Applus+ Europe
Head of Commercial Support
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About Applus
Applus+ is a global leader in Testing, Inspection and Certification services, supporting customers across the energy, aerospace, infrastructure, utilities, renewables, manufacturing and industrial sectors. With more than 26,000 employees operating across over 70 countries, Applus+ helps organisations improve the quality, safety, reliability and sustainability of their assets and operations. Our UK business provides industry-leading Non-Destructive Testing (NDT), Inspection, Asset Integrity and Rope Access services to clients across traditional energy markets and emerging sectors. As part of our ambitious growth strategy, we are investing in our people, expanding our service offering and diversifying into new markets including renewables, power, electrical transmission and industrial services.
JOB TITLE: Head of Commercial Support
Overall Purpose of Role:
The Head of Commercial Support is responsible for governing and enabling commercial performance across Northern Europe. The role provides the commercial infrastructure, processes, governance and support required to enable sustainable growth, improve commercial discipline and deliver a consistent customer experience. Working closely with Country Managers, Business Development Managers, Key Account Managers, Operations teams and Technical Specialists, the role is responsible for leading commercial operations including bid and proposal management, pricing governance, CRM, commercial reporting, contract governance and continuous improvement. The role plays a key part in driving commercial excellence through standardisation, performance management and effective commercial processes.
Reports to: RD North Europe
Liaises with: Key functional Staff and Directors
Direct Reports: 3 x Customer Support Specialists
Key Responsibilities & Accountabilities
Commercial Operations
- Lead the Commercial Support function across Northern Europe.
- Develop, implement and continuously improve commercial processes, standards and governance.
- Lead team of Commercial Support Specialists with pricing, chasing and securing warm leads for inbound enquiries for select portfolio of clients
- Ensure a consistent commercial approach across all countries.
- Support the implementation of the Northern Europe Commercial Operating Model.
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Bid & Proposal Management
- Lead the bid and proposal process for strategic opportunities.
- Coordinate cross-functional bid teams to ensure high-quality, compliant and competitive submissions.
- Develop proposal standards, templates and best practice.
- Manage bid governance and approval processes.
- Drive continuous improvement in proposal quality and win effectiveness.
Pricing & Commercial Governance
- Support pricing strategy and commercial approvals.
- Coordinate commercial reviews for strategic opportunities.
- Ensure appropriate commercial governance and delegated authority are applied.
- Support contract reviews and commercial risk assessments.
- Promote consistency in commercial terms, pricing methodology and governance.
CRM, Commercial Performance & Reporting
- Ensure high standards of CRM data quality, opportunity management and commercial reporting.
- Produce commercial dashboards, pipeline reporting and performance analysis.
- Support forecasting, pipeline management and sales performance reviews.
- Drive CRM adoption and commercial discipline across the organisation.
Commercial Excellence
- Implement commercial KPIs and reporting.
- Support Weekly Pipeline Reviews and Commercial Performance Reviews.
- Identify opportunities to improve commercial efficiency and effectiveness.
- Develop and maintain commercial policies, procedures and guidance.
- Support training and coaching to improve commercial capability across the region.
Collaboration
- Work closely with Country Managers, Business Development Managers, Key Account Managers, Finance, Operations and Technical Specialists.
- Support collaboration across the region to maximise customer opportunities.
- Share best practice and drive standardisation across the region.
- Support strategic commercial initiatives and business transformation programmes.
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Qualifications & Experience
Essential
- Minimum five years' experience in Commercial Operations, Bid Management, Commercial Management or Sales Operations.
- Experience of contract reviews and deployment
- Strong understanding of CRM systems, commercial reporting and sales performance management.
- Experience of coordinating complex bids and proposals.
- Strong commercial acumen with excellent analytical and organisational skills.
- Excellent stakeholder management and communication skills.
- Proven ability to influence across multiple business functions.
Desirable
- Experience within Testing, Inspection & Certification (TIC), Engineering Services or Industrial Services.
- Experience of pricing governance and contract management.
- Experience implementing CRM or commercial management systems.
- Experience supporting multi-country commercial organisations.
Measures of Success
- Performance will be measured through a balanced set of commercial KPIs, including:
- Bid Win Rate
- Proposal Turnaround Time
- CRM Compliance & Data Quality
- Forecast Accuracy
- Pipeline Visibility
- Pricing Governance Compliance
- Commercial Reporting Accuracy
- Commercial Process Compliance
Key Behaviours
- The Head of Commercial Support will demonstrate:
- Customer-first mindset.
- Strong commercial judgement.
- Process excellence.
- High levels of ownership and accountability.
- Exceptional collaboration and stakeholder management.
- Continuous improvement mindset.
- Data-driven decision making.
- Professionalism, integrity and resilience.
HSEQ Policy
- Be active in promoting and maintaining the Company’s high standards for Health, Safety, Environment and Quality by:
- Highlighting new working practices which may benefit the Company
- Developing good relationships with clients and suppliers
- Maintaining a clean and safe office and site environment
- Participating in Company and client HSEQ initiatives
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