Commercial Manager/Senior Commercial Manager (APAC - Australia)

BAE Systems.
BAE Location, United Kingdom
18 Dec 2018
15 Jan 2019
Job Type
The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future.
We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place.
Company Overview
The Applied Intelligence business helps nations, governments and businesses to defend their business-critical operations from threats in an increasingly 'connected world', and enables them to deliver these operations more effectively, economically and in compliance with regulations. Our people apply intelligence to protect and enhance national and organisational assets so that they can grow and prosper - from improving the health and efficiency of leading corporations to protecting critical infrastructures, safeguarding vulnerable people and catching criminals.
We operate in three key domains:
  • Cyber Defence: Helping businesses and governments (in particular financial services, telecommunications and other critical national infrastructure providers) to prevent, detect and respond to cyber threats.
  • Financial Crime: Helping banks, insurers and other major financial institutions to combat fraud, unauthorised trading and money laundering, and meet their regulatory compliance obligations.
  • Data, Digital and Cloud: Helping businesses and governments to collect, exploit and manage data so they can deliver critical business services more effectively and economically. We also develop solutions to strengthen national security and resilience.
We do this through offering a broad portfolio of software, hardware and "cloud-based" products and services, together with systems integration, consulting and other professional services, which combine our unique intellectual property with our domain expertise.
We have customers across the globe, and employ over 2,800 people in the Americas, APAC, UK and EMEA regions. In the APAC region, we have offices in Singapore, Malaysia, the Philippines and Australia, covering our government, financial and commercial clients based in the region.
Role Profile Overview
The Commercial Function
Our mission as the Commercial function is to provide trusted advice, expertise and resources that enable BAE Systems to win and deliver successful contracts and grow a sustainable and valued business for BAE Systems and our customers.  We are looking for passionate people to join the Commercial Team who are seeking an exciting and challenging career in this fast growing industry.
The Role
We are looking to recruit either a Commercial Manager or Senior Commercial Manager, depending on experience, to manage both new business and in-contract commercial activities in support of all three business units operating in the APAC region - Financial Services (FS), International Government, and Technology & Commercial (T&C). Whilst the primary focus of support will be on the Australia & New Zealand (ANZ) region, you will also be expected to help provide support on other deals in the wider APAC region from time to time, as we will operate a flexible pooled resource model, allowing individuals to gain a diversity of experiences in different markets.
As a Commercial Manager or Senior Commercial Manager you will be a key player in providing Commercial services, support and implementation of strategy to meet the needs of our fast-paced business and customers.
You will be involved at all stages of the bid and contract cycle, from advising on and helping to shape commercial deals, through to contract negotiation and in-life contract management.
A Commercial Manager or Senior Commercial Manager represents a vital conduit between the various stakeholders. Adapting to cultural and relational considerations, you will lead the development and maintenance of good, trusted customer commercial relationships. Also, with robust stakeholder relationships, you will occupy a central position in co-ordinating actions, influencing the price build-up, and drawing together the knowledge and input of other areas and functions, including BU Sales/Account Management, Bid Service/Capture Management, Legal & Compliance, Finance & Group Tax, Procurement, Insurance and delivery and project management teams.
There will also be an emphasis on propagating the role and value of the Commercial function in the Asia Pacific region, and ensuring that commercial policies, as well as bid and contract processes, are understood and adopted in the region. This will include the delivery of commercial training sessions for customer-facing and personnel involved in the bid and contract process.     
The Commercial Manager or Senior Commercial Manager role may also include some line management responsibility, and will report into the APAC Head of Commercial (based in Singapore).
 What you will be doing
Business Winning:
  • Acting as the primary customer interface for reviewing and inputting to RFPs/SORs/commercial compliance responses, proposals, deals and all related contractual matters on a range of low value to medium and large, complex deals;
  • Providing commercial strategy advice and support to Bid and Sales teams as part of the overall bid and contracting strategy for key accounts and opportunities;
•    Supporting sales and bid teams in shaping the price, scope and terms & conditions for individual deals, drawing in expertise from subject matter experts;
  • Identifying, analyzing and controlling commercial and contract risks on individual deals, and devising appropriate mitigations for resolution;
  • Leading contract negotiations with the customers and partners, through to agreement and signature;
  • Reviewing and inputting to order forms and Statements of Work (SOWs) to be placed under existing framework or master agreements;
  • Reviewing and responding to panel agreements and master/framework agreements for current or future call-off business;
  • Liaising with Procurement, as appropriate, to leverage the supplier base and manage back to back risks;
  • Supporting and challenging cost, pricing and risk assessment, and influencing the price build-up;
  • Managing opportunities under the assurance framework, in accordance with governance guidelines, commercial policy, compliance rules, regulations and approvals.
Contract Execution and Closure :
•    Providing a contract summary and handover, and ensuring that all contractual delivery and performance obligations are fully understood by the delivery team;
•    Providing ongoing advice and interpretation of contract terms, and pragmatic advice on contract management issues, including the support of contract changes, extensions, renewals and claims;
  • Providing guidance on internal governance to internal stakeholders, and coaching contract management issues, tools, and techniques;
  • Working closely with delivery and finance teams to close contracts, ensuring that obligations to and by the customer have been met and liabilities are covered.
Opportunity Identification & Exploitation:
  • Working with delivery and salespeople in proactively identifying opportunities that arise through our customer contracting, such as recognising potential contract variations and extensions, and minimising 'revenue leakage';
•    Leading and supporting the preparation of proposals in respect to identified revenue growth opportunities.
General Support & Advice :
  • Leading on and managing the protection and exploitation of our IP, including identifying and addressing IP and copyright issues;
  • Standardising and adapting proposals, contracts, agreements and other templates for local use in region;
  • Providing commercial awareness training and general commercial and contractual ad hoc advice to stakeholders, specifically to Sales and BU delivery personnel.
Senior Commercial Managers will also be expected to:
  • Champion strategic knowledge;
  • Influence new business methods, processes and measures to optimise the company and customer position;
  • Lead on and influence negotiation plans for the business;
  • Devise methods and mechanisms to deliver more efficient Commercial support;
  • Help shape and enhance the capability of the function, through expertise knowledge transfer and sharing, and coaching and supporting internal learning.

What we are looking for
  • Proactive and innovative mindset, with an ability to thrive in a fast-paced bid and contracting environment;
  • Significant experience in bidding, negotiating and closing large and complex commercial and government deals within the IT/IS domain, across a variety of product sets and account sectors;
  • Contracting experience in one or more of the following market sectors - Government, Financial Services, Telecommunications or Energy & Utilities;
  • Knowledge of various types of contracts and contracting mechanisms, and an understanding of different selling models for services, products (software licensing and hardware) and consultancy;
  • Good communication, inter-personal and negotiation skills (proficient in the English language), with the ability to forge strong working relationships with peers and other colleagues, as well as key stakeholders, communicate and report at senior level, and lead customer and partner negotiations;
  • Knowledge of contract law and legal/contractual issues, and the ability to provide guidance on all areas of the Company's commercial policy;
  • Experience of managing back to back contractual risks as part of large complex bids and contracts;
  • Astute analytical ability to identify commercial risks and devise a range of mitigations;
  • Knowledge and experience of managing in-contract management issues, including disputes and claims;
  • Ability to understand and challenge deal profitability, cash flow information, payment models;
  • Ability to draft bespoke agreements and other contractual documents, and formulate the full range of agreements with customers and partners, including teaming agreements, confidentiality agreements, and licences.
  • Experience and knowledge of cross-border/international contracting;
  • Knowledge of, and ability to adapt to, cultural and relational considerations of undertaking commercial responsibilities in varied environments;
•    Experience of contracting with both Australian Federal and State Government customers and financial sector customers;
  • Experience in contracting for hosted IT managed services or "Software-as-a-Service".

Security Clearance is required for this vacancy. If you are not currently Security Cleared, you will need to be eligible for this and willing to go through the process. For more guidance on National Security Vetting please click here.
About BAE Systems Applied Intelligence:
We help nations, governments and businesses around the world defend themselves against cyber crime, reduce their risk in the connected world, comply with regulation, and transform their operations.  We do this using our unique set of solutions, systems, experience and processes.
Our success is down to our people. The changing nature of our business means that we're constantly looking for the brightest talent to help us fulfil our ambitions. As an experienced professional, we'll entrust you with responsibility; this means that you'll have client contact, variety and support from day one.
We'll encourage and support you to develop your skills and reward you as you grow. Whatever your area of expertise, you'll be much more than just a job title; you'll be an integral part of the business where your individual contribution makes a difference every day. Great minds deserve great rewards, so we also offer a very competitive salary and benefits package.
Diversity and inclusion are integral to the success of BAE Systems Applied Intelligence. Staying competitive in today's global marketplace requires an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds - the best and brightest minds - can work together to achieve excellence and realise individual and organisational potential. We also welcome discussions about flexible working.
Division Overview: Commercial Solutions
BAE Systems has been in the business of protecting some of the world's most important assets and networks for over 100 years. We apply the same techniques, intelligence and strategy used in defending nations and governments to businesses as well.  That's us - Commercial Solutions - a division of BAE Systems that specializes in providing businesses around the globe with the products and services they need to stay protected in today's connected world.

We offer a broad portfolio of on premise, managed and cloud-based products and services that are proven to protect our clients against financial crime and persistent cyber attackers. 
We aim to be a global industry-leading, cyber and financial crime products business and will do this by leveraging the BAE Systems brand and by delivering higher grade security solutions for our clients.

Help us secure a connected world by being an unseen hero. Apply now and be inspired.

Similar jobs

Similar jobs