Commercial Director
3 days ago
Edinburgh
The Commercial Director is accountable for delivering the organisation’s commercial strategy, supporting sustainable growth, strong commercial/contractual governance, commercial/contractual risk management, and driving value for money across all commercial relationships. The role encompasses all commercial/contractual activity in the business across the lifecycle of opportunities and contracts, balancing risk, compliance, and profitability as part of the Leadership team. This is a hands‑on role with support from the wider leadership team as required. • Develop, produce and deliver the organisation’s commercial strategy aligned to corporate objectives and growth plans., • Act as a senior advisor on the Executive Team and to the Board, where required, on commercial risk, opportunity, and performance., • Lead, develop, and inspire high‑performing commercial culture, promoting strong ethical standards and commercial discipline., • Ensure compliance with commercial controls and performance management across partners and suppliers, products, services, and customers to optimise margin, competitiveness, and long‑term value., • Ensure agreed pricing strategy, approvals, and governance process are being followed., • Provide sound commercial inputs and support for major bids, tenders, and negotiations, including complex procurements., • Ensure pricing models reflect qualified risk, cost to serve., • Challenge and support business cases, investments, and new propositions., • Maximise the commercial value realised from partner and supplier relationships, through performance and commercial reviews, whilst mitigating commercial risk and owning commercial disputes., • Responsible for supplier and partner contractual reviews, negotiations, variations and obligations., • Maintain a robust contracts register for both Customer and Supplier base including key term summaries for each major contract., • Participate in negotiations on high‑value, complex, and strategically important customer contracts., • Lead negotiations on high‑value, complex, and strategically important supplier contracts taking inputs from relevant relationship owners., • Draft and structure robust contracts that manage risk, protect the organisation, and enable delivery., • Manage the contract lifecycle, including variations, extensions, disputes, and renewals., • Work closely with Finance and Operational teams to ensure contracts are commercially and operationally viable., • Support any business transformation activity., • Provide and operate clear commercial governance, including enhancement of contract review/approval process., • Ensure compliance with relevant legislation and policy, including public‑sector regulations and value‑for‑money requirements., • Ensure the correct identification, assessment, and management of commercial risks., • Drive continuous improvement in commercial controls, tools, and data quality., • Build strong, trusted relationships with senior customers, partners, and suppliers., • Represent the organisation in strategic customer, partner and supplier discussions, escalations, and negotiations in conjunction with relationship owners., • Support operational leaders in resolving commercial issues and maintaining client confidence., • Hands‑on, in the detail approach, whilst being able to summarise succinctly, • Capable of operating as an individual contributor in cross functional teams, • Proven experience operating at senior commercial leadership level (Director / Head of Commercial or equivalent)., • Governance of internal commercial, sales and procurement processes., • Law Degree or equivalent qualification., • Deep expertise in commercial strategy, pricing, contracting, and negotiation., • Proven to have a Win/Win approach., • Strong supplier/vendor management experience., • Complex and high value contractual negotiation skills., • End‑to‑end contract lifecycle management expertise., • Strong understanding of public‑sector or regulated environments and complex governance frameworks., • Track record of leading and developing commercial culture across the organisation., • Track record of personally delivering commercial outcomes as a sole, hands‑on practitioner., • Excellent stakeholder management and influencing skills at executive and board level., • Strong financial, numeracy, commercial, and risk analysis capability., • Effective dispute resolution skills., • Evidence of embracing new technologies and future ways of working., • Experience within public services, government, or large outsourced service environments., • Knowledge of public procurement frameworks and UK regulatory requirements., • Experience leading major transformation or commercial capability uplift., • Positive approach to Social Value., • Strategic thinker with strong hands‑on, execution focus., • Confident decision‑maker, able to balance risk and opportunity., • High integrity, resilient, articulate and comfortable with challenge., • Pragmatic, collaborative, and outcome focused. #J-18808-Ljbffr