Commercial Manager

4 weeks ago

Canberra, Australia BAE Systems Full time

BAE Systems Digital Intelligence is home to 4,500 digital, cyber and intelligence experts. We work collaboratively across 10 countries to collect, connect and understand complex data, so that governments, nation states, armed forces and commercial businesses can unlock digital advantage in the most demanding environments.

**About BAE Systems Digital Intelligence**

BAE Systems Digital Intelligence is home to 4,500 digital, cyber and intelligence experts. We work collaboratively across multiple countries to collect, connect and understand complex data, so that governments, nation states, armed forces, critical national infrastructure organisations and commercial businesses can unlock digital advantage in the most demanding environments.

The Digital Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future. We help nations' governments and businesses around the world defend themselves against cybercrime and national security threats, reduce their risk in the connected world, and transform their operations. We do this using our unique set of solutions, expertise and experience.

**Commercial Role Summary**

Our mission as the Commercial Team is to provide trusted advice, expertise and resources that enable BAE Systems to win and deliver successful contracts and grow a sustainable and valued business for BAE Systems and our customers. We are looking for passionate people to join the Commercial Team who are looking for an exciting and challenging career in this fast growing industry.

As a Commercial Manager you will be a key player in providing Commercial services, support and implementation of commercial strategy to meet the needs of our fast-paced business and customers in Australia primarily, but also the wider APAC region. The role will also include a development opportunity, as it will involve Commercial representation on the Australian Government leadership team, as well as exposure to other senior leadership.

The focus of your role will be to facilitate the transaction of good business throughout the full sales lifecycle - from sales through to contract conclusion. You will be at the forefront of discussions with varied customers, shaping their requirements, using your own negotiation plan through which you have channelled your accumulated knowledge and experience.

A Commercial Manager is a vital conduit between stakeholders. Adapting to cultural and relational considerations, you will lead development and maintenance of good, trusted customer commercial relationships. With robust stakeholder relationships you will occupy a central position co-ordinating actions, influencing the price build-up and liaising with and drawing together the knowledge of other areas, such as Account Management, Bid Management, Finance, Treasury, Legal, Group IP, Delivery and Project-specific teams.

**What You Will Be Doing**
- Acting as the primary customer interface for proposals and contractual matters
- Leading and influencing the negotiation plan and customer contract negotiations
- Providing guidance to the business on commercial issues and internal governance
- Identifying commercial risks and opportunities, and devising appropriate mitigations
- Leading and supporting the preparation of proposals, contracts, SOWs and changes
- Providing contract management support activities throughout the contract lifecycle, incl. for changes, claims and disputes
- Leading on close-out issues in the final stages of contracts
- Proactively engaging other functions to enhance the commercial solution
- Working with Procurement to leverage the supply base, and with Supply Management on managing back to back and flow-down risks
- Influencing the price build-up, including recommending commercial contingencies

***

**What We Are Looking For**
- Knowledge and experience of contracting with customers in one of more of the following sectors: Australian Defence, National Security and Federal Government departments & agencies
- Some knowledge and experience of cross-border/international contracts (preferred, but not essential)
- Experience in bidding, drafting, negotiating and closing large and complex government deals
- Knowledge of legal issues, profitability requirements, contract structure, terms and conditions, sub-contract considerations, funding and payment plans
- Knowledge of various types of contracts, agreements and contracting mechanisms, and an understanding of different selling models for solutions, services and products
- Astute analytical ability to identify commercial risks and opportunities, and ability to devise a flexible range of mitigations
- Ability to understand and challenge project P&L accounts
- Knowledge and experience of contract management issues, including changes, claims and disputes
- Enthusiasm with high levels of self-motivation, integrity and resilience, with an ability to prioritise a demanding workload, and operate under

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