Head of Commercial Operations - Job ID: 1828

Reporting to the Chief Commercial Officer (CCO), the Head of Commercial Operations serves as the primary focal point for Commercial Operations (predominantly UK) and Group Commercial Projects. They are accountable for developing and implementing effective commercial strategies and management of commercial relationships with key clients. Additionally, they will play a key role in supporting all Group Commercial projects as a critical member of the Senior Management team of the commercial function. Key responsibilities include:

• Developing and executing a commercial strategy focussed on driving growth and profitability.
• Managing and nurturing relationships with major clients and stakeholders to ensure a high level of customer satisfaction and to optimise growth opportunities with existing customers.
• Establishing best practice across the function, identifying opportunities to optimise efficiency and eliminate process waste.
•  Supporting across all functions within the Commercial department - providing greater resilience.
• Monitoring performance metrics and making data-driven decisions to optimise commercial initiatives.
• Developing the high-performing team through structured personal development.

Leadership and Collaboration

• Provide inspiring leadership of the Commercial function, driving improvements across the business and providing confidence to AMB that the function is performing optimally.
•  Lead on contract pricing strategies for both customer acquisition opportunities and renewal.
• Collaborate with the BD/Sales function to support the smooth, effective and profitable capture of all potential opportunities.
•  Collaborate with Operations leaders to ensure effective processes for communicating commercial drivers and detail - i.e. so that Operations know how we can optimise contract returns.
• Collaborate with Legal function to ensure all contracts are aligned to ASCO Contracting Protocols.
• Serve as a senior representative of ASCO with external stakeholders.
• Lead and develop Commercial personnel to ensure they fulfil their potential.

Project leadership and support to CCO

• Act as the first line of escalation for the Commercial department.
• Coordinate value adds activities of the Commercial function.
• Develop and implement effective processes and discipline in Commercial operations.

Strategy

• Development and Ownership of the UK commercial strategy.

Growth

• Collaborate with BD and Sales teams to ensure that the commercial function is effectively supporting the capture of all opportunities.
• Ensure that all existing customer contracts are fully leveraged to deliver optimal profitability and that all opportunities for scope expansion are captured.
• Support the Key Account Managers in developing and fostering positive client relationships that will lead to longer term opportunities.

Process

• Refresh and communicate the ASCO Commercial Protocols guidance.
• Enhance commercial processes to optimise effective use of resources.
• Own (on behalf of Group) the Stage Gate App working with the Tendering Manager and Contracts Manager, internal stakeholders and IT to continue to evolve and improve the tool.
• Work with the Market Analysis and Project Lead to identify and implement an effective (Group Wide) Contract Management Database.
• Develop and implement effective processes and discipline in Commercial operations.

Governance

• Ensure the highest standards of governance and compliance is maintained across the commercial function.
• Ensure compliance with Group Contracting Protocols and Delegation of Authority.

Pricing

• Lead on the development of pricing strategies for new and existing contracts.
• Identify and implement improvements in the efficiency of the tender pricing process.
• Ensure all pricing aligns with ASCO Commercial protocols in relation to minimum expected return.

Competencies, Experience, Behaviours:

• Experience: significant experience in managing the commercial operations of an energy or industrial services business.
• Leadership: experienced and credible leader, comfortable in engaging across all levels of internal and external stakeholders from shop floor to C-Suite. Ability to effectively lead, champion and develop mid and junior career level personnel to enable them to progress into more senior positions. The ideal candidate will have a nurturing outlook, focussed on supporting the team towards continuous improvement and excellence.
• Knowledge: strong and demonstrable knowledge of the UK Energy sector and the associated commercial drivers and challenges. Working knowledge of contracts, including LOGIC based contracts and the ability to translate this to identification of risk and opportunity.
• Entrepreneurial: demonstrable ability to think laterally and act dynamically to seize on new opportunities that further the Group's ambitions.
• Responsive: commitment to proactive and positive support of internal and external stakeholders.
• Courageous: willingness and ability to have challenging customer and colleague conversations, with a positive outcome.
• Inquisitive: willingness to challenge convention, existing practice and ask "Why?".