Commercial Director

JOB OBJECTIVES

The Commercial Director holds a pivotal leadership role responsible for the development and execution of the company’s commercial strategy, ensuring long-term profitability, contractual compliance, and sustainable growth. This role involves overseeing all commercial activities, including pre- and post-contract functions, across multiple projects or business units. The Commercial Director works closely with senior leadership to ensure commercial decisions align with broader business objectives.

RESPONSIBILITIES

• Strategic Commercial Leadership: Develop and lead the implementation of commercial strategies to support company growth and financial targets. Ensure commercial practices are robust, efficient, and aligned with strategic priorities.

• Pre-Contract Management: Oversee all pre-contract activities including procurement strategy, preparation of tender documentation, contract negotiation, bid evaluation, and risk assessment. Ensure the commercial viability and competitiveness of proposed projects.

Key areas of focus include:

• In-depth knowledge of measurement standards (POMI, NRM, CESMM, etc.)
• Expertise in costing, cost prediction, and benchmarking techniques
• Strong understanding of design economics, price analysis, and project financing models
• Proven ability to manage commercial risk during the design and procurement stages
• Expert-level knowledge in commercial management, with a focus on adding value and cost certainty from project inception

• Post-Contract Management: Lead post-contract operations such as contract administration, change control, cost reporting, payment certifications, claims management, and final account agreements. Monitor performance to ensure delivery within budget and contractual terms.

• Risk and Opportunity Management: Identify, assess, and manage commercial risks and opportunities across the business. Establish frameworks for risk mitigation and capitalise on emerging opportunities to enhance commercial outcomes.

• Client and Stakeholder Relations: Manage high-level relationships with clients, partners, contractors, and consultants. Act as the senior representative for commercial negotiations and dispute resolution, ensuring strong commercial alignment and client satisfaction.

• Leadership and Team Development: Lead and mentor a multidisciplinary team including Commercial Managers, Quantity Surveyors, and commercial support staff. Promote a high-performance culture focused on accountability, excellence, and professional development.

Include responsibility for:

• Resource planning and effective allocation across projects and regions,
• Succession planning and team structure optimization.

• Financial and Contractual Oversight: Ensure robust financial control across all commercial activities. Review and approve key contracts, procurement frameworks, and commercial decisions to safeguard the company’s financial interests.
• Business Development Support: Collaborate with senior leadership and bid teams to support business development activities, including the commercial review of proposals, pricing strategies, and market positioning.

• Governance and Compliance: Ensure that all commercial practices comply with legal, regulatory, and ethical standards. Establish reporting structures and ensure transparency in commercial operations and decision-making.

PREFERRED QUALIFICATIONS

• Degree in Quantity Surveying, Commercial Management, Finance, or a related field; a Master’s degree or MBA is desirable.
• Chartered Member of the Royal Institution of Chartered Surveyors (MRICS) is mandatory.
• Minimum 15 years of post-degree experience, with significant pre-contract commercial management exposure
• Strong understanding of both pre- and post-contract functions and their application across a range of project types.
• Demonstrated ability to lead large commercial teams and influence decision-making at executive and board level.
• Excellent negotiation, communication, and interpersonal skills.
• Proven experience managing high-value contracts and driving commercial performance across complex portfolios.
• Experience in international or multi-disciplinary environments is advantageous.
• Strong commitment to professional integrity and ethical conduct.