

Salary & Package: Remains confidential but will be disclosed upon initial conversation with your F&S consultant