We are currently recruiting for a Regional Commercial Manager to lead the commercial performance of a portfolio of Hard Facilities Management contracts.
Reporting to the Commercial Director and working in close partnership with the Regional Operations Director, this role is critical to protecting and enhancing contract profitability, managing contractual risk, maximising commercial opportunities, and ensuring robust governance across public and private sector contracts.
This is a role for an individual who thrives in a complex contractual environment and has a proven ability to influence clients, negotiate successful commercial outcomes, and drive sustainable business performance.
You will act as the commercial lead across your portfolio, providing strategic direction to operational teams while building strong relationships with client commercial and business stakeholders. You will also be responsible for managing the commercial support needs across the contracts including the identification and management of additional commercial support.
This role will be home based and will require attending client locations, Scotland and North of England is preferable
Key Responsibilities:
Commercial & Financial Performance:
- Own and drive commercial performance across a portfolio of FM contracts.
- Understand the contract and lead the identification, development, pricing and recovery of contract variations, compensation events, additional works and revenue opportunities.
- Negotiate and draft changes to the contract specification and documentation
- Provide strategic commercial support to operational leadership teams to maximise profitability and cash generation.
Customer and Stakeholder Management:
- Act as the senior commercial interface between the business and customer.
- Lead commercial negotiations relating to change, variation recovery, dispute resolution, service development and contractual amendments.
- Build trusted relationships with customer commercial, procurement and operational stakeholders.
Strategic Support
- Partner with Regional Operations Director and Finance Business Partner to align commercial strategy with operational delivery.
- Mentor and support operational teams in commercial best practice.
- Contribute to wider commercial improvement initiatives across the business.
- Support the Commercial Director in developing commercial governance, reporting and capability across the region.
Essential Hiring Criteria:
- Relevant experience of working on facilities management contracts.
- Adequate Microsoft Excel competency - pivots, trackers, tables, functions, calculations.
- Degree qualified in a commercial / business / surveying discipline and / or relevant professional qualification (such as Quantity Surveying, Commercial Management, Law, Business, RICS etc or similar discipline) is preferred
- Proven track record of improving contract profitability through effective commercial management.
- Experience managing contracts delivered under public sector frameworks and/or regulated procurement environment
- Understanding of contract forms including NEC, CCS Frameworks and bespoke FM agreements is preferred.
- Experience leading high-value contract negotiations or variations and resolving commercial disputes.
- Strong financial acumen with experience of CVRs, forecasting, budgeting and risk management.
- Ability to influence and challenge senior stakeholders internally and externally.
- Excellent commercial drafting, presentation and communication skills.
- Experience of negotiating contract variations to successful close out.
- Line management experience.