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Commercial Manager


Crawley, United Kingdom

Thales people design solutions that enable two thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world’s largest commercial aircrafts. In the UK, our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.

We have a fantastic opportunity for an experienced Commercial professional to join our military avionics team. In this role you will be customer facing, dealing with domestic and export commercial activities. There will be some travel involved, both in the UK and occasionally overseas. To be successful you will ideally have had some exposure to working with the Government, MOD or Military previously in a Commercial capacity.

In this role you will be responsible for supporting the aims and objectives of the commercial function as stated above. You will work using your own initiative, but with the appropriate supervision of a senior member of the Commercial Team, you will oversee the contractual affairs of designated areas within the business unit throughout the entire Project Life Cycle, encompassing the bidding for, negotiation of and subsequent management of contracts and customer relationships.

Key Responsibilities and Tasks:

The role holder will carry out some or all (as may be relevant) of the following activities in relation to higher value or more complex bids/contracts under the leadership, regular supervision or in support of a senior member of the Commercial team and/or where the line manager considers it appropriate by reason of the bid/contract’s value or complexity, may carry out such activities without detailed supervision (whilst keeping him or her appropriately informed and consulted):

Serve as a focal point of contact for customers regarding contractual matters by establishing good customer relationship and communications.
Proactive participation in the business winning Core Bid Team, including:
Generate the Commercial Response in accordance with the agreed strategy and customer requirement
Assisting Bid Managers to generate Proposal Documentation (statement of work, Risk Register and Executive Summary) matched to Customer requirements
Undertaking a commercial review of the full suite of proposal documents.
Submission of proposal
Ensuring that proposals to customers are priced, developed and approved in accordance with company procedures
Prepare and/or review (as appropriate) the response to customers proposed contractual agreements (NDAs, Teaming Agreements, TAAs, Contracts etc).
Support the development and implementation of the negotiation strategy, including payment profiles and associated terms to meet the cash flow requirements of the business.
Prepare and negotiate new contracts and amendments to existing contracts and arrange for their approval.
Ensure a robust Contract Baseline is established and maintained, including contractual changes.
Provide guidance on compliance to terms and conditions, identifying the flow down of such terms and conditions and supporting the assessment of ‘supply chain gap analysis’.
Assist the Sub Contract Management function by supporting subcontract negotiations as required.
Identification of potential liabilities, risks, issues and disputes, arising with customers, suppliers, partners and third parties, and produce innovative mitigation plans.
Interpret, when required, for the benefit of the broader project team, the contracted requirement (including but not limited to terms and conditions and scope of work).
Adhere to functional procedures, CHORUS and in particular the WinBid process.
Maintain contractual records, documentation of key correspondence, status and issue reports etc.
The management, in conjunction with Finance of cash receipts to the business.

Preparation of commercial responses to contract terms and conditions.
Drafting and negotiation of contracts and agreements.
Awareness of commercial issues such as the significance of a change in customer requirements.
Team player with the ability to influence decisions.
Strong interpersonal and verbal and written communication skills.

Good working knowledge of defence contracting (UK Government/export) and/or civil/commercial aerospace contracting.
Ability to identify change and support change process to improve effectiveness of the business and/or commercial function.
Computer literate.

Ideally previous experience in a defence and/or civil contracting environment with government and platform or tier 1 customers.
Experience of many contract and programme types (e.g. Study, development, R&D, manufacturing and support)
Experience of large scale and complex contracts of high value.

English Language to at least GCSE or equivalent

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