Commercial ManagerLocation: Edinburgh, ScotlandSalary: £40,550 £50,688Contract: PermanentBackgroundNIRAS' International Consulting (NIC) division comprises over 300 staff working within a matrix organisation. All staff report to line managers within their respective country offices and to Business Unit Directors across three business units, which cover key clients in Europe and Asia (NIC 1), the UK and Africa (NIC 2), and Denmark and Germany (NIC 3). Technical expertise is coordinated by Sector Leads overseeing our diverse areas of specialisation, while client relations are managed by several Key Account Managers. Each Business Unit has a small, centralised Business Development Team which supports the technical teams with the preparation of competitive bids.Due to a consistently active pipeline of large tenders with complex commercial requirements, there is a business need for a newly created position of a Commercial Manager. This role will sit within the Business Development Team of NIC-2, based just outside of Edinburgh, and work closely also with the Finance team.The Commercial Manager will play a pivotal role in compiling budgets and pricing deliverables for commercial tenders and contract amendments. They will build the commercial capacity of colleagues and ensure the quality and compliance of commercial tenders in response to contract funding opportunities from FCDO and other bilateral and multilateral clients. This role would benefit from a keen interest in the international development sector, and an understanding of the requirements of international clients, such as FCDO, Defra, and the World Bank.Role descriptionWorking closely with sector-focussed Market Teams and Finance teams at both central and country levels, the role will develop high quality commercial proposals, cost analysis and value for money analysis. This will include involvement in bid positioning efforts, leading and/or supporting the commercial bid development process as well as offering pricing support and guidance to teams during the implementation of contracts. The role will help ensure quality and commercial viability of commercial proposals to support NIRAS’s Business Plan, while strengthening the capacity of other teams to create cost-effective proposals and budgets.The role will also contribute to the development of tools, guidance and institutional knowledge on commercial contract bid development and the financial management processes of such bids. The role will include assessing commercial viability and risk on a case-by-case basis.The post holder will have the following specific responsibilities:Business Development:Participate in analysis of Invitation to Tender packs, with a focus on finance-related requirements and commercial-scoring criteria.Work with relevant teams to develop draft budgets and commercial offerings, incorporating experience and lessons learned from previous bids;Participate in bid team and partnership meetings to provide a commercial perspective to strategy and decision making;Lead and manage the coordination of pricing models, detailed budgets (internal and client versions) and commercial tenders;Lead on the calculation of daily fee rates and the translation of the internal budget into client templates and formats;Oversee the scheduling and quality of corporate commercial reviews;Conduct corporate commercial reviews for selected proposals, focusing on complex and high priority proposals;Contribute and lead on the development of the narrative sections of commercial tenders where required, including financial plans, financial methodologies, value for money strategies, etc;Act as a focal point for bid teams for the budgeting and large-scale commercial bid processes, helping to ensure bids can be both competitive and commercially viable; andEnsure that all cost proposal material is current, useful, relevant, and compliant with applicable regulations and NIRAS’ policies.Capacity development:Supervise, train, and mentor staff in pricing and commercial acumen, and contracts;Identify the need for and develops new pricing guidance documents, processes, templates, and tools, including tools to help staff develop proposals for new clients; and actively support or participate in new business activities and proposal teams, when appropriate;Manage a system for capturing and sharing best practices, proposal trends, frequent policy deviations, industry developments, and market trends;Where necessary, feed into the development of tools and policies related to the organisation’s growth strategy. Develop and refine relevant tools to enable the organisation to make informed decisions about pursuing contracts and to successfully implement them – including cash flow projections and risk assessments; andContribute to the development of training and orientation sessions on relevant areas of contract pricing and budgeting and deliver them to appropriate audiences – including UK and international teams – to help ensure adoption of best-practice.Contract Mobilisation, Implementation and Management:Support ongoing budget realignments (when required) and teams in the delivery of contracts, including updates to the budget that retain the commercial viability of the contract; andContribute to negotiations with both potential and selected partners, leading on the commercial finance aspects including, but not limited to: payment by results, fee rates, budget allocations, etc.About youEssential Requirements:At least 5 years of relevant professional experience;Extremely strong commercial acumen and understanding of developing contract pricing, including the calculation of fee rates, as well as financial modelling of profit and loss analysis, cash flow forecasting, planning, budgeting and management reporting;Strong financial and data analytics skills (including advanced Excel skills);Highly motivated to deliver discernible impact to the business;Ability to work in a dynamic operating environment, sometimes fast-paced and complex;Demonstrated understanding of project and contract management;Demonstrated ability to communicate clearly, concisely, and persuasively both orally and in writing, and deliver presentations, training, and facilitate meetings effectively;Strong organisational and work prioritisation skills, and ability to focus and pay attention to detail;Collaborative and entrepreneurial mindset;Solid understanding of contractual and financial management principles and systems applicable to various contracts and subcontract types, including but not limited cost reimbursement, time-and materials, fixed price, frameworks, and performance / milestone-based;Very strong communication skills, both verbal and written business English;Ability to communicate clearly and effectively with multiple stakeholders (both internal and external) to meet tight deadlines with an emphasis on quality outputs;Ability to adapt and be flexible, prioritise work effectively and balance conflicting demands on time without close supervision;Able to build effective and lasting relationships with colleagues and external partners. Able to motivate others and lead with energy;Highly analytical with strong attention to detail and accuracy;Ability to establish good rapport and effective working relationships with others; andExcellent organisational, planning and time management skills.Desirable Requirements:Experience with business information/project management systems such as SharePoint and Maconomy;Experience developing cost proposals for international development clients;Knowledge of industry trends and best practices;Experience living or working in developing countries; andProficiency in another language (e.g. French, German, Spanish, Ukrainian).How to Apply:To apply for this position, please submit your CV at your earliest convenience. Cover letters and any relevant portfolio or project examples are not essential, but will be reviewed alongside CVs if submitted.Please do not hesitate to email Grace Hodgkinson (Assistant Talent Acquisition Partner UK) at ghod@niras.com should you have any questions.NIRAS is an equal opportunity employer with a focus on Sustainable Development Goals. We value diversity in all its forms and welcome and encourage applications from all backgrounds. We look forward to receiving your application.Note: Due to time and workload constraints, only shortlisted candidates will be contacted, and should you not receive feedback within two weeks of the closing date, please assume that your application has been unsuccessful on this occasion. All applications will be treated with the strictest confidence.