Purpose of Job

The Commercial identification of new and strategic project opportunities for rail vehicle, bogie and wheelset overhaul that can be delivered to meet/satisfy both the future revenue and margin needs of the business.

To raise the general profile/awareness of the Pullman brand within the rail maintenance sector

To develop and utilise strong customer relationships to achieve future revenue targets

To ensure that the technical service arm of the Pullman business, through the provision of suitable technical expertise/knowledge, is aligned with the needs of customers/maintenance market

To support the identification of resources and capabilities to deliver new Business projects/ Business opportunities in line with financial expectations

Key Accountabilities

• Responding to bid requests and submitting all relevant documentation in a timely manner
• For pricing of all bids, setting of contract performance KPIs, including payments & cash flow
• For understanding/identifying and managing of contract risk
• For managing the internal mandate process
• For achieving the commercial team targets / KPIs set out by the business
• For maintaining an accurate up to date order book of secured contracted work to support financial budgets and forecasting
• For providing clarity to the Commercial Team in the form of a clearly communicated purpose and set of appropriate goals
• To ensure that all existing commercial processes are effective and fully robust
• For providing regular, honest and meaningful feedback to the commercial team members on their contribution and progress
• For coaching, supporting and developing everyone in the Commercial Team to ensure they understand and maximise their strengths.

PRINCIPAL ACCOUNTABILITIES

• To undertake face to face visits with both existing and new customers in-line with the overall business strategy
• To provide/document concise visit reports with agreed next steps

• Identify & execute opportunities to differentiate Pullman Rail within the rail maintenance market sector

• Co-ordinate Tender related activities across Procurement/Supply Chain and Operations to produce suitable tender documentation as required

• Ensure that all tender documentation and associated processes are completed and submitted to deadline

• Undertake management audits of existing commercial processes and look to streamline as appropriate

• To provide commercial updates to the Leadership Team
• Work with the Finance to ensure an understanding of how each contract is performing against anticipated/ expected target
• Support business proposals/ business cases to secure future investment
• To provide clear expectations of performance for each member of the Commercial Team

• To conduct appraisals & create personal development plans to continuously improve performance and skills within the commercial team

DECISION MAKING AUTHORITY

• Delegate authority in accordance with Pullman Rail procedures.

REPORT PREPARATION

• Accident/Incident investigations
• Period reports on production as requested by Head of Plant Operations
• Ad Hoc reporting as required

PRINCIPLE CONTACTS

• Contact with Colas Rail (UK) Directors, Managers and Staff at all levels.

EXPERIENCE, KNOWLEDGE, QUALIFICATIONS & TRAINING

• Professional Membership: RICS (Desirable)
• Degree qualified (preferable commercial or engineering qualification)
• Ideally with expertise in the Rail or Engineering maintenance sectors > 5 years.
• NEC3 contract experience (Desirable)
• Experienced in commercial best practice
• You will promote best practice
• Ability to work closely with clients to form strong relationships founded on services, values & safety.

Relevant Experience: TECHNICAL SKILLS

• Certified for Incident/ Accident investigations
• Holder of a current full UK driving licence
• Ability to identify competency standards required as a result of legislation, operational standards and safety procedures and maintain same by audit and surveillance

BEHAVIOURAL COMPETENCIES.

• Possess the ability to maximise personal contribution to the business (customer focus)
• Ability to analyse problems thoroughly and make good timely decisions (analysis and decision making).
• Ability to build and maintain positive relationships within and across teams (team working).
• Create and contribute to an environment whereby yourself and others are motivated to learn and develop (developing self/others)
• Support and challenge individuals to achieve their full potential, ability to set stretching objectives and measure progress against them. Ability to manage resource effectively (managing performance).
• Commitment to achieve results through determination and commitment, ability to keep going when things are difficult (drive).

SAFETY RESPONSIBILITY STATEMENT.

• Comply with Colas Rail and Pullman Rail rules, procedures and working practices.
• Undertake all work in a safe manner.
• Report all accidents, and incidents with the potential to cause injury or property damage.
• Where necessary provide advice and support to inexperienced colleagues.
• Remember: If it’s not safe to do don’t do it.

Behavioural Skills

• Energy – ‘Get up and go’ attitude of a leader
• Energise – Lead, manage and inspire my team
• Edge – Maximise my personal edge
• Execute – Make things happen
• Engage – Stay close to the client