We have an opportunity for a proven individual with both operational and sales-support experience to join our commercial organisation, and assume the primary responsibility for providing bid, commercial knowledge and support, acumen, and advisory service primarily across our New Installation (NI) business.

This role will be responsible for managing pre-contract work winning risks and opportunities and will encompass a broad range of interactions with both internal and external stakeholders, providing guidance, assistance, technical and commercial inputs (including supporting the development and enhancement of the pricing model) and leading negotiations.

S/he will work closely with Sales and Post-Contract Quantity Surveyors ensuring best practice / lessons learnt are captured and looped back into the bidding process, enabling continuous improvement for both the internal sales/commercial process and our external customers experience.

This role is an excellent chance for you to expand your existing skills in a large, global organisation within a territory that gets a lot of attention from the Europe Zone it reports into, as well as the Group Top Management. At Schindler, we have a great culture that is inclusive and supportive. There is potential for real growth both personally and professionally within the local and global Schindler organisation. You will get the opportunity to work with a great bunch of people and get supported in your development.

• Member of the Head of Commercial and Procurement senior management team
• Business Partner who supports the business to drive current and future results sustainably and with high quality

Commercial Management

Commercial pre-award contractual duties, including but not limited to the following:

• Review of clients’ contracts and warranties to ensure that contractual risk is minimised
• Work alongside the Sales representative in all commercial communications
• Preparation of tender documentation facilitating compliant bidding process in line with Schindler Levels of Authority, providing advice with particular emphasis on terms & conditions, programmes, ‘pricing of’ or ‘mitigation of’ risk,, CDM, , and cash flows etc, including SubContractors elements. Submit and agree all above documentation, post contract awards, and ensure inclusion of all necessary numbered documents.
• Developing solutions to ensure risks are managed and opportunities are maximised to support order intake targets.
• Agree and execute Articles of Agreement and all bonds, warranties, and insurances etc. where relevant
• Manage the central register of seals and retrieval of all bonds and warranty documentation
• Maintain accurate contract files for all pre-contract / award correspondence and other related contractual documentation; alongside archiving and housekeeping necessities
• Assist in the on-going development of processes and systems to maximise efficiency and effectiveness of commercial support
• The post holder shall support bid activities across other business lines, including existing installations as and when required, as directed by Head of Commercial and Procurement

Work Winning

Developing successful work-winning negotiation and commercial strategies, including but not limited to:

• Reporting into the Head of Commercial and Procurement, and working on a variety of tenders, supporting sales in managing the creation of bid responses to tight timescales, supporting the development of customer proposals
• Obtaining costing, risk, and mitigation strategies from pre-contract / award colleagues and from the post contract project commercial team, to develop successful work-winning strategies and increasing tender hit rate, ensuring all tender risks either mitigated or costed, and opportunities fully exploited
• Supporting Sales by developing best alternatives if negotiations fail, by understanding clients’ requirements, drivers and the relationship between Schindler and the customer, providing the business with alternative ‘plan B’ strategies, where alternative agreements can be struck quickly.
• Planning and managing inputs from different stakeholders and third parties developing and supporting sales on improving bid content to develop and deliver value propositions for key customers, maximising Schindler’s unique selling proposition at the work–winning stage
• Where required ensuring sales are supported with pipeline opportunity support generation in a co-piloting manner, identifying opportunities and acting on them
• Ensuring the tender / commercial strategy is discussed, agreed, and jointly enacted by both sales, operations and commercial, working as one unit
• Ensuring tender project programmes are reviewed by operations, to ensure they can be fully resourced, and this resource is reflected in pricing
• To feedback and develop pricing models with sales to mitigate commercial risk and operational delivery failure
• To develop and maintain a bid library of relevant materials to expedite responses to formal processes
• To support Sales with pricing strategy
• To play a lead role in the formulation of client contracts and other contract documentation
• To support other activities as required by the post-contract commercial team from time to time
• To support sales with work winning insurance, PCG, warranty, vesting, bond and ESCROW and development / clarifications, as and when required

Health & Safety and Administrative Support

• Provide full transparency and data required for external and internal auditors
• Employees must comply with Company Health & Safety requirements and set a personal example of safe behaviour.
• Employees will be required to contribute to the Company safety objectives, where necessary by maintaining/monitoring current safety systems under their direct control and implementing agreed changes (where applicable) to Schindler Ltd occupational health and safety management system.