Overview

The Commercial Director has two primary objectives which are to:

1. Provide strategic leadership and corporate governance on commercial matters, including raising the general commercial acumen and savviness, relating to the UK business.
2. Provide advisory support to Vercity’s teams which deliver core services via our portfolio of Managed Services Agreements ("MSA") to PFI/PPP/Project-financed Projects in the UK.

It is anticipated that time will be allocated approximately 40% to objective 1 and 60% to objective 2.

Location

Vercity Office, London or Leeds, with travel to Projects as required.

Reporting To

This role will have unfettered access to the Senior Leadership Team and Regional Chief Executive Officers (UK and Canada), but from a line management perspective it will report into the Group Financial Director.

Key Responsibilities

Key Internal Relationships

With broadly 60-70% of their time advising internal delivery teams working across our portfolio of MSAs, close working relationships with the MD of Full-Service MSA Delivery (FS-MSA, Operations, or “Ops”), the Operations Delivery Director, Portfolio Directors and GMs will be essential.

The Commercial Director will have an affiliation with the Commercial Advisory practice which sits within the Professional Services and Consulting Solutions (PS&CS) Business Area. Therefore, a close working relationship with the Managing Director of PS & CS is essential.

The Commercial Director will play a pivotal role in shaping the commercial strategy of opportunities, proposals and strategic relationships which lead to new work for Vercity. Therefore, a good relationship with the Managing Director of Strategic Growth, and their team will be important.

The Commercial Director will work closely with the Vercity teams which oversee the delivery of our MSA contracts, the respective project investor, counterparties (including public authorities and FM contractors), and the operations senior management team to drive continuous improvement, achieve strategic objectives, and ensure commercial excellence.

Leadership support to the Governance and Compliance team within the Ops Business Area.

Key Accountabilities

Commercial Support to Portfolio of MSA Projects

• As a member of the Operations’ Senior Leadership Team, provide a wide range of commercial support and advice to the Vercity teams delivering MSA scope to clients across a large portfolio of PFI projects in the UK.
• Assist projects that could experience a range of challenges and require increased commercial focus and strategic thinking. The Commercial Director may need to work closely with stakeholders (investors, the public authority and FM contractors) to articulate, respond to, and resolve commercial issues and disputes.
• Lead the development and implementation of commercial strategies across the UK portfolio, individual projects and associated engagements, ensuring alignment with the needs of stakeholders, Vercity’s strategic objectives and enterprise risk management.
• Provide commercial support for any additional engagements, services or scope outside the MSA services to ensure they are procured and contracted competently and presented to client organisations for approval, safeguarding Vercity’s interests.
• Oversee and lead the Commercial practitioners dispersed throughout the FS-MSA Business Area.
• Support the FS-MSA Operations’ Assurance team with compliance checks and updates to standard operating procedures, regulatory, H&S and contract requirements.
• Monitor and report on commercial performance, insights and strategic recommendations. Identify and implement best practices and opportunities for improvement in contract management and monitoring activities.
• Ensure effective management of commercial activities, including standard terms and conditions, reviewing bespoke or client contracts, advising negotiations and managing commercial risk.
• Manage the supply chain of specialist commercial and legal advisors, including appointments and management of external legal advisors.
• Continuously review and augment the VMS, policies and procedures related to commercial and contract management to maintain best-in-class governance and controls both at the corporate level and within projects.
• Champion digital transformation initiatives to enhance commercial performance and reporting.
• Drive continuous improvement across Vercity’s MSA portfolios to support business growth and strategic objectives.
• Lead by example, fostering a culture of continuous improvement and innovation within the Ops Business Area and wider business.
• Coach, mentor and deliver commercial awareness training to the Operations division, sharing lessons learned and key experiences to drive improvement across projects.

Key Performance Indicators (KPIs)

• Company-level balanced goals and objectives covering People, Culture, Growth and Financial performance.
• Propose operational-level KPIs aligned with these, including variance to as-sold, contract compliance, bid success rate, value of unsettled disputes, and Client Satisfaction Rating.

Other Responsibilities

• Provide visionary leadership to inspire and guide client-facing colleagues in best-practice commercial management.
• Model corporate values and expected behaviours.
• Foster a culture of innovation and commercial savviness, negotiation, and relationship management skills.
• Oversee commercial and legal budgeting process and resource allocation.
• Collaborate with functional heads to align the Commercial Community of Practice with company objectives.
• Build and maintain strong relationships with internal and external stakeholders, representing the organisation in meetings with clients, government bodies, advisors, investors, lenders and key partners.
• Monitor market trends, competitor activities and industry developments to inform strategic decisions.

This job description is intended to reflect, in outline, the responsibilities of the post-holder which may change over time with the Corporate and local business needs of Vercity and the particular PFI contract. It will therefore be subject to periodic review.

Person Specification

Experience and Knowledge

• Proven experience and track record of leading commercial strategy, governance and risk management to support growth within a professional services, consulting, or business process outsourcing organisation.
• Experience in the infrastructure or built-asset market with a reasonable understanding of how projects are delivered and/or managed/maintained through their whole lifecycle, ideally within both publicly funded and privately financed structures.
• Proven track record in risk management, including identification, mitigation and reporting of commercial risks.
• Demonstrable capability in building a business-to-business network, creating new relationships, and nurturing over time.
• Highly entrepreneurial and commercially astute with a track record of successful negotiations and willingness to explore different business/revenue models.
• Leadership Experience: Successful leadership, teamwork and/or team management in the relevant field.
• Technology Proficiency: Good grasp of various digital and data technologies.
• Change Management: Proven experience implementing change and overcoming resistance using various management approaches.
• Data-Driven Decision Making: Proven experience using data to communicate issues, options and decisions.
• Client-Centric Approach: Client-facing experience of co-creating solutions, seeking and responding to feedback and meeting clients’ expectations.
• Demonstrated experience integrating ESG and sustainability considerations into commercial decision-making.

Personal Attributes

• Alignment with Vercity’s corporate values: Integrity, Collaboration, Professionalism, and Make-a-difference.
• Entrepreneurial mindset with strong self-motivation to succeed.
• Innovative, forward-thinking and open to exploring new ideas and solutions, encouraging experimentation and a culture of innovation.
• Compelling communicator with gravitas, tenacity and the ability to adapt style to audience.
• Adaptability and resilience, able to navigate challenges and guide others through transitions.
• Continuous learning mindset, demonstrating commitment to growth and staying up to date with industry trends.
• Passion for driving change, continuous improvement and developing people.

Qualifications

• Minimum 10 years’ experience in commercial management and leadership, including building C-suite relationships.
• Bachelor’s degree in engineering, law, finance, business management, facilities management or quantity surveying.
• Master’s degree (optional but advantageous) in Business Administration (MBA) or a related master’s degree in a relevant field.
• Professional certifications from relevant bodies (MRICS, CIPS, IACCM) enhance attractiveness.

Vercity believes that diversity is paramount to driving creativity, innovation and value for our clients and for our people. All applications will receive consideration for employment without regard to ethnicity, religion, gender identity or expression, sexual orientation, nationality, disability, age or social background.

Please send us your name, contact details, CV and cover letter here.