Head of Commercial

Head of Commercial | Ocado Intelligent Automation | Hatfield | Hybrid Working

About Us

Ocado is a technology-led, global software and robotics platform providing a unique end-to-end solution for customers on a global scale. As part of growing the Ocado business, we have recently announced a new mission to sell our unique ASRS (Automated Storage and Retrieval System) product to organisations operating outside of grocery e-commerce across the globe. The MHE and software is highly advanced and previously only available to grocers.

About the Role

We have an exciting opportunity for a Head of Commercial (OSRS) to join our team. In this leadership role you will drive the commercial success of our business across new OSRS customer opportunities and integrator partnerships.

This position is ideal for an experienced leader with exceptional relationship building and influencing skills who thrives under pressure. You’ll bring a blend of analytical thinking and pragmatic solutions, leveraging your technical foundation and problem-solving skills. The role holder will have a passion for business growth, process and operational improvement, exhibits strong ownership, and quickly earns stakeholder trust.

What you will be doing:

• Accountable for deal or variation pricing and margin determination, sensitivity analyses, risk and opportunity modelling and associated processes. Includes to end-customer or via integrator.
• Accountable for the  definition of generic commercial terms, their continuous improvement and extension to include new products and services. Includes expert knowledge of contracts for equipment purchase, software supply and ongoing maintenance and customer support contracts. Oversee the revision of said documents and associated negotiation playbooks.
• Accountable for the determination and alignment of commercial terms for specific deals or integrator partnerships (proposed by Ocado teams or potential customers/partners). Working in close collaboration with the legal team, lead the negotiation of contract amendments
• Supporting client & partner engagement / sales activity. From time to time, client & partner relationship management
• Managing risks and issues and creating effective escalations where required
• Ownership of and ensuring adherence to business and sales governance, including the co-ordination and chairing of go/no-go decision forums where responsibilities include ultimate recommendation of whether to proceed with a deal or not.
• Identifying, verifying, influencing and managing key senior internal stakeholders ensuring alignment on specific commercial initiatives or deals
• Accountable for annual departmental forecasting and budgeting.
• Accountable for OIA OSRS input into the business Sales & Operations planning process.
• Managing and motivating a small team of Commercial Operations associates, managers and senior managers.

What we’re looking for:  

• Construction/engineering/manufacturing/technology industry experience: either having worked in a technical discipline or have demonstrable experience understanding and applying challenging technical concepts
• Excellent communicator: can clearly and precisely articulate complex information to peers
• Strong commercial awareness with experience in financial analysis: e.g. working with capital budgets, P&Ls, pricing models
• Contract management: review, negotiate, contribute to the draft of, and manage contracts to ensure favourable terms and compliance with company policies
• Cross-functional collaboration: work closely with sales, engineering, and operations teams to align commercial strategies with technical capabilities

What we offer you

Our employee benefits are designed for you, we care about people and we’ve ensured we have a wealth of benefits that focus on your well-being. We regularly review our benefits to ensure we are supporting our employees appropriately.

• 30 days ‘working from anywhere in the world’ policy 
• Remote working for the month of August
• 22 weeks paid primary carer leave
• Wellbeing support through dedicated apps and an Employee Assistance Programme 
• 25 days annual leave, rising to 27 days after 5 years service (plus optional holiday purchase)
• Pension scheme (various options available including employer contribution matching up to 7%)
• Generous Private Medical Insurance (within the first month of joining!)
• Income Protection (can be up to 50% of salary for 3 years) and Life Assurance (3 x annual salary) 
• 22 weeks paid maternity leave and 6 weeks paid paternity leave (once relevant service requirements complete) 
• Train Ticket loan (interest-free)
• Cycle to Work Scheme
• Free shuttle bus to and from Hatfield Train Station to the Hatfield offices 
• Opportunity to participate in Sharesave and Buy as You Earn share schemes
• 15% discount on Ocado.com and free delivery for all employees (within the first month of joining!

Ocado Group is an equal opportunities employer and as such makes every effort to ensure that all potential employees are treated fairly and equally, regardless of their sex, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion or belief, age, or disability or union membership status.

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