Commercial Manager

Key Accountabilities

Commercial Leadership & Strategy

• A key role within the Werfen Senior Leadership Team, collaborating with colleagues to shape strategic direction, drive organisational success, and promote a culture of trust, teamwork, and mutual respect
• Lead a centralised commercial function aligned to the UK 3‑year strategic plan, directly impacting revenue growth and P&L performance.
• Act as the primary commercial interface across all business units, ensuring alignment between sales strategy, operational delivery, and financial objectives.

• Provide expert guidance on UK procurement frameworks and legislation, general market changes and pathology network dynamics to inform strategic decision making.

  Contracts, Tendering & Governance

• Lead a high‑performing Contracts team responsible for end‑to‑end tender lifecycle management, including bid submission, negotiation, and contract award.
• Ensure all tender submissions are compliant, commercially robust, and delivered to a high standard across multi‑business unit opportunities.
• Develop and embed contractual governance frameworks, improving risk management, consistency, and commercial outcomes.
• Oversee price increase management to protect and enhance profitability across the portfolio with Customer Support.
• Responsible for resolving all contractual and procurement disputes as a point of escalation from the contracts team with customer contracts alongside selected legal partners.
• Identify new procurement avenues and mechanisms for customers to take Werfen solutions through to contract.

• Write and amend contractual documents where applicable including the distributor agreements. 

  Operational Excellence & Commercial Performance

• Strengthen delivery of Managed Service and Cost‑Per‑Reportable contracts, ensuring clear accountability, escalation pathways, and operational control.
• Drive continuous process improvement initiatives to enhance efficiency, quality, and commercial performance across teams.

• Improve forecasting accuracy and budget planning through enhanced cross‑functional collaboration and data insight.

  Distributor & External Partner Management

• Lead all UK distributor relationships, including negotiation of high‑value agreements and ongoing contractual performance management.

• Strengthen partnerships with key stakeholders across Primary Contractors, NHS procurement organisations, and industry bodies to enhance commercial positioning.

  Cross‑Functional Leadership

• Act as the central coordination point across Sales, Service, Finance, Quality, IT, Supply Chain, and Marketing functions.
• Enable seamless transition from contract award to business‑as‑usual operations, ensuring delivery against customer commitments.
• Support resource planning, risk mitigation, and integrated delivery across complex projects and national accounts.
• Provide education and training where required on Contracts, Tenders, Procurement and Legal 

• Responsible for driving the relationship, tasks and the cross collaboration intitiatives between Werfen UK and GBS. 

  Implementation & Project Delivery Oversight

• Oversee the end‑to‑end implementation lifecycle, ensuring projects are delivered on time, within scope, and aligned to both customer and business requirements.

• Strengthen governance frameworks across implementations, improving risk management and operational profitability per deployment.

  Marketing, Brand & Market Engagement

• Direct marketing communications strategy to improve market visibility, customer engagement, and alignment of messaging across the UK.
• Responsible for guiding the marketing communications manager in increasing communication internally within Werfen UK

• Support delivery of events, digital engagement, and analytics to strengthen Werfen’s external positioning.

  Industry Influence & Thought Leadership

• Represent Werfen at national level through engagement with industry bodies (e.g. BIVDA) and procurement forums.

• Deliver and support presentations on NHS procurement at external and internal meetings, strengthening customer understanding and market positioning.

  Sustainability & Social Value

• Lead UK social value and sustainability initiatives, embedding them into commercial strategies and public sector tender responses.

• Knowledge of all social value and sustainability legislation, policy notes and the requirements for tenders and contracts. 

  Team Leadership & Development

• Lead and evolve a high‑performing, empowered teams across Contracts, Customer Support, Marketing Communications, and Implementation.
• Embed structured management practices, including performance oversight, development planning, and continuous improvement culture.
• Drive organisational capability through onboarding, training, and workload planning.
• Lead innovative initiatives to drive performance and efficiencies for operations such as AI‑enabled bid development, increasing speed, consistency, and win rates