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Objective
The Commercial Lead acts as the senior commercial authority for the Rolls-Royce Framework and is accountable for commercial performance, contractual position, financial outcomes, risk management and value creation across all projects and programmes delivered under the framework.
The role provides strategic commercial leadership, ensuring commercial excellence throughout the project lifecycle from concept development and pre-construction through delivery, change management, final account settlement and close-out.
Working as a key member of the Framework Leadership Team, the Commercial Lead will drive sustainable commercial performance, protect and enhance margin, maximise cash generation, ensure contractual compliance, develop strategic supply chain relationships and support the continued growth of the Rolls-Royce partnership.
Role responsibilities
Key Responsibilities
Commercial Authority & Accountability
- Act as the senior commercial authority across the Rolls-Royce Framework.
- Own commercial outcomes including margin performance, cash performance, working capital, commercial risk and contractual entitlement.
- Establish and maintain a clear commercial strategy aligned to framework objectives.
- Provide authoritative commercial advice to the Framework Director and senior stakeholders.
- Lead commercial decision-making on all material commercial matters.
- Define and maintain commercial standards, controls and governance across the framework.
Strategic Commercial Leadership
- Develop and implement framework commercial strategy supporting growth, profitability and client objectives.
- Drive continuous improvement in commercial performance and governance.
- Identify opportunities to enhance value creation and operational efficiency.
- Promote a culture of commercial excellence, accountability and collaboration.
- Support business planning and long-term framework development.
Negotiation Leadership
- Lead high-value and complex commercial negotiations with clients, suppliers and strategic partners.
- Establish and maintain robust commercial positions.
- Protect contractual entitlement and commercial value.
- Balance commercial protection with long-term relationship management.
- Support resolution of contentious commercial matters and disputes.
Commercial Delivery & Performance
- Lead commercial management throughout the full project lifecycle.
- Maintain robust CVR, forecasting and reporting processes.
- Challenge project teams to improve productivity, efficiency and commercial outcomes.
- Ensure accurate forecasting of revenue, cost, margin and cash performance.
- Lead commercial reviews across all projects and programmes.
- Monitor performance against framework KPIs and financial targets.
Change, Claims & Entitlement
- Lead framework-wide change control processes.
- Ensure contractual entitlement is identified at the earliest opportunity.
- Drive best practice across compensation events, variations, extensions of time, loss and expense claims and commercial claims.
- Ensure claims are properly evidenced, quantified and submitted.
- Maximise commercial recovery across all projects.
- Establish entitlement management processes and reporting.
Final Accounts & Cash Performance
- Own final account strategy across the framework.
- Drive timely agreement of final accounts.
- Maximise recovery of all contractual entitlement.
- Improve cash conversion and working capital performance.
- Minimise aged debt and unresolved commercial issues.
- Monitor and report cash performance across the portfolio.
Contract & Risk Management
- Own the commercial risk profile of the framework.
- Ensure compliance with all contractual obligations and commercial procedures.
- Lead commercial risk identification, mitigation and escalation.
- Manage engagement with legal advisors on complex contractual matters.
- Support dispute avoidance and dispute resolution activities.
- Maintain commercial risk registers and mitigation plans.
- Ensure NEC and JCT contractual mechanisms are fully utilised and properly administered.
Supply Chain & Procurement Leadership
- Lead procurement strategy across the framework.
- Develop procurement plans aligned to project and client requirements.
- Ensure fair, competitive and compliant tendering activities.
- Support consultant and contractor procurement.
- Establish strategic supplier relationships.
- Develop supplier performance frameworks and KPI reporting.
- Conduct regular supplier reviews.
- Drive accountability for cost, quality, programme and safety performance.
- Promote supplier innovation and continuous improvement.
- Leverage framework buying power to achieve best value outcomes.
- Intervene directly in high-risk or high-value supply chain matters where required.
Value Management & Commercial Improvement
- Lead value engineering and value management initiatives.
- Promote whole-life cost thinking across project teams.
- Identify cost reduction opportunities without compromising performance.
- Challenge waste and promote lean delivery principles.
- Support innovation and continuous improvement programmes.
- Ensure commercial lessons learned are captured and implemented.
Pre-Construction Commercial Leadership
- Support project development from concept through RIBA design stages.
- Provide cost planning and budgetary guidance.
- Participate in option appraisal and value management exercises.
- Ensure designs remain commercially viable and deliverable.
- Support consultant appointments and design procurement activities.
- Contribute to business case development and investment approval processes.
- Support early risk identification and mitigation.
Client Relationship & Partnership Management
- Build and maintain trusted relationships with Rolls-Royce stakeholders.
- Support open-book and transparent commercial practices.
- Present commercial performance at governance meetings.
- Understand client priorities and align commercial strategies accordingly.
- Contribute to framework growth and client satisfaction.
- Support collaborative problem solving and continuous improvement initiatives.
Leadership & Team Development
- Lead, mentor and develop a high-performing commercial team.
- Establish clear accountabilities and performance expectations.
- Develop capability within Quantity Surveying and Commercial teams.
- Promote succession planning and talent development.
- Ensure consistency of commercial processes and standards.
- Foster a culture of ownership, integrity and continuous improvement.
Governance & Compliance
- Implement and comply with Mitie Delegated Authorities and Commercial Governance requirements.
- Ensure adherence to Sector Governance Controls and Integrated Management System requirements.
- Support framework reporting into Group governance and risk forums.
- Coordinate legal review of material contract amendments and new terms and conditions.
- Maintain compliance with all relevant commercial policies and procedures.
- Support internal and external audits where required.
Key Accountabilities
The Commercial Lead will be accountable for:
- Framework commercial performance.
- Margin protection and enhancement.
- Cash generation and working capital performance.
- Commercial risk management.
- Contractual entitlement recovery
- Change and claims performance.
- Final account settlement.
- Supply chain commercial performance.
- Commercial team development.
- Forecasting and reporting accuracy.
- Commercial governance compliance.
Person specification
Essential Experience
- Significant commercial leadership experience within construction, engineering, infrastructure, projects or facilities management environments.
- Experience managing portfolios exceeding £50m annual value.
- Proven track record of delivering commercial performance, margin improvement and cash generation.
- Strong working knowledge and practical application of NEC contracts and, where applicable, JCT contracts within major projects, programmes or framework environments.
- Experience leading high-value negotiations.
- Demonstrable success managing claims, entitlement and final accounts.
- Experience leading commercial teams and developing commercial professionals.
- Strong stakeholder management and client-facing experience.
- Experience operating within governance-driven environments.
Essential Qualifications
- Degree qualified in Quantity Surveying, Commercial Management, Construction Management, Engineering, Finance or a related discipline, or equivalent demonstrable commercial experience.
Desirable Qualifications & Experience
- CIPS qualification or membership.
- Experience within aerospace, defence, nuclear or other highly regulated environments.
- Security clearance eligibility.
- Experience operating within strategic framework agreements.
Core Competencies
- Strategic Commercial Leadership
- Claims & Entitlement Management
- Communication & Presentation
- Client Relationship Management
Success Measures
Success in the role will be measured through:
- Cash and working capital performance.
- Change and claims conversion.
- Final account closure performance.
- Commercial governance compliance.
- Supply chain performance.
- Team engagement and development.
- Framework growth and profitability.
Note
This job description Is intended to give the post holder an appreciation of the role envisaged for this position and the range of duties undertaken. Specific tasks and objectives will be agreed with the post holder throughout the period of employment. The job description may be varied from time to time by the Company to reflect changes in the post holder's role and/or the needs of the business.
