Head Of Commercial
2 days ago
Warrington
\n Bilfinger is a leading international industrial services provider, driving efficiency and sustainability for the process industry. With about 31,000 employees and over €5.4 billion in revenue in 2025, we offer solutions in consulting, engineering, manufacturing, maintenance, turnarounds, and digital applications across key sectors like energy, chemicals, pharma, and oil & gas. \n Shape the future with Bilfinger UK: With a strong commitment to sustainability, Bilfinger UK stands out as a premier provider of engineering and maintenance services. For over 50 years, Bilfinger UK has consistently pushed the boundaries of innovation, delivering advanced solutions that support industries, infrastructure, and communities across the United Kingdom. \n As a key member of the globally respected Bilfinger Group, Bilfinger UK has built a reputation as a versatile leader, offering both onshore and offshore services. From energy and utilities to pharmaceuticals and petrochemicals, the company’s broad expertise across various sectors makes it a trusted partner in the industry, as well as a work environment where you can develop your potential. \n At Bilfinger, we offer a work environment where you can learn and grow. Join us and be part of a team shaping the future! \n Function: Commercial Coverage: UK/ West Europe Projects Portfolio Reports to: Commercial Director / Business Controller Pre-Fab and Installation Direct / Functional Reports: Commercial Managers, Managing Quantity Surveyors, Quantity Surveyors, Change Managers and associated commercial resources Role Purpose\n The Head of Commercial is responsible for providing strategic commercial and contractual leadership across the projects portfolio, with primary accountability for margin protection, commercial governance, contractual strategy, financial assurance, risk management and commercial performance. \n Operating as the senior commercial authority for Projects, the role provides expert leadership throughout the complete project lifecycle — from tender and contract negotiation through project execution, change, claims, recovery, dispute resolution and final account. \n The Head of Commercial acts as the principal escalation point for significant commercial and contractual matters and provides direct intervention on projects requiring special measures due to deteriorating margin, programme delay, significant change, contractual dispute, cash exposure or other material commercial risk. \n A fundamental requirement of the role is extensive contractual knowledge and the ability to understand, interpret, articulate, present and negotiate complex contractual positions, translating contractual provisions into practical strategies that protect the Company’s entitlement and financial performance. \n The role provides independent commercial challenge to project teams and senior management, ensuring that reported project performance is evidence-based, contractual rights are preserved and commercial risks are identified and addressed before they crystallise into financial loss. \n The Head of Commercial also owns the development and consistent application of commercial standards across Projects, including CVR, forecasting, contract administration, commercial assurance, claims management, tender governance and commercial capability development. Key AccountabilitiesMargin Protection & Commercial Performance\n Lead the protection and optimisation of margin across the Projects portfolio. \n Maintain oversight of project commercial performance and proactively identify indicators of: \n \n • cost growth;\n, • unrecovered change;\n, • programme and delay exposure;\n, • productivity deterioration;\n, • emerging contractual liability; and\n, • other threats to forecast project performance.\n \n Challenge project teams where commercial assumptions are inconsistent with the underlying contractual, operational or financial position. \n Develop and implement commercial recovery strategies with project leadership where performance deviates materially from the approved position. \n Ensure commercial issues are addressed proactively rather than being retrospectively recognised through margin deterioration. \n Drive identification and realisation of commercial opportunities alongside management of downside risk. Senior Contractual Authority\n Act as the principal commercial and contractual escalation point across the Projects portfolio. \n Provide expert interpretation and application of NEC and other relevant engineering and construction contracts, including bespoke amendments and associated commercial agreements. \n Provide strategic advice concerning: \n \n • change and variations;\n, • Compensation Events;\n, • payment and valuation;\n, • delay and disruption;\n, • extension of time;\n, • acceleration;\n, • damages;\n, • indexation and inflation;\n, • liability;\n, • suspension and termination;\n, • claims;\n, • final account; and\n \n Interpret complex contractual provisions and translate them into clear, commercially focused strategies and practical instructions for project teams. \n Ensure contractual positions are founded upon the executed contract and contemporaneous evidence rather than custom, assumption or historic project practice. Commercial Strategy & Executive Counsel\n Act as senior commercial adviser to Project and Business leadership. \n Provide clear and objective advice concerning significant commercial decisions, contractual exposure and strategic options. \n Develop commercial strategies for complex or high-value matters, balancing contractual entitlement, financial impact, programme requirements, client relationships and wider business considerations. \n Present complex contractual and financial matters in concise terms to enable informed executive decision-making. \n Provide recommendations concerning negotiation parameters, settlement strategy, risk acceptance and escalation. \n Challenge decisions where the proposed course of action exposes the business to disproportionate or inadequately understood commercial risk. Special Measures & Project Intervention\n Act as the senior commercial focal point for projects requiring enhanced commercial intervention or special measures. \n Undertake rapid commercial health assessments to establish the true project position, including: \n \n • contract and entitlement;\n, • current and forecast margin;\n, • cost to complete;\n, • programme and delay;\n, • claims;\n, • cash and working capital;\n, • WIP;\n, • subcontract liabilities;\n, • risk and opportunity; and\n, • adequacy of project commercial controls.\n \n Establish a clear commercial recovery plan, identifying actions, owners, values, priorities and timescales. \n Provide direct leadership and intervention where existing project commercial arrangements are insufficient to protect the business. \n Coordinate Commercial, Project Management, Planning, Engineering, Finance, Procurement and Legal resources to implement recovery actions. \n Remain engaged until appropriate controls are established and the project commercial position has stabilised. \n Lead the strategy, preparation and presentation of significant contractual claims and commercial submissions. \n Establish the appropriate contractual basis and evidential strategy required to demonstrate entitlement. \n Ensure claims establish a clear relationship between: \n Direct the preparation and collation of: \n \n • contractual notices;\n, • programme and delay evidence;\n, • technical evidence;\n, • change records;\n, • labour, plant and productivity records;\n, • cost and quantum evidence;\n, • cause-and-effect analysis;\n, • contractual narrative; and\n, • supporting substantiation.\n \n Critically review claims before submission to ensure they are coherent, contractually robust, appropriately quantified and capable of withstanding detailed scrutiny. \n Lead the presentation and negotiation of material claims with clients and their advisers. Dispute Avoidance, Preparation & Resolution\n Lead commercial strategy where matters become contentious or progress towards formal dispute. \n Maintain a strong focus on early resolution and dispute avoidance where this represents the optimum business outcome. \n Where formal proceedings become necessary, work with internal and external Legal, delay experts, quantum experts, counsel and other professional advisers. \n Support preparation for adjudication, mediation, arbitration, litigation or other dispute-resolution procedures as applicable. \n Lead the commercial assembly and review of factual and documentary evidence. \n Prepare, review and contribute to: \n \n • witness statements;\n, • statements of fact;\n, • position papers;\n, • rebuttal material; and\n \n Support project witnesses in establishing clear factual evidence and understanding the relevant contractual issues. \n Review opposing claims and identify weaknesses, inconsistencies and areas requiring challenge or rebuttal. CVR & Month-End Commercial Assurance\n Own and drive consistent Cost Value Reconciliation (CVR) and project commercial reporting standards across the portfolio. \n Lead the commercial review, audit and challenge of month-end project financial submissions. \n Interrogate: \n \n • revenue recognition;\n, • value earned;\n, • actual and committed cost;\n, • accruals;\n, • WIP and unbilled revenue;\n, • cost to complete;\n, • Estimate at Completion;\n, • forecast margin;\n, • margin movement;\n \n #J-18808-Ljbffr