Porterbrook

Senior Commercial Relationship Manager

Porterbrook

full-time

Posted on:

Origin:  • 🇬🇧 United Kingdom

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Job Level

Senior

About the role

  • A great opportunity for an exceptional Senior Commercial Relationship Manager, to join the Porterbrook team.
  • Role Purpose
  • Customer interface and commercial account manager for high value contracts with leading train operating companies. Relationship management and account oversight. Reporting to the Head of Commercial Relationship Management.
  • Key Responsibilities
  • Lease Contracts
  • Instruct the Legal Department to ensure all contract and lease documentation accurately reflects the commercial deal
  • Seek opportunities to grow the account e.g. financing modifications, additional rolling stock etc.
  • Assist with monitoring lease compliance and execution of lease terms
  • Responsible for all aspects of the contract administration process
  • Ensure all Rental and Maintenance Reserve invoices are issued as per lease agreements
  • Management of maintenance reserve process
  • Monitor receivables including following up on non-payments as required
  • Provide lease information as required to other internal departments
  • Ensure all contract and lease documentation is captured and updated in the company's document management system
  • Customer Relations
  • Maintain thorough knowledge of customers’ businesses and anticipating future plans both for new business and re-leasing of existing fleets
  • Ensure close relationships are maintained with key personnel within each respective train operating company, owning group, potential suppliers, DfT and other stakeholders
  • Maintain thorough knowledge of the area/industry and evaluating impact on Porterbrook business or potential business with customers, suppliers or other stakeholders
  • Maintain thorough knowledge of political, strategic, personnel or regulatory changes occurring in existing or potential business areas
  • Understand the strategy of relevant stakeholders in the industry such as GBR, owning groups, and operating companies
  • Monitor customer use of Porterbrook fleets including condition, maintenance, usage (mileage and sub-leasing)
  • Ensure all customer and non-customer enquiries are dealt with thoroughly and promptly with a focus on maintaining customer satisfaction and developing new business
  • Retain a regular in-person presence with customers and industry stakeholders
  • Internal Communication
  • Provide information and reports to Porterbrook management and/or directorate on activity in the business area (includes income forecasting, rolling stock planning, business activity, incoming enquiries, risks and investment opportunities, market intelligence) – specifically report the financial implications of all identified threats and opportunities
  • Liaise with all Porterbrook departments to ensure proper communication of business and customer issues ensuring that material issues are identified and prioritised
  • Planning and Finance
  • Plan resource requirements in line with prioritised re-leasing activities and timetables
  • Work closely with the wider Investment Team to prepare and submit new offers and ensure procedures are followed and legislative requirements are adhered to
  • Support the annual budget update process
  • Prepare Executive and Board papers to include commercial, technical and financial information
  • Re-leasing Activities
  • Define the commercial strategy for each proposal relating to lease renewals
  • Work closely with the wider Investment Team in supporting the process for new build and cascade opportunities
  • Support the various bid teams through regular reviews and clear understanding of the different strategies
  • Present pricing and negotiate fleet enhancement/modification programmes with customers including delivery schedules, rental rates, and key terms and conditions
  • Identify and mitigate key risks for Porterbrook
  • Responsible for delivering lease renewal offers to lessees
  • Contract negotiations of the lease agreements at award (with support from legal)
  • Management
  • Ensure there is a close working relationship with the engineering and support personnel involved, and providing all the necessary information to support the bidding process
  • Project management of relevant re-leasing opportunities with internal stakeholders
  • Lead the mobilisation effort post award ensuring that the leases are agreed and maximise value to the business
  • Other Duties
  • Mentor and develop the junior members of the Relationship Management Team ensuring that development and training plans are put in place
  • Provide general commercial and business management services to Porterbrook as and when required and support the respective Relationship Manager as is appropriate
  • Work alongside other members of the Investment Team to deliver the Long Marston revenue in line with budget
  • Attend key industry events including National Rail Awards, IMECHe lunch and Roundhouse dinner
  • Liaise with customers (in person as much as practically possible) regarding involvement in their strategic meetings, stakeholder management and explore how we can assist and present in these to further strengthen the relationships

Requirements

  • General requirements are for an individual with 7+ years relevant contracts, relationship management or asset management experience within the railway industry. Traction and Rolling Stock leasing experience preferred. Excellent organisation experience, with great attention to detail. Ability to create and maintain relationships with customers. Experience working in a fast-paced environment. A sound understanding of the concept of leasing is essential.
  • What you’ll need to have
  • Bachelor’s Degree or equivalent in relevant discipline
  • Extensive knowledge of railway industry, rolling stock and components, organisation and stakeholders
  • Knowledge of commercial and supply contracts
  • Knowledge of proven negotiation techniques
  • General knowledge of current legislation and law
  • General economic and commercial knowledge, including finance, funding and currency
  • Contractual obligations and operating lease agreements
  • Vehicle maintenance and overhaul requirements
  • General understanding of tax, pricing issues and legal precedent as well as overall financial acumen
  • It would be great if you also had
  • Report writing and presentation skills
  • Numeracy, financial awareness, and sound commercial acumen
  • Staff management and development
  • Negotiation and contract management skills
  • Ability to communicate strategically at all levels, internally and externally
  • Time management
  • Computer literacy (including Microsoft Office)