Sector Commercial Director

The commercial function is responsible for the effective control of commercial risks, liabilities, exposures and opportunities within all our trading relationships.

The Sector Commercial Director role is a strategic leadership position within Costain, reporting into the Divisional Commercial Director for Natural Resources, whom you will support with resource management across the division and development of the commercial functional capability.

You will report operationally to, and work closely with, the Sector Director to establish, shape and drive strategy. You will also contribute to the wider management, leadership and direction of the Sector in order to achieve the business plan objectives.

You will always represent the company’s interests in a professional manner and, where required, act as the company’s representative on collaborative management boards. Developing collaborative relationships with our customers, joint venture partners and key supply chain partners will be a key element of your role.

• Providing leadership, guidance and support to the commercial team including motivating, inspiring and developing the skills and competencies of commercial staff.

• Developing the strength of the commercial team and actively contributing to the people plan for the function, ensuring that development and succession plans are in place, and breaking down silos.

• Ensuring that contracts/projects and work winning programmes are appropriately resourced with suitably qualified and experienced commercial personnel

• Working with the Sector Director to prepare, implement and closely monitor delivery of the Sector strategy.

• Setting the commercial strategy for all new business and providing commercial leadership to the work winning effort.

• Ensuring the commercial robustness of bids/tenders and compliance with the company’s work winning processes and governance.

• Ensuring that all projects/contracts have a route to margin plan in place, an effective risk management plan, and a cash management strategy that optimises cashflow.

• Ensuring that financial forecasts and reports are accurate and provide consistent, transparent, reliable and timely information.

• Accountable for satisfactory commercial close out of completed projects/contracts and capturing/sharing lessons learnt.

• Delivering financial results in line with budgets/targets and developing and implementing strategies to enable stretch financial targets to be realised.

• Ensuring compliance with The Costain Way, notably the process and governance requirements around work winning, commercial, risk and supply chain management.

• Ensuring commercial records are maintained in line with statutory and contract requirements.

• Accountable for commercial management of the supply chain, including supply chain contract administration.

• Accountable for the reporting and resolution of legacy and emerging contractual issues, directly intervening as and when required, and engaging in formal dispute resolution where necessary.

• Accountable for all matters relating to insurances relevant to the Sector, including declarations and claims and coordinating support for the Group annual insurance renewal.

• Demonstrating a strong commitment to improving Safety, Health and Environment (SHE) by being an evangelist for the elimination of harm and committing to the achievement of the company’s SHE strategy objectives.

The successful candidate will be able to demonstrate an understanding of the legal and commercial frameworks within which our customers operate, and an in-depth knowledge of the types of contract and commercial models typically encountered. You must have a growth mindset, together with a keen sense of what constitutes “good” business. You will understand how to implement and assure an effective controls environment and be able to demonstrate sound risk management.

The successful candidate is likely to be able to demonstrate:

• Strong financial and commercial acumen

• a track record of resolving complicated commercial issues

• the ability to set an exemplary standard, leading, inspiring, motivating and developing teams to deliver at or above target levels of performance

• confident decision-making based on sound analytics and situational awareness

• confidence and ability to assert influence at all levels in the organisation

• the ability to constantly improve and evolve as a commercial leader

• the ability to maintain a measured approach in a challenging and dynamic commercial environment

• experience of successfully negotiating, mobilising and operating in collaborative enterprises

• proficiency in drafting effective contractual correspondence and summary executive reports

Preferred:

• 15+ years post-graduate commercial experience in the construction industry with a track record of achievement

• RICS / CICES accredited degree;

• full membership of RICS or CICES;

• previous experience of working in collaborative, alliancing and/or joint venture environments