Commercial Manager

We are actively seeking a Commercial Manager to join our Central Services team here at ITG.

Purpose of the role

To work as a team within Commercial, alongside the Group Commercial Director, delivering the analysis, modelling and project management behind client renewals, proposals, tenders and commercial projects. The aim is to protect and improve margin, and to give the business a clear and proportionate commercial route for its requests.

The two roles are identical on paper. Work is allocated by the Group Commercial Director to suit each manager’s experience and delivery style, and allocations will change over time.

Key Responsibilities:

Renewals and proposals

  •  Carry out the analysis, scenario modelling and account review for each client renewal

  •  Work with the Group Commercial Director to set the commercial strategy for the renewal

  •  Project manage the renewal, engage the client team on the service proposal and assemble the commercial elements of the proposal

Tenders and RFPs

  •  Provide commercial modelling, pricing and deal structuring

  •  Support the commercial sections of the response and any related Q&A

Pricing and profit performance

  •  Monitor account and contract profitability, flag margin erosion early and recommend commercial action

  •  Where the cause sits with another function, such as supplier or print procurement, refer it to that function with the supporting evidence and track the outcome. The fix remains with the owning function

Commercial projects

  •  Take ownership of assigned projects. Current examples include content production operating models, IT and SaaS cost governance business cases, AI transformation analysis and US healthcare analysis

Automation and AI

  •  Use approved AI and automation tools to build and improve commercial models, analysis and reporting, and verify the output before relying on it

Ways of working

  •  Agree a written scope with the Group Commercial Director before starting any piece of work, covering purpose, output, deadline and definition of done, and keep to it

  •  Keep clear records and handover notes so that work can be picked up by the other Commercial Manager

Client responsibilities

Clients are treated as either Strategic or Core. Strategic accounts are designated in advance by the Group Commercial Director against agreed criteria, and the list is reviewed at least twice a year. All other clients are Core.

  Strategic accounts – the Group Commercial Director leads strategy and client negotiation. The Commercial Manager provides analysis, project management and preparation, and attends client sessions

  Core accounts – once authorised under the plan below, the Commercial Manager leads client delivery within agreed limits

All accounts, including Core accounts, require briefing and consultation with the Group Commercial Director before strategy is set and before any commercial terms are offered to the client.

We are actively seeking a Commercial Manager to join our Central Services team here at ITG.Purpose of the roleTo work as a team within Commercial, alongside the Group Commercial Director, delivering the analysis, modelling and project management behind...

Essential

  •  Demonstrable experience in a primarily commercially focused role (typically 3 or more years)

  •  Strong commercial modelling and analysis

  •  Strong stakeholder management, particularly with Account Teams, Finance and Legal

  •  Ability to turn analysis into client ready recommendations and contribute to client negotiation

  •  Good fluency with AI tools such as Claude or ChatGPT from day one, reaching very good to excellent within 3 months, with the judgement to check what they produce

  •  Right to work in the UK

Desirable

  •  A track record of improving margin

  •  Contract renewal or tender experience

  •  Multi-currency commercial experience

  •  Advanced Excel or BI skills and workflow automation

Behaviours

  •  Keeps output proportionate to the question and works to agreed scope

  •  Welcomes direction and challenge

  •  Takes ownership of what is assigned

  •  Is curious about extending their remit when invited