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Commercial Contracts Director-Western Region

Requisition ID:  84531
Business Unit:  Meggitt USA Services (3405)
Location: 

CA, United States, 91605

Innovation is at the heart of everything we do at Meggitt, a worldwide leader in aerospace, defence and selected energy markets. We believe in our vision of ‘Enabling the Extraordinary: To Fly, To Power, To Live”. These core values – teamwork, integrity and excellence – are what have allowed us to become the company we are today. With facilities and over 10,000 employees worldwide, Meggitt draws on over 160 years of expertise to enhance the lives of people across the globe.

Our Corporate Functions keep our business competitive by providing first-class support from Quality through to Finance and HR.

Headquartered in the UK, Meggitt PLC is a global engineering group specialising in extreme environment components and smart sub-systems for aerospace, defence and energy markets. Some 10,000 people are employed across manufacturing facilities in Asia, Europe and North America and regional bases in Brazil, India and the Middle East.

Job Designation

The Commercial Director is responsible for the SBU’s commercial management, through leadership of integrated Commercial and Customer Account Management (CAM) teams; circa 10 direct reports.  The role requires a range of skills from strategic thinking, very complex problem solving and the negotiation of complex, high value contractual arrangements with customers and partners.  The Commercial Director will be capable of operating at all levels of the organization, representing the interests of their function as a part of a senior management team, delivering commercial leadership to a Product Group population of ±300-1000 employees.   
The Director, Commercial is the functional leader of the people, policies, processes, training, support and overall Commercial and CAM function across their SBU.  They provide leadership of all commercial processes for the business, reviews, drafts, and negotiates complex, high value agreements in accordance with corporate policy and applicable legal requirements; assesses contractual and commercial risks and provides appropriate advice to the business. Broadly, the CAM Team’s responsibilities include the receipt, review, entry and management of customers’ orders, working closely with customers, as well as close collaboration with members of the Finance, Sales, Program Management, Planning and Procurement functions pertaining to such orders.  

The Commercial and CAM teams have been significantly impacted by the challenges of the COVID-19 pandemic and are currently understrength.  An experienced Leader is required to rebuild the Team, contain reputational damage with the customer, and rebuild a culture of trust and accountability for the Commercial and CAM functions with the internal and external Customers.   
 

Job Core Responsibilities

1.    Growing the Business
•    Actively supports the bid team in responding to RFI’s or RFP’s, including obtaining Division and Group approvals as necessary
•    Supports strategies for the development of product/service offerings and the exploitation of Meggitt intellectual property
•    Identifies and qualifies opportunities, in conjunction with Sales and senior management 
•    Provides insight and guidance regarding customer contract expectations and the risk/reward balance
•    Reviews and recommends appropriate commercial direction for any potential teaming or partnership arrangements
•    Actively participates in preparation and negotiation of proposals as required  

2.    Managing the Business
•    Proactively manages the Commercial and CAM teams and provides organisational advice, training, development and guidance to the team
•    Ensures that Group, Divisional, and local commercial and compliance policies and processes are implemented across the business
•    Leads the Commercial improvement projects and initiatives
•    Provides expert advice and guidance to the business’ senior management team on commercial matters affecting the business.
•    Ensures that export compliance, data protection and other relevant regulations and legislation is followed by the Commercial and CAM teams
•    Provides Commercial Training to other Functions within the business
•    Manages all existing contracts to maintain compliance with contract requirements and the appropriate audit process
•    Ensures the Commercial team perform to the standard operating procedures and display high levels of customer advocacy 

3.    Delivering Business Leadership
•    Support delivery of applicable business KPI’s, e.g. overdue debt, order intake, etc.
•    Review and monitor key Commercial and CAM performance indicators, and implement improvement actions as appropriate, e.g. RFP submission targets, Order Entry targets, Customer portal alignment, etc. 
•    Lead and inspire the Commercial and CAM teams.
•    Responsible for planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to methods.  
•    Ensures that the Commercial and CAM teams contributes to Meggitt’s goals and objectives
•    Be a well-regarded and respected leader, able to build strong relationships with key customers, manage conflict and apply industry best practices
 

Job Specifications

Education: Post-Secondary Degree in related field or equivalent combination of relevant education and work experience that will allow successful performance of job expectations 

Years Experience: 10+ years of relevant experience

Skills:

•    Demonstrated leadership and vision in managing staff and major projects or initiatives
•    Budgets development and oversight 
•    Excellent written and verbal communication skills 
•    Excellent customer service orientation
•    Strong interpersonal skills
•    Skill in supervising to include delegating responsibility, training and evaluating performance
•    Strong negotiating skills 
•    Conflict management skills
•    Decision making skills
•    Analytical and research Skills
•    Team building Skills
•    Well-organized, detail-oriented, and ability to multi-task
•    Ability to gather data, to compile information, and prepare reports
•    Ability to ensure a high level of service and quality is maintained
•    Ability to visualize and plan objectives and goals strategically
•    Ability to research and analyze data effectively    
•    Demonstrated ability to provide cross-functional leadership
•    Ability to develop strategic plans to grow the business
•    Track record of building and maintaining customer/client relationships
•    Positive attitude and record of change management
•    Able to influence both internally and externally at a senior level 
•    Strong technical skills, which include advanced use of the Microsoft Office Suite and knowledge of customer ordering portals
•    Experience with the SAP ERP and CRM systems (e.g. SFDC) is preferred
•    Knowledge of financial principles, including payables, receivables, and revenue recognition
•    Experience leading and managing teams across multiple locations 
•    Comfortable delivering presentations and training to large and small audience, in person and virtually
•    Ability to understand business goals and the interrelationship with compliance
•    Ability to persevere pursuing results in the face of obstacles 

Meggitt is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact a Human Resources Representative at 1-855-474-7665 or HRISon@meggitt.com.

If this position is located in the United States, this job will require use of information which is subject to the International Traffic in Arms Regulations (ITAR). As such, all applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee

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