CV

Sharon Croome
  • Accomplished, security cleared senior Commercial/Contracts/Procurement specialist with over 25 years’ experience, mainly in the defence, telecoms and aerospace industry with a working knowledge of UK MoD DEFCONs, US FARS/DFARS, Canadian SACC clauses, EU Procurement regulations and UK OGC contracts. Easily able to switch between procurement and commercial – extensive experience in both fields.

  • Worked for the UK MoD and major defence prime contractors in the UK including Agusta Westland, managing the prime contract and the manufacturing license for the Apache programme (~ £6.5bn), Rolls-Royce and BAE Systems, drafting and negotiating the long-term, large value (up to £250M), complex integrated support programmes for military aircraft engines and total warship platforms respectively, and a R&D/consultancy/advice services-based organisation working on a variety of complex consortium-orientated framework agreements with universities and SME’s, and overseas procurement advice contracts. Extensive international business experience.

  • Considerable experience and a proven track record as a team leader managing teams of commercial managers, fully capable of operating at senior management/board level; acomplished at working alongside the relevant senior Sales/BD Director(s).

Professional info​

Leadership and Management

  • High-energy leader, motivator and team player who drives demanding change agendas, with exposure in conceptualising measures to optimise and utilise commercial resources.

  • Delivers results by bringing clear thinking and generating action by giving clear direction.

  • Highly intuitive people skills enabling the maximisation of individual performance. Adept at both mentoring and coaching staff and peers.

Strategy Setting

  • Creates the strategic commercial vision and balances this against short-term requirements and ‘the art of the possible’, whilst ensuring that the economics make sense.

  • Good strategic appreciation and vision, able to build and implement sophisticated plans with a proven track record explicitly supporting business needs. Identifying the customers needs and developing commercial relationships with key customers and partners.

  • Looking for ways to create new revenue streams at every possible opportunity, in charge of developing commercial strategy, direction and tactics.

  • Supporting all sales activities within the company. Implementing sales plans within the commercial function to meet agreed targets.

Stakeholder Management

  • Leads by example, collaborative approach with good interpersonal skills to engage, motivate and encourage others through change.

  • Exceptional ability to network and maintain close relationships with management teams, suppliers and customers.

  • Listens to customer and company needs, then, by working across functions, delivers results that meet or exceed expectations.

Negotiation

  • Proven track record in negotiating high value, complex, international contracts, ensuring that everything is agreed to the highest possible professional standards. An enterprising and creative thinker, with a commercial eye.

  • Drafting and negotiation of MOUs, Heads of Terms, SLAs, Teaming/Collaboration Agreements. Negotiating reseller agreements and devising distribution strategies.

Work experience
Defence Contracts Experts Ltd, Director & Owner.
  • Independent senior-level commercial management specialist providing high quality interim commercial and contract management manpower and consultancy, particularly focused on cyber, defence and aerospace, both in the UK and in international markets.

Projects

  • Explosive Learning Solutions Ltd (March 2017 – present): Commercial SME Consultant & Trainer – responsible for designing and delivering JSP 822 compliant commercial awareness and other associated courseware to the UK MoD DE&S in supporting their Commercial objectives for improving staff expertise and knowledge.

  • BMT Defence Services (November 2016 – March 2017): Commercial SME Consultant – responsible for providing Independent Technical Expertise (ITE) to the UK MoD DE&S in supporting their Commercial objectives for the Maritime Combat System (MCS) including supporting the governance and operation of the MCS Collaborative Enterprise, development of the MCS Commercial Strategy, management of Supply Chain Health monitoring and general advice and specialist knowledge assistance to DE&S.

  • NITEWORKS (through SEA Ltd) (December 2015 – March 2017):

    • Commercial SME Consultant (Dec 2015-July 2016) – responsible for the commercial and procurement strategy for the Dstl/D Combat - Icarus (Land Vehicle Protection) Project evaluating a number of procurement options and appropriate commercial models; and

    • Strategic Alliance/Business Architect SME Consultant (Apr 2016 – Mar 2017) – responsible for the alliance & strategic partnership strategy and business model for the Common Defensive Aids Suite (CDAS) Phase 2 project delivering an over-arching CDAS Acquisition Strategy and Procurement Strategy to the DE&S APS PT; and

    • Commercial SME Consultant (July 2016 – Mar 2017) – responsible for the commercial and procurement strategy for the Submarines Combat Systems Capability Delivery Model Development Project delivering an over-arching Acquisition Strategy and Procurement Strategy to the DE&S Submarines Combat Systems PT; and

    • Commercial SME Consultant (July 2016 – Nov 2016) – responsible for the commercial and procurement strategy for the ISTAR ATHENA Project, which considered cross platform, cross functionality support requirements for aircraft, facilities, training and manpower.

  • Babcock: CISR, Bristol (June 2015 - November 2015) – Commercial Manager (Contractor) – commercial management of the CISR business development agenda, supporting all major bids in the division. Commercial management and strategic solutioneering of:

    • a £250m-£450m, complex, consortium based, research and development bid for a government ITT. Drawing on previous R&D contracting experience I drew up the consortium concept, heads of terms, governance and operational processes;

    • Two NATO NEC3 bids (worth between £10-£20m) for contracts for HF radio solutions in European NATO countries;

    • Provided training to the CISR commercial team on the Defence Reform Act 2014 and associated Single Source Contract Regulations.

    • Drafting and negotiation of MOUs, Heads of Terms, SLAs, Teaming/Collaboration Agreements

 

For the rest of my experience, please connect with me on LinkedIn
Education​
Professional Qualifications.

International Association for Contract & Commercial Management (IACCM) Contracts and Commercial Management Expert (CCME)

Chartered Institute of Procurement and Supply (CIPS) - Fellow (FCIPS)

Association of Project Management (APM) Professional Qualification - Full Membership of APM ((M)APM) achieved

NVQ Level 4 in Management

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