Head of Commercial Motorsport

Fortescue • Kidlington • 2w ago

Role Purpose

An opportunity has arisen for a Head of Commercial to join the Commercial/Motorsport department. As the Head of Commercial focused on Motorsport & Advanced Engineering, you will play a pivotal role in managing the commercial relationships between Fortescue Zero and key stakeholders within the dynamic and high-paced Motorsport industry. This senior position requires a deep understanding of Motorsport, coupled with advanced skills in high-tech engineering consulting, to lead and drive business development initiatives. Your primary goal is to identify, secure, and convert new business opportunities, ensuring market-leading performance and speed to market aligning with our purpose of engineering winning performance at pace to enable a de-carbonised future

Job Responsibilities

Strategic Commercial Ownershipfor Motorsport & Advanced Engineering BU. Ownership of revenue growth, commercial portfolio, and business development management.
Pipeline Management & Reporting: Oversee the development, tracking, and execution of the pipeline to meet business targets. Provide regular updates on pipeline maturity and progress, both quantitatively and qualitatively, working with internal commercial peers. Lead all executive summaries and reporting.
Lead Generation and Conversion to meet Revenue Targets: Drive the creation of new business opportunities and ensure their successful conversion. Ensure sustainable profitable revenue growth by working with customers and internal stakeholders to maximise value proposition, positioning, and pricing strategies. Maintain accurate entries in the CRM system, providing insights into new opportunities.
Contract management and negotiation: Drafting, preparing, and reaching agreement on commercial terms in collaboration with commercial, legal, operational, engineering, and finance teams. Lead customer facing negotiations and represent voice of customer in internal engagements.
Business Case and Pricing strategies: Define pricing strategies in collaboration with commercial teams, understanding and analysing internal business case, and lead customer facing documentation and discussions. Independently build and analyse business models as required.
Sales collateral creation: Define material and documentation required to promote and sell Motorsport & Advanced Engineering products and services, and support creation with Group marketing teams.
Win Strategy Development: Define strategies to maximise win rates, working closely with the commercial operations team, the Motorsport engineering team, and other key stakeholders. Implement short and long term strategies and tactics to drive opportunity pipeline, and articulate approach to executive and team members.
Bid Management:Collaborate on the creation and submission of compelling, high-quality bids that meet customer needs and business objectives.
Team Leadership: Manage the Business Development resources and activities within the broader Motorsport & Advanced Engineering team, fostering a high-performing customer-centric culture. Lead and drive collaboration with wider internal teams to improve product and service offering, and internal processes.
Stakeholder Engagement: Act as the key commercial point of contact for all internal and external stakeholders, representing Fortescue Zero, and Motorsport & Advanced Engineering, at a senior level. Create and maintain key relationships with customer and industry stakeholders to drive and benefit commercial outcomes.
Competitive landscape and Market Insights: Stay abreast of mobility market trends and leverage insights to shape strategy and execution. Maintain awareness and understanding of Fortescue Zero’s competitive positioning and reputation.. Travel to attend customer meetings and agreed events. Represent Fortescue Zero at key events.
Industry Representation and Events: Represent Motorsport & Advanced Engineering professionally at key Motorsport industry events.

Experience & Qualifications

Proven experience in Motorsport industry, showcasing a successful track record in business development.
Degree qualified in a related Engineering degree preferred
Experience of working in high technology / advanced engineering businesses
High level of interpersonal skills
Project management and organisational expertise.
Able to convey customer requirements to Product Management and Engineering teams
Ability to demonstrate previous experience and success of commercial contract negotiation
A working knowledge of working across markets and regions within the Motorsport, Aerospace, and Defence sectors would be advantageous.

Location: Based in Kidlington, Hybrid.