Commercial Director

Key Internal Relationships:

With broadly, 60-70% of their time advising internal delivery teams working across our portfolio of MSAs, close working relationships with the MD of Full-Service MSA Delivery (FS-MSA, Operations, or “Ops”), the Operations Delivery Director, Portfolio Directors and GMs will be essential.

The Commercial Director will have an affiliation with the Commercial Advisory practice which sits within the Professional Services and Consulting Solutions (PS&CS) Business Area. Therefore, a close working relationship with the Managing Director of PS & CS is essential.

The Commercial Director will play a pivotal role in shaping the commercial strategy of opportunities, proposals and strategic relationships which lead to new work for Vercity. Therefore, a good relationship with the Managing Director of Strategic Growth, and their team will be important.

The Commercial Director will work closely with the Vercity teams which oversee the delivery our MSA contracts, the respective project investor, counterparties (including public authorities and FM contractors), and the operations senior management team to drive continuous improvement, achieve strategic objectives, and ensure commercial excellence.

Leadership support to the Governance and Compliance team within the Ops Business Area.

Key Accountabilities:

Commercial Support to Portfolio of MSA Projects

• As a member of the Operations’ Senior Leadership Team, the role involves providing a wide range of commercial support and advice to the Vercity teams delivering MSA scope to clients across a large portfolio of PFI projects in the UK.
• The role will assist projects that could experience a range of challenges and require increased commercial focus and strategic thinking. The Commercial Director could be required to work closely with all or any of the stakeholders around these projects (investors, the public authority and FM contractors) to articulate, respond to and to resolve commercial issues and disputes.
• Lead the development and implementation of commercial strategies across the UK portfolio, individual projects and associated engagements, ensuring alignment with the needs of the specific stakeholders, Vercity’s strategic objectives and enterprise risk management.
• Where additional engagements, or services, or any scope which is not part of the MSA services are required, provide commercial support to ensure they are procured and contracted competently, presented to client organisations for approval. Furthermore, where Vercity is also the supplier of those respective additional engagements, and protect Vercity’s interests.
• Oversight and leadership of the Commercial practitioners dispersed throughout the FS-MSA Business Area.
• Support to FS-MSA Operations’ Assurance team which sites within the business area and provides compliance checks on, and updates to, standard operating procedures, as well as regulatory, H&S, and contract requirements.
  Corporate Commercial Leadership and Governance
• Monitor and report on Commercial Performance, insights, and strategic recommendations. Identify and implement “best practices” and opportunities for improvement in contract management and monitoring activities.
• Ensure effective management of commercial activities, including standard terms and conditions, reviewing bespoke or client contract, advising negotiations, and commercial risk management.
• Manage our supply chain of specialist commercial and legal advisors. Managing appointments of external legal advisors to provide specialist advice, including the agreement of their scope, deliverables and fees.

Continuous Improvement

• Continuously review and augment our management system (“VMS”), policies and procedures with respect to Vercity’s commercial and contract management, to ensure we have best-in-class governance and controls in place. Both at an internal corporate level, as well as within the projects and engagements that we are delivering for clients.
• Champion digital transformation initiatives to enhance commercial performance and reporting.
• Drive continuous improvement across Vercity’s portfolios of MSA projects which, in turn, will help to produce business growth and to achieve strategic objectives.
• Lead by example, with a growth mindset, by instilling a culture of continuous improvement and innovation relating to commercial issues within the Ops Business Area and broader business.
• Coach, mentor and deliver commercial awareness training to the Operations division on lessons-learned and on key experiences from specific projects – to drive forward improvements across other projects within Vercity’s MSA portfolio.

Key Performance Indicators (KPIs):

• We have company-level balanced goals and objectives which includes KPIs relating to People, Culture, Growth and Financial performance.
• The Commercial Director align with these KPIs, but it will be in their remit to propose subsets and operational-level KPIs to help monitor their progress and impact. It is expected that these will include (but not be limited to) metrics such as variance to as-sold, contract compliance, bid success rate, value of unsettled disputes, and Client Satisfaction Rating.

Other Responsibilities:

In addition to the Key Accountabilities above, as a member of Commercial Director will be responsible for contributing to:

• Leadership and Vision: Providing visionary leadership to inspire and guide client-facing colleagues in the execution of best-practice commercial management.
• Always role modelling our corporate values and expected behaviours.
• Coaching and Mentoring: Nurturing a culture of innovation and fostering the development of commercial savviness, negotiation, and relationship management skills (with the support of the Learning and Development function of the HR/People team).
• Budgeting and Resource Allocation: Overseeing the commercial and legal budgeting process and allocating resources effectively.
• Collaborating with other functional heads to align the Commercial Community of Practice with overall company objectives.
• Stakeholder Engagement: Build and maintain strong relationships with internal and external stakeholders including clients, partners and industry leaders. Represent the organisation in meetings with clients, government bodies, advisors, investors, lenders and other key stakeholders. Communicate effectively with stakeholders to ensure alignment and support for project objectives.
• Monitor market trends, competitor activities, and industry developments to inform strategic decisions when advising on commercial issues.

EXPERIENCE and KNOWLEDGE

• Proven experience and track record of leading commercial strategy, governance and risk management to support growth within a professional services, consulting, or business process outsourcing organisation.
• Experience in the infrastructure or built-asset market, with a reasonable understanding of how projects are delivered and/or managed/maintained through their whole lifecycle. Ideally, within both publicly funded and privately financed structures (DBFO, PPP/PFI, Project Finance, and similar public-private delivery models).
• Proven track record in risk management, including identification, mitigation, and reporting of commercial risks.
• Demonstrable capability in building their business-to-business network, creating new relationships and nurturing over time.
• Highly entrepreneurial and commercially astute with a track record of successful negotiations and a willingness to explore different business/revenue models.
• Leadership Experience: A track record of successful leadership, teamwork and/or team management in their respective field.
• Technology Proficiency: Having a good grasp of various digital and data technologies.
• Change Management: Proven experience in implementing change and overcoming resistance by using various management approaches to help the respective organisation navigate through the transition smoothly.
• Data-Driven Decision Making: Proven experience in using data to communicate issues, options and decisions.
• Client-Centric Approach: Client-facing experience of co-creating solutions, seeking/responding to feedback and meeting clients’ expectations with the outcomes.
• Demonstrated experience integrating ESG and sustainability considerations into commercial decision-making.

PERSONAL ATTRIBUTES 

• Alignment with Vercity’s corporate values: Integrity, Collaboration, Professionalism, and Make-a-difference.
• An entrepreneurial mindset with strong self-motivation to succeed.
• An innovative Mind: Forward-thinking and open to exploring new ideas and innovative solutions. Encouraging experimentation and a culture of innovation will help advance Vercity.
• A compelling communicator with gravitas, tenacity, and a natural ability to ‘read the room’ and adapt their style accordingly.
• Adaptability and Resilience: Able to navigate through challenges, learn from setbacks, and guide others through various transitions
• Continuous Learning: Possessing a ‘growth mindset’ and demonstrating a commitment to continuous learning; Staying up to date with industry and market trends, seeking opportunities for personal and professional development, and encouraging a culture of learning in every part of Vercity.
• A passion for driving change, continuous improvement and developing people.

QUALIFICATIONS 

• Minimum 10 years’ experience in commercial management and leadership, including building C-suite relationships.
• Bachelor’s degree in an engineering, law, finance, business management, facilities management, or quantity surveying disciplines.
• Master’s Degree (optional but advantageous) in Business Administration (MBA) or a related master’s degree in a relevant field.
  Professional Certifications from relevant professional bodies (e.g., MRICS, CIPS, IACCM) would enhance a candidate’s attractiveness for this role.