Commercial manager
[edit] Introduction
In construction, a commercial manager is responsible for overseeing and managing the finances of a project as it progresses. They should also be capable of maintaining a long-term view in terms of business opportunities that will enable their organisation to develop and grow, being responsible for exploring new avenues of business, delivering bids and negotiating contracts.
The commercial manager is typically the head of a commercial team, overseeing the work of quantity surveyors, estimators and planners. While the exact job specification of a commercial manager will vary according to organisation and project, their general duties and responsibilities might include:
- Strategically expanding, preserving or improving procedures and standards.
- Resolving contractual and commercial problems.
- Overseeing financial key performance indicators (KPIs) of a project.
- Offering financial direction and instruction to the project team, ensuring they understand key aspects of the contract.
- Reporting on financial performance to the project manager and other senior staff members.
- Assessing risk.
- Managing and mentoring the quantity surveying team.
Most commercial managers will work for contractors or subcontractors, although some may be independent consultants. They may be responsible for several projects simultaneously.
Working for a smaller company may provide the commercial manager with greater responsibility in a shorter space of time, albeit, typically on smaller projects. Larger companies may offer a commercial manager the chance to work on higher profile, larger and often more challenging projects, usually as part of a larger team.
[edit] Skills and experience required
Commercial managers will often have a quantity surveying background with several years of construction industry experience. Some commercial managers can progress into the role from an engineering background.
The skills that are required include:
- Strong commercial awareness.
- Excellent client liaison and people management skills.
- Good negotiating skills.
- Extensive understanding of the construction industry.
- Good analytical, financial and numeracy skills.
- Attention to detail.
- Sound knowledge of contracts and the legal framework.
- Good leadership skills.
While not being strictly necessary, it is usual for commercial managers to have a university education. BSc (Hons) degrees are available in Commercial Management and Quantity Surveying.
For more information, see Commercial Management and Quantity Surveying course essentials.
Many commercial managers become chartered through a relevant professional body, such as the Institution of Civil Engineers (ICE), Royal Institution of Chartered Surveyors (RICS) or the Institute of Commercial Management (ICM).
[edit] Related articles on Designing Buildings Wiki:
- Architect.
- Bid writer.
- Business administration.
- Client's representative.
- Commercial management.
- Construction contractor.
- Construction manager.
- Construction team.
- Consultant team for design and construction.
- Cost consultant.
- Design and manage procurement route.
- Design manager.
- Development manager.
- Estate agent.
- Estimator.
- Health and safety inspector.
- Interview with Liam Huntley - Commercial Manager.
- Leadership styles.
- Lead consultant.
- Management consultant.
- Project manager.
- Project team for building design and construction.
- Quantity surveyor.
- Site foreman.
- Team management for building design and construction projects.
- Who can be the Principal Designer?
Featured articles and news
A change to adoptive architecture
Effects of global weather warming on architectural detailing, material choice and human interaction.
How big is the problem and what can we do to mitigate the effects?
Overheating guidance and tools for building designers
A number of cool guides to help with the heat.
The UK's Modern Industrial Strategy: A 10 year plan
Previous consultation criticism, current key elements and general support with some persisting reservations.
Building Safety Regulator reforms
New roles, new staff and a new fast track service pave the way for a single construction regulator.
Architectural Technologist CPDs and Communications
CIAT CPD… and how you can do it!
Cooling centres and cool spaces
Managing extreme heat in cities by directing the public to places for heat stress relief and water sources.
Winter gardens: A brief history and warm variations
Extending the season with glass in different forms and terms.
Restoring Great Yarmouth's Winter Gardens
Transforming one of the least sustainable constructions imaginable.
Construction Skills Mission Board launch sector drive
Newly formed government and industry collaboration set strategy for recruiting an additional 100,000 construction workers a year.
New Architects Code comes into effect in September 2025
ARB Architects Code of Conduct and Practice available with ongoing consultation regarding guidance.
Welsh Skills Body (Medr) launches ambitious plan
The new skills body brings together funding and regulation of tertiary education and research for the devolved nation.
Paul Gandy FCIOB announced as next CIOB President
Former Tilbury Douglas CEO takes helm.
UK Infrastructure: A 10 Year Strategy. In brief with reactions
With the National Infrastructure and Service Transformation Authority (NISTA).
Ebenezer Howard: inventor of the garden city. Book review.
Airtightness Topic Guide BSRIA TG 27/2025
Explaining the basics of airtightness, what it is, why it's important, when it's required and how it's carried out.