Head of Commercial & Estimating
Sub Division: Defence
Location: Camberley
Contract Type: Permanent
Hours: Full Time - 40 hours - Monday to Friday
Creating and maintaining great places to live and work delivered by excellent people who care…
Purpose of Role
VINCI Facilities is seeking an experienced and commercially astute Head of Commercial & Estimating to lead the commercial, estimating, procurement governance and contractual oversight functions within one of our largest and most strategically important Defence business units.
This is a senior leadership role within a high-profile business unit responsible for delivering a significant programme of planned and reactive works across a secure Defence estate. With an annual programme of works currently valued at approximately £79m, this position plays a critical role in ensuring commercial excellence, robust governance, profitable growth and successful project delivery.
Job Description
Reporting into the senior leadership team, you will lead a multidisciplinary commercial function of approximately 15 employees across estimating, pre-contract, commercial administration, payment functions and quantity surveying disciplines. You will be responsible for developing commercial strategies, overseeing tendering and estimating activities, managing contractual and commercial risk, and ensuring the business maintains strong supplier and stakeholder relationships.
This role would suit an established commercial leader with a strong construction background, ideally complemented by facilities management experience, who thrives in a hands-on environment and enjoys leading teams through complex, high-value programmes of work.
Responsibilities
Commercial Leadership & Governance
- Lead the commercial and estimating functions across the Defence business unit.
- Act as the commercial lead for a large-scale portfolio of construction and facilities management works.
- Ensure robust commercial governance, contractual compliance and adherence to VINCI Facilities policies, procedures and delegated authorities.
- Drive commercial performance while protecting business margins and managing contractual risk.
- Support the development and execution of business unit commercial strategies and growth plans.
- Work closely with operational delivery teams to ensure commercial objectives are achieved throughout the project lifecycle.
- Take shared responsibility with operational and sector commercial teams for the financial performance of successful tenders following contract award and mobilisation.
Estimating & Tender Management
- Lead and develop the estimating function to ensure accurate, timely and competitive pricing submissions.
- Oversee the preparation of comprehensive cost models, pricing strategies and tender submissions.
- Develop innovative commercial solutions that maximise competitiveness while ensuring acceptable risk levels and profitability.
- Ensure tender pricing reflects business plan targets, market conditions and operational delivery requirements.
- Maintain and continually improve tender pricing models, benchmarking tools and commercial reporting.
- Provide expert guidance on a range of commercial and contract pricing models, including:
o Target Cost
o Cost Reimbursable
o Return on Investment (ROI)
o Comprehensive Pricing Models
o Variant Commercial Solutions
Commercial Risk & Contract Management
- Lead the identification, assessment and mitigation of commercial and contractual risks.
- Undertake commercial and contractual reviews of tender documentation, including:
o Terms and Conditions
o Contractual obligations
o Insurance requirements
o TUPE considerations
o Pension liabilities
- Support the development and maintenance of tender risk registers.
- Work closely with legal specialists, operational commercial teams and stakeholders to ensure VINCI's commercial interests are protected.
- Prepare commercial strategy papers, pricing notes and governance submissions.
Supply Chain & Procurement
- Collaborate with procurement teams and supply chain partners to develop innovative and cost-effective delivery solutions.
- Ensure supply chain arrangements are established and maintained to support planned programmes of work.
- Support procurement governance and commercial decision-making throughout the project lifecycle.
- Develop strong relationships with key subcontractors and strategic partners.
Leadership & Team Development
- Provide leadership and direction to a team of approximately 15 commercial professionals.
- Directly manage senior team leads across:
o Pre-Contract Team
o Commercial & Contracting Team
o Quantity Surveying Function
- Develop a high-performing commercial culture focused on continuous improvement, collaboration and accountability.
- Mentor and develop commercial staff, including graduates and emerging talent.
- Promote commercial awareness throughout the wider business unit.
Business Performance & Stakeholder Management
- Work closely with the Business Unit Financial Controller to ensure effective financial management and reporting.
- Monitor budgets associated with tendering activities, commercial functions and sales initiatives.
- Produce insightful commercial and management reporting to support senior leadership decision-making.
- Maintain records relating to:
o Tender settlements
o Risk committee approvals
o Margin expectations
o Win/loss performance analysis
- Support customer engagement, presentations and strategic discussions where required.
- Represent the commercial function at senior internal and external stakeholder meetings.
Essential Qualifications/Skills
We are looking for a commercially driven leader who combines strategic thinking with a hands-on approach and has a proven track record of managing complex construction programmes and commercial functions.
Essential Experience
- Significant senior commercial management experience within construction, infrastructure, defence, building services or facilities management environments.
- Proven experience leading commercial and estimating teams within a multi-project environment.
- Strong understanding of contract governance, commercial governance and risk management.
- Experience supporting projects ranging from £500k to £25m+ in value, with oversight of multiple concurrent programmes.
- Demonstrable knowledge of procurement, supply chain management and contract administration.
- Strong commercial acumen with experience developing winning tender strategies and pricing solutions.
- Experience managing and developing high-performing teams.
Technical Knowledge
- Contractual and commercial management principles.
- Construction estimating and cost planning.
- NEC, JCT and related contract forms.
- Risk management and tender governance.
- Financial analysis and business planning.
- Procurement and supplier relationship management.
Personal Attributes
- Strong leader with excellent people management skills.
- Self-motivated and highly organised.
- Hands-on and willing to engage in operational detail when required.
- Strong problem solver with excellent analytical capability.
- Highly credible communicator with the ability to influence stakeholders at all levels.
- Collaborative and relationship-focused.
- Commercially focused with a strong drive for results.
In return for your hard work we offer additional training and development, 26 days holiday (+ bank holidays), generous pension contribution, life assurance and much more.
We are VINCI Facilities – experts in the built environment. VINCI Facilities is a Facilities Management and Building Solutions provider, delivering cost-effective and sustainable bespoke solutions to customers in the public and private sectors. We are committed to working towards a lower carbon society, focusing on sustainable and innovative methods to exceed our partners' goals and add value for all stakeholders – and we were named the top-ranked FM service provider in the Sustainable FM Index for 2020. We put our people first. Always working as a team and collaborating from start to finish. We are the trusted expert in the built environment because we listen to our team and create a workplace that maximises their potential.
Fairness, Inclusion and Respect (FIR) at VINCI Facilities is about recognising and celebrating each other’s differences and what they bring to the team. Harnessing this diversity and applying the experiences, abilities and unique qualities of individuals will enhance our business; therefore, we commit to equity of opportunity and fair treatment of all current and potential employees and encourage job applications from all.
Should you require any reasonable adjustments to be made as part of the application process please contact us directly.
VINCI recognises the importance of helping our employees balance their work and home life by offering flexible working arrangements across many of our roles which include working from home to enable employees to balance their working life with other priorities.
Work Location: In person
