Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.
Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.
Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.
This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.
**** Country does not limit to Japan but open for all countries within APAC region********
SUMMARY OF ESSENTIAL FUNCTIONS:
The Service Commercial Manager oversees complex portfolios of service and maintenance contracts for Asia region. They will be a key point of contact for contract management issues, responsible for ensuring contracts perform as intended, committed margins are achieved and exceeded, business through those contracts grows, contract improvements are captured (T&C, SLA, Pricing) either during the contract term or on contract renewals, risk is managed and appropriately flowed into the supply chain or shared with customers and that customer expectations are addressed.
SPECIFIC DUTIES, ACTIVITIES AND RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:
- Build and maintain a detailed understanding of a portfolio of service contracts, terms, pricing and business-case.
- Establish suitable KPIs. Monitor, analyse, report and action contract performance incl. revenue, cash, cost, profit, SLA.
- Identify areas for revenue or margin improvement through variations, renewal, upsell and ensure assets are attached to a contract with minimal spare parts leakage
- Manage detailed commercial contract mechanisms and requirements incl. price revision formulas, reconciliation, calculation of service credits etc. Work with service team to agree penalty mitigation strategies.
- Ensure appropriate contractual requirements flow down mechanisms are deployed internally and externally.
- Prepare and support regular contract reviews with customers and internal stakeholders.
- Track and action risk and opportunity across the portfolio of contracts
- Drive continuous profit improvement, cost and cash optimisation projects working with specialists functions.
- Support sales teams with contractual changes and drafting of contractual terms, working within Financial and Legal DOAs
- Develop a contract renewal timetable for the contract portfolio, enabling on time renewal and optimal business outcomes.
- Build a consolidated service contract revenue and profit forecast, demand planning and contract related data.
- Ensure installed base data (hardware and software) is maintained up to date post installation through to decommission.
- Contribute to central function efforts to improve contract templates and service offerings.
Education/Training:
- Bachelor’s Degree in Engineering or equivalent in legal or financial field
Experience:
- Commercial management of £40m business
- Optimisation of significant £10m+ contracts for service, delivery of margin and revenue improvements
- Influencing and leading people outside of direct reporting relationships in a matrix structure
- Engineered products with a significant aftermarket and service business in B2B/B2G setting.
Knowledge/Skills
- Exceptional business and analytical skills
- Financial and commercial acumen, cost management
- Expertise in pricing, negotiation, proposal and contract drafting.
- Understanding of contract law
- Change management and business improvement
- Project and Programme Management
- Risk Management
- Knowledge of SAP
Competencies
- Self-motivated and results-driven
- Problem-solving skills and leading teams to deliver solutions.
- Able to make effective, timely decisions by sourcing and analysing critical information.
- The ability to engage, challenge, effective teamworking and internal / external relationships.
- Excellent written and spoken English
- Outstanding communication skills
Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.
Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.