WHAT DOES A SENIOR COMMERCIAL MANAGER DO?
Published: August 9, 2024 - The Senior Commercial Manager ensures timely, budget-conscious delivery of high-quality projects, coordinating with cross-functional teams from sales to finance. Takes charge of project management, from oversight of consultants and contractors to ownership of all project elements. Guides design teams and manages site reviews, financial appraisals, and contract negotiations to align with stringent board standards and planning consents.
A Review of Professional Skills and Functions for Senior Commercial Manager
1. Senior Commercial Manager Duties
- Stakeholder Management: Manage numerous stakeholder relationships, including external relationships with clients, suppliers, and internal BU leadership and functions.
- Commercial Leadership: Lead commercial management resources to ensure effective and proactive commercial management of the allocated contracts.
- Risk Analysis: Analyse and manage risk including assessing the revenue opportunity vs. cost and risk.
- Negotiation: Lead negotiations encompassing multiple disciplines including supplier negotiations and flow-downs.
- Reporting: Produce reports and summaries (ad hoc and regular) that articulate key matters for a senior and/or non-commercial audience.
- Variation Management: Take the Commercial lead with clients directly to identify and resolve variations from the contract deliverables.
- Relationship Building: Build and maintain excellent relationships with networks of agents, consultants, contractors, and other stakeholders in the development process.
- Market Research: Undertake market research where appropriate and liaise with valuers and agents about markets and specific projects.
- Strategic Influence: Directly influencing, networking with, and managing key strategic stakeholders.
- Procurement Support: Support procurement and tender management processes.
- Business Development: Business development and sales activities across Secondary care - Outpatients.
- Partnership Development: Leverage existing partnerships to develop a route to market for eConsult - Specialist and secondary care trusts.
- Sales Forecasting: Sales and revenue forecasting and reporting via CRM.
2. Senior Commercial Manager Details
- New Business Development: Driving forward the New Business program and supporting the Head of New Business through identification and securing of sites and opportunities.
- Land Identification: Supporting the output of the New Business team to identify land, from a range of sources, that support THT in meeting its targets within its business plan.
- Stakeholder Engagement: Establishing an excellent relationship with L&Q to secure approval of new developments through the L&Q and THT processes, ensuring they meet the organization's key parameters.
- Legal and Planning Leadership: Leading on legal and planning matters relating to development opportunities, ensuring a smooth handover to the Delivery function.
- Project Management: Leading and supporting the project team including consultants, internal customers, and contractors, taking ownership and accountability for all elements of the project.
- Cross-Functional Coordination: Proactively engaging with the delivery, sales, neighborhoods, and finance teams to ensure smooth, effective, and compliant delivery.
- Project Delivery: Ensuring all projects are delivered on time, within budget, and to specified quality standards.
- Site Review: Review sites and opportunities for the new homes program.
- Financial Appraisal: Running and interpreting financial appraisals and cashflows to understand the viability of projects in line with standard assumptions and requirements.
- Report Writing: Ability to write high-quality reports, covering all aspects of projects to secure approval from the Board to strict deadlines.
- Contract Negotiation: Contributing to negotiation and agreement of legal and contractual arrangements, building plans and programs, and aligning with internal reporting procedures.
- Design Leadership: Leading design teams to create projects that are high quality, mixed tenure, and fit for purpose to secure planning consent.
- Due Diligence: Undertaking necessary due diligence into all aspects of projects, including but not limited to legal, design, financial, construction, and procurement.
- Procurement Compliance: Compliantly procure all products and services in line with internal and legal requirements.
3. Senior Commercial Manager Responsibilities
- Lead Generation: Plan, develop, and execute strategies to provide a pipeline of qualified new business leads.
- Bid Management: Bid documentation management and delivery.
- Negotiation Support: Working with other departments, support and lead the negotiation of business prospects from initial identification through to contract.
- Customer Relationship Management: Customer portfolio development, forming, maintaining, and managing client relationships.
- Business Development: Identifying and developing strategies and tactics for business development and sales focusing on both established automotive markets and new, emerging markets.
- Proposal Management: Making initial approaches, understanding and capturing customer requirements, preparing and presenting proposals, negotiating contracts, and maintaining post-sale customer relationships.
- Proposal Analysis: Ability to produce proposals and analyze complex problems and business cases, sometimes working as part of a team and sometimes independently.
- Contract Management: Senior role in the establishment of contract management for new public sector contract structures.
- Bid Review: Review and commercial approval of new bids, Change Requests, Proposals, and Contract Change Notes.
- Commercial Input: Managing the commercial input to client proposals and bids and leading subsequent commercial negotiations.
- Audit Compliance: Establishing and maintaining fully compliant Homes England audit files from the start of each project.
- System Updates: Ensuring that all necessary systems and performance measures are updated for use by Senior Managers and other areas of the business.
- Risk Management: Actively identifying, mitigating, managing, and reporting all risks associated with projects.
- Team Management: Day-to-day line management responsibility and supporting the personal development of the wider New Business Team.
4. Senior Commercial Manager Accountabilities
- Market Analysis: Development and execution of market analyses, go-to-market planning/strategies, and analytics to support and prepare for product investment decisions.
- Insight Generation: Support insight generation and business case development for future products and services.
- Strategic Frameworks: Develop frameworks and execute strategic assessments that help inform new growth opportunities and competitive positioning, and ultimately drive near and longer-term business plans.
- Global Strategy: Drive long-term global strategy definition, competitive and growth strategy, and commercial portfolio planning.
- NPI Ownership: Serve as the primary marketing owner of the New Product Introduction (NPI) Process.
- Trend Monitoring: Work with internal and external colleagues and sources to monitor and assess impactful trends, including competitive trends, and provide perspectives on potential impacts to the business.
- Competitive Positioning: Partner with the Data Analytics team to define and drive a joint competitive positioning strategy and narrative.
- Market Input: Providing thoughtful market input to inform planning processes that produce strategic roadmap and priorities.
- Cross-Functional Collaboration: Work cross-functionally and build relationships with Product, Engineering, Data Analytics, and Commercial to set product roadmap and strategy.
- Strategic Planning: Support the annual strategic planning process, as it pertains to products and services.
- Project Execution: Execute project work while being able to build processes and structure.
- Issue Resolution: Leading on commercial issues escalation, investigation, and resolution.
- Client Engagement: Attendance at relevant client meetings with HMRC Commercial and senior civil service stakeholders.
- Pricing Communication: Communicate and manage new pricing schemes, new products, and new services.
5. Senior Commercial Manager Functions
- Relationship Building: Building and maintaining a strong network of relationships across multiple functions both internally and with the customer.
- Category Selling: Taking a needs-based, category-selling approach to grow revenue and market share.
- Customer Engagement: Attending key customer meetings, conferences, and events.
- JBP Management: Taking ownership of the ongoing management of JBP agreements.
- P&L Management: Responsibility for full customer P&L and internal revenue and profit management.
- Promotional Analysis: Successfully forecasting, implementing, and analyzing promotional activity.
- Store Insights: Bringing the outside in through store visits and exceptional store-level knowledge.
- Policy Administration: Administer policies and procedures in a consistent manner to ensure Sunovion standards are followed.
- Customer Service: Responsible for ensuring that all customer requests are processed promptly.
- Contract Communication: Contract interpretation and communication of contract changes and commercial decisions.
- Commercial Advice: Commercial advice, awareness, and contract education, working closely with legal counsel.
- Process Development: Process development, commercial governance, and obligation management (including advice to non-commercial teams on commercial-related processes).
- Contract Negotiation: Leading or supporting major contract changes and renegotiation (drafting and negotiation with internal stakeholders and HMRC).
6. Senior Manager - Commercial Information Management Job Description
- System Reporting: Maintain and present system status and project updates to all levels of Management.
- Team Leadership: Organize and lead cross-functional work teams involving members from both Commercial and General & Administrative Divisions.
- Vendor Management: Build and maintain relationships with external software and professional services vendors.
- Subject Matter Expertise: Responsible as subject matter expert in software operations and providing initial support to business users.
- Issue Resolution: Document, communicate, and monitor unresolved issues to Sunovion IT and/or software vendors and collaborate in identifying causes and solutions.
- Project Management: Ability to work, organize, and communicate on multiple projects simultaneously with a high attention to detail and organization.
- User Coordination: Confer and coordinate with end users for project planning, system request prioritization, and providing project status updates.
- Task Management: Ensure tasks and deliverables meet requirements and are completed on schedule and within budget.
- Management Communication: Participate in communications to ensure on-time updates are provided to all appropriate management levels.
- Risk Mitigation: Facilitate the mitigation and resolution of risks and issues.
- Test Script Support: Participate and provide support in the creation of test scripts to ensure functionality and data flow throughout the system are accurate and consistent with requirements and design.
- User Acceptance Testing: Oversee User Acceptance tests and monitor results to ensure acceptance.
- Quality Assurance: Demonstrate continuous attention to detail and quality as well as consistent maintenance of audit documentation.
- Root Cause Analysis: Ability to identify root cause issues and provide status updates.
7. Senior Commercial Manager Overview
- Relationship Management: Involve building relationships with internal and external contacts such as directors, delivery, finance, people, project, and technology colleagues.
- Contract Negotiation: Leading review and negotiation of client contracts, variations, and change notes.
- Stakeholder Coordination: Coordinate input from relevant stakeholder colleagues and in-house legal team on more complex or substantial matters.
- Dispute Mitigation: Proactively mitigating dispute risk and providing internal option analysis and external position statements.
- Policy Support: Supporting value-added activities that may include the development of commercial policy or appropriate contract supporting documents.
- Procurement Assistance: Occasional procurement support.
- Commercial Awareness: Promoting commercial awareness in all colleagues at a level appropriate to role and experience.
- Presentation: Presenting at opportunity governance meetings and preparing supporting materials.
- Reporting: Reporting regularly to the Commercial Director on the progress of assigned matters and capacity and support requirements generally.
- Supplier Management: Manage, develop, and represent the cooperative within local supplier network - to focus on new fresh food opportunities for the group.
- Local Sourcing: Working closely with local growers, manufacturers, and distributors to ensure a leading offering to the cooperative's customer group.
- Range Strategy: Create and execute the local range strategy and process.
- Team Collaboration: Establish strong working relationships with internal and external team members.
8. Senior Manager Commercial Monitoring Details and Accountabilities
- Commercial Planning: Update and manage the annual commercial monitoring plan inclusive of promotional and non-promotional activities across the Commercial organization.
- Transactional Reviews: Manage and perform transactional reviews of Speaker Programs, Exhibits, and HCP Contracting across commercial business units to ensure appropriate conduct and compliance with federal/state laws and Regeneron policies.
- Expense Review: Review field expenses specifically relating to HCP In-Office Meals and Speaker Programs for at least two (2) brands.
- Compliance Oversight: Partner with Compliance to oversee State credentialing processes and ensure field teams are compliant with various State laws.
- Process Support: Support the field with HCP In-Office meal processes by developing/refining training materials, attending district meetings, and serving as key point of contact for all questions.
- Issue Resolution: Partner with Corporate Compliance, Commercial IT, and field teams to troubleshoot issues and streamline processes relative to transparency reporting.
- Mentorship: Mentor and guide direct report(s) as well as junior colleagues across the department.
- Compliance Expertise: Maintain subject matter expertise of Regeneron's Compliance policies and HCP meals (both in and out of office).
- System Proficiency: Understand and use client systems and tools.
- Team Support: Work closely with the trading team to provide support and development to ensure team members' effectiveness.
- Strategic Marketing: Collaborate with the marketing team to deliver a strategic marketing plan around new product ranges.
- Data Analysis: Analyze data and report on sales, space, volume, etc.
- Stakeholder Presentation: Present data analysis to lead stakeholders.
- Budget Autonomy: Manage the local buying budget and ensure the group remains profitable.
9. Senior Commercial Manager Tasks
- Development Opportunities: Secure development opportunities within market sector and geographical operational area.
- Resource Management: Manage estimating and commercial resources to ensure accurate appraisals and forecasting.
- Team Collaboration: Work closely with technical and construction teams.
- Risk Management: Intensify risk and opportunities including build cost risk, technical, legal, and planning constraints.
- Financial Presentation: Present financial information at tender adjudications and cost meetings.
- Work Packaging: Lead the establishment of robust packages of work to be prepared and issued to the supply chain, ensuring scope is sufficiently detailed, risks can be understood and assessed, and timelines are clear.
- Review Contributions: Contribute to commercial, cost, and project reviews for contracts and suppliers.
- Cost Reporting: Update cost and commercial reporting to show incurred and forecast costs against budgets, with variance analysis.
- Supplier Review: Conduct regular commercial reviews of both internal and external supplier costs.
- Risk Management: Devise measures to manage commercial exposure and risks.
- Change Control: Manage change control, risks, budgets, and contingency with the network build teams.
- Reporting and Settlements: Regular reporting and presentation of cost data and lead and manage final account settlements of all projects.
10. Senior Commercial Manager Roles
- Contract Support: Supporting the Project Management team with the drafting and negotiation of sub-contracts for both goods and services.
- Collaboration Arrangements: Supporting the Business Development team with the drafting of teaming and other collaborative arrangements.
- Real Estate Valuation: Perform a wide variety of commercial real estate valuation and advisory projects, including fair value, purchase price allocations, market and rent studies, highest & best use analyses, and due diligence.
- Data Analysis: Gather and analyze economic, financial, and market data.
- Client Deliverables: Prepare client deliverables and discuss findings with clients.
- Audit Assistance: Assist audit team members in fair value reviews for attest clients.
- Category Strategy: Develop, deliver, and maintain category strategies for construction spend.
- Business Partnership: Serve as the business partner working with the construction & store launch teams to deliver sourcing plans, supplier & contract management, process improvement, metrics and financial recommendations.
- Supplier Management: Operationally relationship manages strategic suppliers & contracts through the lifecycle of the contract.
- Standardization: Promotes a standardized approach to contract management through the development of specifications and ongoing support to Business Owners with contract variations.
- Capability Development: Supports the shaping of functional capability development, commercial processes, documents and templates.
- Responsible Sourcing: Promote responsible sourcing and drive continuous improvement in CSR standards within the construction category.
- Problem Solving: Identifies and structures problems, performs analysis and presents options and opportunities to key stakeholders.
- Value Reporting: Reporting of value creation and supplier operating metrics.