Senior Commercial Manager

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.

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.

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 Senior Commercial Manager, supporting the International Business Unit, you will be a pivotal player in providing Commercial services, support and implementation of strategy to meet the needs of our fast-paced business and customers in Australia primarily, as well as the wider APAC region. The role will also include 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 Senior 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 coordinating actions, influencing the price build-up and drawing together the knowledge of other areas including Client Account Management, Bid Management, Finance, Legal & Compliance, Procurement and Project-specific teams.

Beyond business winning and sustaining activities, our Senior Commercial Managers are given the opportunity to shape and enhance the capability of the function. The wider Commercial team will look to you for your advice, understanding of process and expert commercial knowledge, and you will be able to consolidate their learning through coaching and supporting internal learning and capacity development to empower and inform our team.

What you will be doing

• Championing strategic knowledge
• Influencing new business methods, processes and measures to optimise the company and customer position
• Acting as the primary customer interface for proposals and contractual matters, and leading on negotiations
• 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, including identifying revenue/margin growth opportunities and handling disputes and claims
• Leading on close-out issues in the final stages of contracts
• Coaching contract management issues, tools and techniques
• Proactively engaging other functions to enhance the commercial solution
• Working with Supply Management on managing back to back and flow-down risks
• Maintaining customer knowledge and applying market intelligence to opportunities
• Developing and applying expert knowledge of the product/service
• Influencing the price build-up, including recommending commercial contingencies

What we are looking for

• Specialist knowledge and experience of contracting with customers in one of more of the following sectors: Australian Defence, National Security and Federal Government departments & agencies
• Significant experience in bidding, drafting, negotiating and closing large and complex government deals
• Some knowledge and experience of cross-border/international contracts
• Enthusiasm with high levels of self-motivation, integrity and resilience, with an ability to prioritise a demanding workload, and operate under pressure whilst maintaining the highest standards of conduct and professionalism
• Knowledge of legal issues, profitability requirements, contract structure, terms and conditions, sub-contract considerations, funding and payment plans
• A proactive and innovative mindset, with an ability to thrive in a fast-paced bid and contracting environment
• Knowledge of various types of contracts and contracting mechanisms, and an understanding of different selling models for solutions, services and products
• Ability to formulate the full range of agreements with customers and partners, including teaming agreements, confidentiality agreements, licences of Intellectual property to third parties
• Astute analytical ability to identify commercial risks and opportunities, and ability to devise a flexible range of mitigations
• Knowledge of contract management issues
• An ability to forge good working relationships and communication with peers, colleagues and stakeholders, and a maturity and gravitas to work with senior levels of clients and internal stakeholders
• Ability to understand and challenge project P&L accounts
• Ability to understand and work in different cultural situations, and adapt to commercial responsibilities in varied environments
• Someone who acts with integrity and delivers on commitments
• Experience of managing back to back contractual risks as part of large complex bids and contracts

Location:

The preferred location is Canberra, but that is not essential, with Melbourne, Sydney or other locations potentially feasible, subject to a willingness to travel from time to time. Notwithstanding the office location, however, the Commercial function fully embraces the company endorsed new ways of working, with the ability to work in a hybrid manner, combining home and office working.

Life at BAE Systems Digital Intelligence

We are embracing Hybrid Working. This means you and your colleagues may be working in different locations, such as from home, another BAE Systems office or client site, some or all of the time, and work might be going on at different times of the day.

By embracing technology, we can interact, collaborate and create together, even when we’re working remotely from one another. Hybrid Working allows for increased flexibility in when and where we work, helping us to balance our work and personal life more effectively, and enhance well-being.

Diversity and inclusion are integral to the success of BAE Systems Digital Intelligence. We are proud to have an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds – the best and brightest minds – can work together to achieve excellence and realise individual and organisational potential.

Division overview: Capabilities

At BAE Systems Digital Intelligence, we pride ourselves in being a leader in the cyber defence industry, and Capabilities is the engine that keeps the business moving forward. It is the largest area of Digital Intelligence, containing our Engineering, Consulting and Project Management teams that design and implement the defence solutions and digital transformation projects that make us a globally recognised brand in both the public and private sector.

As a member of the Capabilities team, you will be creating and managing the solutions that earn us our place in an ever changing digital world. We all have a role to play in defending our clients, and this is yours.