Role Purpose
The Commercial Manager is responsible for providing strategic commercial leadership, governance, and oversight across tendering, contracts, billing, subcontractor management, and commercial systems.

Acting as a trusted commercial advisor to Management , the role safeguards commercial risk, protects margins, and enables informed decision-making across the project lifecycle. The Commercial Manager provides people leadership and functional oversight of the Commercial Team, working closely with the Deputy Commercial Manager who manages day-to-day team operations.

Core Accountabilities & Responsibilities :

1. Commercial Governance & Strategic Leadership

• Apply sound commercial judgement to ensure all commercial activities comply with company policies, contractual obligations, and Commercial SOPs.
• Review, enhance, and continuously improve Commercial SOPs to strengthen governance, consistency, risk management, and commercial discipline.
• Lead commercial discussions in Daily Commercial Meetings and Weekly Commercial Meetings, providing direction on priorities, risks, and interdependencies.
• Analyse commercial performance trends and prepare KPI dashboards, Monthly HOD Reports, and Monthly Commercial Reports, translating data into clear insights and actionable recommendations for Management.

2. Tendering, RFQ & Pre-Contract Strategy

• Provide commercial analysis and recommendations to Senior Management on RFQ selection, bid/no-bid decisions, pricing strategy, and commercial risk exposure.
• Oversee and coordinate the end-to-end tendering process, ensuring submissions are competitive, compliant, and commercially robust.
• Develop, challenge, and validate pricing strategies, cost build-ups, and commercial assumptions prior to tender submission.
• Identify, assess, and mitigate commercial and contractual risks at pre-award stage, proposing alternative strategies where appropriate.
• Lead commercial negotiations and manage clarifications, complaints, and disputes during tender and post-award stages, including settlement discussions when required.
• Ensure accurate, traceable, and up-to-date maintenance of the Inquiry Masterlist and Quotation Masterlist.

3. Contract, Billing & Change Management

• Exercise commercial judgement to ensure billing, claims, and submissions align with contractual entitlements, purchase orders, and agreed payment milestones.
• Provide commercial leadership to Operations in the preparation, substantiation, and negotiation of change orders, variations, and claims, protecting the company's contractual position and margins.
• Proactively identify emerging commercial risks and recovery opportunities during project execution and advise stakeholders on mitigation strategies.
• Support the preparation of Service Reports and other contractual and commercial documentation.

4. Subcontractor & Procurement Commercial Oversight

• Provide commercial oversight and guidance in the sourcing, evaluation, and selection of subcontractors in collaboration with Operations and procurement stakeholders.
• Review subcontractor quotations, pricing structures, scopes, and commercial terms, identifying risks, exclusions, and opportunities for value optimisation.
• Ensure the Subcontractor Masterlist is maintained accurately, with complete documentation, approvals, and audit traceability.

5. Project Handover & Cross-Functional Coordination

• Oversee the preparation and coordination of comprehensive commercial handover documentation for awarded projects to Operations and Project Teams.
• Provide commercial inputs and leadership during Weekly Integrated Meetings to ensure alignment across Commercial, Operations, SCM, and Finance.

6. Client Relationship & Commercial Influence

• Represent the company professionally and credibly in commercial discussions with clients, fostering trust-based working relationships.
• Act as a senior commercial interface on pricing, contractual clarifications, negotiations, and dispute resolution matters.
• Support Management in navigating sensitive commercial discussions, balancing relationship management with protection of the company's commercial interests.

7. Commercial Systems, Data & Strategic Enablement

• Drive effective utilisation of ERP systems and commercial digital tools to enhance data accuracy, transparency, and decision-making.
• Ensure integrity and consistency of commercial data across ERP systems, QS Server, and reporting platforms.
• Use commercial data to tell a clear story, providing insights, trend analysis, and scenario assessments to support strategic planning, budgeting, and business growth initiatives.
• Identify system gaps and inefficiencies, and lead or support improvements to commercial processes, reporting structures, and digital workflows.
• Support company-wide initiatives by embedding disciplined data practices, standardised reporting, and meaningful performance metrics within the Commercial function.

8. People Leadership & Capability Development

• Provide leadership, direction, and oversight to the Commercial Team, setting clear standards, expectations, and priorities.
• Work closely with the Deputy Commercial Manager, providing guidance and support on complex commercial matters and escalations.
• Review and endorse key commercial outputs to ensure quality, consistency, and risk alignment.
• Support performance reviews, capability development, and succession planning in collaboration with Management.
• Foster a culture of accountability, professionalism, collaboration, and strong commercial discipline within the team.

Qualifications:

• Bachelor's degree in business, Finance, Quantity Surveying, Engineering, or a related discipline.
• Professional certifications in contract management, procurement, or project management (e.g. MRICS, PMP) are an advantage.

Requirements :

• Minimum 8 years' experience in commercial management, contracts, tendering, or procurement within a project-based environment.
• Strong hands-on experience in RFQs, tender submissions, pricing strategy, contract negotiations, and commercial compliance.
• Demonstrated ability to operate as a trusted commercial leader and advisor within cross-functional teams.
• Strong analytical, communication, and stakeholder management skills.
• Experience working with ERP systems and structured commercial reporting environments

Skills & Competencies :

• Strong commercial and financial acumen with sound judgement in contracts, pricing, and risk management.
• Ability to influence decisions and provide leadership through expertise, guidance, and credibility.
• Effective negotiator with strong stakeholder and client management skills.
• Clear communicator able to translate complex commercial issues into practical insights.
• Strong analytical skills with experience using ERP systems, KPIs, and commercial data for decision-making.
• Professional, proactive, and accountable, with the ability to operate independently in a project-based environment.