Commercial Operations Manager

BAE Systems Applied Intelligence

Role Profile

1. Role Details

Job Role

Commercial Operations Manager

Reports To

(job role)

Commercial Director

Business Unit/

Capabilities/Function

Commercial

Sub Group/

Practice

Grade

Date Created

2. Role Purpose

Commercial Operations Manager’s Purpose is to:

• Manage the day to day Digital Intelligence integration activities
• Act as the lead Manage the implementation of the Digital Contracts Programme within the Commercial Function
• Maintain bid approval and commercial policy documents to ensure that remain aligned to the business needs
• Develop and implement processes and tooling to increase the efficiency of the function
• Develop and maintain the suite of standard sales terms
• Provide support to the business and Futures team in developing new products

3. Core Duties / Key Accountabilities

The Commercial Operations Manager will be responsible for:

• Managing the successful completion of the Commercial Integration Plan. Representing the function and reporting progress at integration review boards.
• Managing on a day to day basis a team of commercial professionals to deliver the integration plan outcomes.
• Acting as the Digital Intelligence commercial SME and managing the day to day implementation of the Digital Contracts programme
• Developing/changing processes to make effective use of the Icertis solution – this to include DoAs for the business and contract acceptance governance
• Development and maintenance of a suite of standard terms and clauses that can be uploaded to the Icertis tool, thereby making the development of new contracts and fallback clauses easier
• Development of workflows that are embedded in the Salesforce and Icertis tooling wherever possible
• Maintenance of commercial and bid approval policy documents such that they meet the needs of the business
• Providing training to the Commercial function on the use of the digital contracts toolset and associated processes
• Developing commercial models and standard terms to support the sale of new products

The Commercial Operations Manager will understand and influence functional strategy and be responsible for communicating the operations strategy to the wider team.

Typically the Commercial Operations Manager will deliver specific tasks and provide support to operations individually or through their team.

The Commercial Operations Manager will be expected to provide guidance to and support the development of managers and professional individuals.

The Commercial Operations Manager will have an excellent awareness and an excellent level of knowledge and experience of Commercial policy and practice, including an understanding of the impact and implications of decisions made.

Budget Holder Responsibility (if applicable):

None

Vendor Management Responsibility (if applicable):

Responsible for support to Procurement to ensure that the implementation of policy, process and tooling aligns with the Procurement and Legal functions.

Support provided in line with Commercial/Procurement/Legal Charter.

Direct Reports (if applicable):

None

Accountable for overall headcount of (if applicable):

None

4. Functional Knowledge (Requirements for knowledge of functional work and activities, the technical expertise)

• The Commercial Role

• Internal Governance

• Legal Awareness

• Managing Customers

• Business Winning

• Negotiation

• Risk & Opportunity Management

• Contract Management

• Financial Awareness

• Contract Types & Agreements

• International Contracting

• Intellectual Property

5. Business Expertise (Requirements of the role for knowledge and expertise about the business, rather than the technical expertise)

3-5 years commercial experience in technology sector operating at a commercial manager. Such experience to include one or more of the following:

• UK Central Government Contracting
• UK MoD contracting
• Private Section Contracting
• International Government Contracting
• Software licencing
• Product development and commercialization
• M&A experience

Experience of leading/managing in a matrix environment

Experience of leading business change programmes is not essential but would be of benefit

Typically individuals should have:

• Good communication skills

• A willingness to learn and support the development of junior colleagues

• An ability to take responsibility and lead and guide a team or work independently with little supervision and guidance and using their own experience, judgement and initiative

• A curios mind-set

• Good IT skills

• Good presentation skills

• A great deal of experience, knowledge and understanding of commercial skills and the commercial role

• Good relevant expertise or experience of commercial activities and responsibilities and a willingness to share this expertise to guide their team

• An ability to prioritise their workload and deliver in a timely manner

• An ability to ensure that they or their team produces accurate work with attention to detail

• Am excellent level of BAE Systems business acumen

• An excellent understanding of commercial policy, principles and processes

• An excellent understanding of how the commercial function integrates with other functions

• An ability to deliver accurate and comprehensive operational solutions either independently or through the matrix team and integrate these solutions with other functions

• An ability to lead and influence internal Stakeholder relationships

• An ability to take individual responsibility as the primary customer interface for proposals and contractual matters

• An ability to appropriately apply and tailor commercial and business process under the appropriate delegation of authority

• A strong understanding of the business market and domain knowledge relating to the commercial solution

• An active involvement in the functional contribution to the IBP process

• An ability to take individual responsibly for routine contractual financial considerations and performance indicators

• An ability to draft moderately complex agreements with little supervision

6. Leadership (Requirements of the role for providing leadership and guidance to others, complexity of team(s) managed)

• Responsible for leading a team of managers and professional colleagues and implement the commercial strategy, as advised by their line manager, through their direct reports.
• Expected to support members of the function.
• Take particular responsibility for enhancing commercial capability.
• Pro-actively engage with the talent management process.

7. Problem Solving (Breadth of mental skills required in order to perform the role)

• Responsible for structuring customer contract templates to facilitate cash collection and revenue growth during delivery to enable Digital Intelligence to meet its cash, revenue and profit targets
• Ensuring that BAE Systems is seen by its customers as being easy to do business with – flexible, solution orientated and responsive. Thus facilitating repeat business and/or contract growth
• Responsible for structuring the bid approval and commercial policies such that they provide effective governance throughout the range of offerings; from high volume, low value, low risk projects to high value complex programmes
• Responsible for the provision of commercial awareness training to business groups to improve their business acumen

8. Nature of Impact (Impact on business by detailing the overall responsibility associated with the role)

• Support the growth of Digital Intelligence through increasing efficiency of the Commercial and related functions
• Support the profitability of Digital Intelligence through the implementation of effective contract delivery processes and tooling

9. Area of Impact (Business area impacted Delivery/Functional)

The commercial function operates across all business units within Digital Intelligence and provides business winning and delivery phase commercial support. Commercial Operations Manager supports efficiency programmes across the following BUs:

• Central Gov
• NS
• DDS
• C5ISR
• International Gov

Through the development and maintenance of standard contracts/clauses, alignment with Legal and Procurement is essential.

Digital Contracts programme will primarily impact Commercial, Procurement, Legal, delivery and bid teams.

10. Interpersonal Skills (Type of people skills required to perform the job, internal/external)

Structured thought – develop and implement plans to execute change programmes involving the Commercial Function and wider business

Leadership – leading members of the commercial team to create a culture of continuous improvement

Deal shaping – experience of structuring complex deals with customers and suppliers

Issue resolution – point of escalation to resolve issues with staff in other functions

Coaching – coach individuals and teams in all aspects of the commercial lifecycle from business willing through to contract closure

Influencing – creation of compelling business cases to enable the Commercial Function to provide more effective support to the business