Mace

Oct 22 – Present
On taking up this opportunity, I identified and demonstrated the need for a Client Commercial Business Partner, a role which I have established and implemented.  I now work as Defence and National Security Lead Client Commercial Business Partner in the UK business.

In a leadership role I deliver Client Commercial Business Partner services, support assessment of business cases for new opportunities as part of the governance process and work with new market opportunities for Mace Consult.   I have delivered and continue to deliver:

- Commercial Business Partner services (Ts&Cs and Risk Analysis, etc) to support bids and opportunities as well as in contract delivery, addressing topics such a value leakage and price variation.
- New market opportunities.
- Partnering opportunities.
- New, agile consultancy solutions and services for clients.
- Development of pricing models.
- Consultancy services.

Internally, I work with colleagues to establish Mace Consult as a supplier to new, institutional clients and in developing and implementing a framework for sales governance for the Business Line covering opportunity management and development.

This is a wide ranging role requiring an agile and collaborative approach in order to deliver results in which my business, commercial and procurement experience has helped in delivering strategic, financial and commercial transformation initiatives.

Operations Director - Commercial and Consultancy

Airbus Defence and Space

I led the successful preparation and submission of Airbus prime financial and contractual Biomass (ESA seventh Earth Explorer mission) proposals and was a part of the team that negotiated the contract and subsequently led the contractual management of the Prime delivery and UK supplier contracts throughout the lifecycle of the programme including the development and delivery of commercial strategies and working as claims management lead.

In parallel with the contract and commercial management of the Biomass programme and the ESA TRUTHS Earth Watch and VIGIL Space Weather Phase A/B1 programmes I also took on the role of Head of UK Space Systems Major Bids & Contracts. In this role I was accountable and responsible to the Airbus business for the delivery of Airbus UK Space System commercial proposals (financial and contractual) and contract management. 

This included identification and management of commercial risk for ESA Phase A, B1 (Study), innovating co-contracting solutions with ESA and ESA C/D (Design and Implementation) Earth Observation and Propulsion business. Role responsibilities included:
- Delivering compliance for all proposals 
- Ensuring that board level governance packs, including business cases, were properly compiled and delivered for review
- As appropriate, undertaking activities as a member of Risk Management Committee and Maturity Gate Teams dependent on complexity and value of offer
- Delivery and Improvement of the Contractual Management Lifecycle

I also worked as part of the team that developed mitigation plans as well as negotiated and finalised contract changes for BIOMASS during Covid-19 with ESA and UK supply chain.

This included identification and management of commercial risk for ESA Phase A, B1 (Study) and ESA C/D (Design and Implementation) Earth Observation and Propulsion business

Senior Commercial Manager (Head of UK Space Systems Major Bids & Contracts)

The key responsibilities in this role were:
- Transformation of the existing bid and programme governance to align with wider divisional policy to apply to in-country opportunities
- Implementation of a revised, board level governance for major proposals
- Negotiation of multi-million Euro claims from Customers, In-country partners and suppliers
- Development and implementation of corporate contract management standards for bids over €100M to be presented to Airbus main board

The nature of this post required the establishment and management of remote, multi-national teams assembled to support the various commercial bid activities. 

I was responsible for:
- Developing and delivering Commercial and Financial Strategies 
- Ensuring the commercial aspects of the business case for Airbus offerings for high value proposals 
- Reviewing aspects of proposals to identify, mitigate and manage commercial risk.
- Negotiating with Supplier and Key partners in KSA, UK and other nations 
- Advising Supply Management on day-to day commercial matters.

Head of Country Commercial (Defence and Security)

As part of a Commercial function re-set, I was responsible and accountable for establishing and developing a new team to provide commercial support for:
- Bid, sales and negotiation process and operations (on opportunities up to €250M) and 
- Contract delivery management (on contracts up to €250M) 

In doing so the clear objectives were to:
- Improve and highlight the Commercial function and value added to the business 
- Provide expert advice in securing of new business as part of the business acquisition organisation
- Be responsible for ensuring training, development and coaching of the team to deliver in the business as well as to be able to develop their careers independently.

In this role an important strand to the team development included working with the Head of Commercial to:
- Develop a high-level reputation in business-critical subject areas for the Commercial function
- Provide support to senior stakeholders throughout UK Sales and other senior stakeholders, developing business cases and commercial strategy to secure financial parameters or identify acceptable trade-offs against longer-term business objectives.

In this role I was also responsible for working on my own portfolio of bids and contracts as well as dispute settlement negotiations (including the settlement of €6M claim from prime contractor to nil over subsequent 12 months) as well as industrial participation contracts

Senior Commercial Manager (Deputy Head of Commercial) - UK Secure Communications and Cyber Security

Working in a lone role with a range of teams on special projects:
- Negotiation of major outsourcing subcontracts and settlements
- Negotiation of initial JV agreement with Welsh Government and academia for the ENDEAVR innovation organisation which continues to support Research and Technology investments
- Development and delivery of Negotiation Strategy and delivery of major incremental business, specifically €60M Change Proposal for revision to major MilSatCom baseband communications contract
- Development and execution of commercial strategy on a range of export bids in new markets (including KSA, India and Abu Dhabi)
- Development, negotiation and delivery of early Cyber Interoperability Working Group agreements between UK and US Government and Defence organisations
- Responsibility to Commercial Director in development and delivery of commercial policies
- Provision of Basic Contracts Training

Commercial Manager - UK Secure Communications

I was installed in post to initiate and deliver bottom-up price confirmation and to develop subsequent margin recovery strategy alongside establishing a small commercial and finance team to put in place and maintain reporting systems

The key achievements involved:
- Lead customer commercial negotiations on separate call off projects within a Border Security Framework Contract to allow margin recovery
- Setting up a work package-based project management system (including design of interlinked Excel worksheets) to support the management of costs, Bills of Material and securing margin
- Review of pre-contract commercial and procurement processes and implementation of corporate processes
- Development of subcontract programme management plans to align with customer contract obligations

Programme Commercial Manager - Border Security Programme

Various Contract and Commercial Management Posts 

UK Ministry of Defence

Working on a range of major procurements covering many activities including:
- Development of Procurement Strategies for tendering working with senior finance and project managers
- Price negotiation (Competitive and Sole Source) preparation of and contract documentation
- Negotiation and settlement of ad hoc and extra-contractual claims and liquidated damages disputes
- Development of procurement policy
- Management and development of various teams

Various Procurement Contract Management Posts 

Operations Director - Commercial (Consultancy)

At Mace Consult I am leveraging 25 years of business, commercial and procurement experience across the Defence and National Security business to deliver strategy, financial and commercial transformation initiatives.

I have delivered and continue to deliver core commercial business partner activities on high value programmes. I am involved from business acquisition through to contract delivery as well as providing wider business support. This includes driving new markets, supply chain analysis, commercial policy development, risk strategies and contract recovery.

My experience in industry means that I am used to analysing strategic situations, complex arguments and business cases as well as managing innovation challenges and changing priorities whilst developing succinct briefs and responses at executive and board level.

With a range of experience working with institutional, government and commercial clients both in the UK and overseas my background means I comfortable working across a range of fast paced and innovative business sectors along with R&T organisations and trade bodies.

In addition I work with the "be the business" team, mentoring startups and sitting on small and medium enterprise Advisory Boards.

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