Commercial Solutions Manager

**Commercial Solutions Manager**
- ** Permanent full-time role, based in either Brisbane, North Sydney or Newcastle**:

- ** Lead the commercial solution design process for rail haulage agreements and rail investments**:

- ** Interface with executive level decision makers within a collaborative, supportive environment**

**About us**

Pacific National (PN) is the largest private provider of diversified rail freight services in Australia. We haul a variety of freight including coal, intermodal containers, steel, and a range of bulk commodities and materials that keep the region's economy, businesses and households running. We are a company built on solid foundations and we are incredibly proud of the essential role we continue to play supporting Australia's supply chain. At Pacific National, we take great pride in delivering our best every day and have a relentless focus on customer service and place **safety above all else**.

We operate nationally with approximately 3,500 staff in over 90+ sites across Australia. We respect and care for the communities in which we operate and continue to evolve our community engagement and strengthen relationships through partnerships and investment. We are focused on reducing the carbon emissions of our business, while also enabling the reduction of carbon emissions in the broader supply chain to support the National targets.

**About the role**

Reporting to the Head of Commercial Solutions, the Commercial Solutions Manager leads the commercial solutions team and ensures that contracts and commercial customer solutions are designed, costed, priced, and executed to deliver the optimal value for Pacific National.

Leading a team of Commercial Solutions Analysts, the Commercial Solutions Manager is responsible for ensuring that the internal deals process occurs through a business partnering approach with Business Development Managers and other stakeholders to deliver superior commercial outcomes. The role also includes an infrastructure investment element.

Key responsibilities include:

- Manage and develop capability within the team, including ensuring the team has a deep understanding of customer requirements in order to develop cost competitive commercial solutions.
- Manage the team to develop financial analysis that assesses the financial feasibility of rail haulage contracts and act as the custodian of the standard financial model.
- Assess market pricing, alternative pricing structures and customer next best alternative. Assist in preparing the customer negotiation strategy.
- Act as the internal lead on deals and coordinate the commercial solution design process including coordination of internal governance processes.
- Collaborate with a range of internal stakeholders such as Business Development Managers, Finance, and operational teams to identify and assess different scenarios and develop the optimal commercial solution.
- Conduct post-investment review of executed contracts and assist in haulage agreement handovers between commercial and operational teams to enable successful delivery against agreed contract terms.

**About you**

As an experienced and knowledgeable Commercial Solutions professional, you have demonstrated experience in a commercial role with expertise negotiating complex commercial deals and transactions with strong financial modelling skills.
- Demonstrated experience in leading and developing a commercially focused team.
- Understanding of financial modelling and pricing levers with a strong capability to communicate insights and recommendations effectively.
- Experience in writing investment papers.
- Comfortable working with a variety of stakeholders to determine and recommend optimised solutions.
- Understanding of sensitivity analyses and scenario testing for potential customer contract solutions.
- Tertiary qualifications in Finance or other related discipline is preferred.

**The benefits**

At Pacific National we value diversity, inclusion, and the contribution of each team member. Our values underpin our commitment to create an inclusive culture where everyone is accepted and valued for who they are, enabling everyone to bring their authentic selves to work.

When you join the Pacific National team, you'll be encouraged to take ownership of your career and we'll be there to support you with a range of exciting initiatives including:

- Industry leading programs focussed on your growth and career development
- Paid parental leave up to 12 weeks for primary carers at full pay after 12 months service
- Opportunity to purchase additional annual leave
- A focus on your mental health and wellbeing through our PeerConnect program
- Access to our Employee Assistance Program, administered by Benestar, offering confidential counselling services for employees and their eligible family members, paid for by us at no cost to you
- Access to Unmind, a digital platform that gives you access to tools, training and exercises that will support