The Head of Commercial & Bids will lead a best in class proposal and bid capability, to deliver in line with Arqiva’s growth ambitions within the Utilities Sector.   

Enabling a switched on world to flow - Why join Arqiva? We are the undisputed leader in UK TV and radio broadcast and the UK’s leading Smart utilities platform. This means we have a strong heritage and foundation for future growth for you to grow your career with us.

With commercial management, bids and sales operations teams reporting into you, you will need an empowering and entrepreneurial approach as we aim to “Win in Water”! 

The role

• Play an active role as part of the Smart Utilities Network Team, contributing thought leadership and role modelling best practice leadership behaviour.
• A strategic thinker who can translate strategy into tangible plans.  Constructively challenge the business where appropriate, ensuring informed decision making and conscious risk management.
• Design and deliver the Commercial & Bid Strategy to ensure the Utilities Sector is set up for success in meeting it’s growth ambitions.  As Subject Matter Expert, develop and evolve a best in class proposal and bid management capability. 
• Provide inspirational leadership to the Commercial & Bids Team, ensuring ongoing development of the team and their motivation to achieve targets.  Ensure the team is set up for success in line with the overarching strategy and targets, evolving the shape of the team as appropriate. 
• Play an active role as part of the Smart Utilities Network Team, contributing thought leadership and role modelling best practice leadership behaviour.
• A strategic thinker who can translate strategy into tangible plans.  Constructively challenge the business where appropriate, ensuring informed decision making and conscious risk management.
• Design and deliver the Commercial & Bid Strategy to ensure the Utilities Sector is set up for success in meeting it’s growth ambitions.  As Subject Matter Expert, develop and evolve a best in class proposal and bid management capability. 
• Provide inspirational leadership to the Commercial & Bids Team, ensuring ongoing development of the team and their motivation to achieve targets.  Ensure the team is set up for success in line with the overarching strategy and targets, evolving the shape of the team as appropriate. 
• Responsible for ensuring all bids/proposals step through robust qualification gateways, with expertly designed and articulated win strategies, that optimise the commercial value of opportunities.  Act as a ‘critical friend’ to constructively challenge the win strategy at each point of the process, not being afraid to ‘qualify out’ if opportunities do not appear to be commercially viable.     
• Alongside the Sales Director, create a proposition and associated narrative to ensure our commercial proposition into the market place is competitive and compelling, across bids of more than £1 billion in total contract value.  As part of this ensure the infrastructure created to deliver is repeatable and scalable for new customers.   
• Co-lead commercial negotiations with the broader Sales Team, accountable for ensuring negotiations are in line with governance at each step. 
• Accountable for the effectiveness of internal governance at each step of an opportunity proposal or bid, using a continuous improvement mindset to continually evolve the approach. 
• Build and develop ongoing relationships and credibility with C-level stakeholders within customers and partners. 
• Create an environment where all colleagues are supported to be curious, innovate and experiment in pursuit of continuous improvement. 

The person 

• Demonstrable experience in a Commercial & Bid Management position, with an impressive delivery record
• Sound understanding of Commercial & Bid Management methodology and associated legislation
• Background within the Utilities/Telco Sector and B2B experience
• Strong stakeholder management skills with the ability to develop strong relationships at all levels
• Strong verbal and written communication skills, including ability to influence and inspire at all levels
• Commercially astute with the ability to assess the financial and business impact of decisions and exercise sound judgement 
• Financially numerate with the ability to manage 3rd party suppliers

Your wellbeing…. Our wellbeing mission is to help our people to be the best version of themselves at work and still have the time and energy to live a full life outside of work. 

Our focus for 2024 is to Win, Grow, Go Faster – find out more, contact us and apply!  

Inclusive Arqiva ….Our networks include our Diversity Ambassadors, Eldercare, Spectrum, Working Families, Pride, Veterans and Inspiring Women – join and contribute to our active networks!