Head of Commercial - Transport & Aviation

JOB TITLE:

Head of of Commercial - Transport & Aviation REPORTING TO: VP Transport & Aviation

LOCATION:

TW6 2SF
(Hybrid) SALARY: COMPETITIVE ROLE OVERVIEW AND PURPOSE

We’re looking for a commercially strong, operationally aware leader to provide commercial direction across our Transport & Aviation division. This role will lead on pricing, commercial modelling, contract management, bid pricing, retention and commercial governance, helping ensure opportunities are commercially sound, appropriately priced and operationally deliverable.

Working closely with Operations, Finance, Legal and Business Development, you’ll bring strong commercial judgement, challenge assumptions around cost, margin, overheads and risk, and help shape the commercial decisions that support sustainable growth.

• Leading the development, review and challenge of pricing and commercial models for new business, renewals, extensions, retenders and service changes
• Partnering with Operations, Sales and Business Development to identify and convert opportunities for organic growth across existing customer contracts
• Providing commercial leadership throughout bids and tenders, helping to build robust proposals and identify key financial, contractual and delivery risks
• Supporting customer negotiations during procurement, renewal and contract change processes
• Identifying and addressing commercial leakage, including unbilled services, unrecovered cost increases, missed indexation, scope creep and delivery outside agreed contractual terms
• Leading the commercial review and management of customer contracts, working closely with Legal to ensure terms reflect the agreed commercial position
• Acting as a senior point of escalation for pricing, contractual and commercial matters across the Transport & Aviation portfolio
• Managing commercial risks, contract variations, disputes, scope changes and other contractual matters throughout the contract lifecycle
• Supporting contract retention through commercially sound renewal and pricing strategies that protect customer relationships and profitability
• Leading annual pricing reviews, indexation and contractual uplifts to reflect labour cost changes, inflation and evolving service requirements
• Monitoring contract performance, margin and profitability, identifying where performance is moving away from the original commercial model and recommending corrective action
• Partnering with Finance on forecasting, budgeting and commercial reporting, backed by robust analysis and clear assumptions
• Strengthening commercial governance across pricing, quotations, contract changes and approvals to improve consistency, control and risk management
• Providing clear, pragmatic commercial advice and challenge to senior stakeholders across Operations, Finance, Legal and Business Development
• Working with Procurement to review supplier and subcontractor arrangements, benchmark costs and improve commercial terms without compromising safety, quality or operational delivery
• Building strong cross-functional relationships across Operations and support functions including Finance, Procurement, Legal, HR, IT, QHSE and Sales

• Strong commercial experience within facilities management, outsourced services, transport, aviation, infrastructure or another service-led environment.
• Demonstrable experience developing, reviewing and challenging pricing, costing and commercial models.
• Experience pricing operational services such as cleaning, security, hard services, engineering, facilities management or other labour-intensive contracts.
• Strong understanding of cost drivers, labour models, overheads, margin, profitability and commercial risk.
• Experience supporting complex bids, tenders, renewals and commercial negotiations.
• Strong contract management experience, including contractual reviews, variations, change control, disputes and commercial escalations, managing annual pricing reviews, indexation, contractual uplifts and changes in scope or service requirements.
• Ability to assess whether a proposed commercial model is operationally deliverable and financially sustainable.
• Strong financial and analytical capability, with confidence interpreting…