Manager of Commercial Processes
About the role
As Manager Commercial Processes, you will be the driving force behind documenting, optimising, and enforcing all commercial processes across Destinus. Sitting within the Commercial Strategy team, you will work cross-functionally with Business Development, Commercial Operations, Product and Marketing to ensure that every stage of the commercial lifecycle —from lead qualification through contract execution processes are well defined, clear and governance structures adhered to and in line with defense-industry standards. This is a high-impact role for someone who thrives on bringing structure to fast-moving environments and who understands the rigour required when selling into government and defense customers.
At Destinus, we are revolutionizing the defense industry with cutting-edge Unmanned Aerial Vehicles (UAVs). Our innovative technologies are designed to meet the unique demands of modern defense operations, delivering unparalleled speed, precision, and cost effectiveness. Destinus partners with government agencies and defense organizations worldwide to provide advanced solutions for mission-critical operations, enabling a new era of efficiency and technological superiority. Join us in shaping the future of defense with groundbreaking aerospace innovations.
What You´ll Do
- Process Documentation & Governance
- Map, document, and maintain all end-to-end commercial processes, including opportunity qualification, bid/no-bid decisions, proposal development, pricing approvals and more
- Establish and own a centralised Commercial Process Handbook that serves as the single source of truth for all commercial workflows
- Define and enforce stage-gate criteria, approval authorities, and escalation paths in line with corporate governance and defense-sector compliance requirements
- Process Optimization & Continuous Improvement
- Analyze existing commercial processes to identify bottlenecks, inefficiencies, and risk areas; design and implement improvements that reduce cycle times and increase win rates
- Introduce and track key performance indicators (KPIs) for commercial process health, such as bid turnaround time, approval cycle duration, and proposal quality scores
- Benchmark against defense-industry best practices
- Compliance & Enforcement
- Conduct periodic process audits and compliance reviews; report findings to the Head of Commercial Strategy and recommend corrective actions
- Provide tracking and progress reporting on defined commercial Enterprise risks
- Act as the gatekeeper during critical processes ensuring mandatory steps are completed before progression
- Tools, Systems & Enablement
- Own the configuration and continuous improvement of CRM and commercial management tools to reflect approved processes
- Develop templates, checklists, and own decision-support tools development that accelerate day-to-day commercial operations
- Design and deliver training programmes and onboarding materials to ensure all commercial team members understand and follow established processes
- Cross-Functional Collaboration
- Partner with a.o. Manufacturing, Legal, Finance to align commercial processes with contractual, financial, and delivery workflows
- Support commercial teams during major pursuits by ensuring process discipline is maintained under time pressure
- Serve as the primary point of contact for internal and external audits related to commercial operations