Ralph Appelbaum Associates, Berlin - Commercial Director / Kaufmännischer Direktor (m/w/d)
Stellenbeschreibung
Position Profile
Ralph Appelbaum Associates is seeking a full-time Commercial Director to join our award-winning design studio in Berlin, Germany which over the last 10 years has worked with museum clients across Europe.
The Commercial Director is responsible for overseeing all financial and contractual aspects of the Berlin studio operations, working in close collaboration with the Director of the Berlin Studio, the Director of Project Management and Operations for London & Berlin, and the RAAI executive team to drive growth and ensure that the practice’s creative excellence is underpinned by commercial success. The Commercial Director acts as the financial and administrative lead for specific projects, ensuring that all commercial aspects—from contracts to procurement to billing—are managed effectively and align with the project's overall goals.
The primary focus of the role is to monitor and report on the overall status of live projects and pipeline to ensure that budget targets are met, that revenue flows are maximised, and that fixed costs are minimised. In addition, this role will lead all RAA Berlin commercial and financial proposals and will represent RAA Berlin in financial and contractual negotiations. The Commercial Director is responsible for advising project leadership (in Berlin, London, and NY) regarding scopes of work, programming, resourcing, fee projections, and appointment of subcontractors and consultants.
The candidate will be a highly motivated problem-solver with a proven history of successfully running projects from a commercial perspective, preferably in museums, exhibitions, and other cultural and corporate visitor centre projects, predominantly in Germany, from conception to completion. The position is responsible for working with our Project Management staff to ensure that each project is completed on time, on budget, and to the highest standards.
Responsibilities:
* Oversees all commercial aspects of assigned projects, including budgeting, procurement, and billing
* Prepares and manages project cost estimates and financial documentation
* Handles client and vendor contracts, purchase orders, and change orders
* Monitors project cash flow and initiates invoicing based on project milestones
* Liaises with clients and suppliers on financial and contractual matters
* Ensures compliance with legal, tax, and internal policy requirements
* Collaborates closely with project managers and finance/accounting departments
* Supports financial reporting and performance tracking of projects
* Maintains oversight of the fulfillment of large and complex design contracts, including turnkey
* Provides input to studio revenue projections and staff resourcing overviews
* Working closely with the RAAI Finance Team, reports on RAA Berlin’s financial performance and overall status of live projects and pipeline to ensure that budget targets and project profit margins are met, revenue flows are maximised and fixed costs are minimised
* Directs and controls the work and resources of RAA Berlin, ensuring that staff are working at optimum efficiency and with a balanced workload
* Maintains accurate and up-to-date records of planned resource allocations for projects, pitches and speculative work in Deltek VantagePoint
* Reviews actual versus planned time, approves labour reports, and revises resource allocations in Deltek VantagePoint as necessary to maintain accuracy of planned workload
* Liaises with Director of Project Management and Operations for London & Berlin to identify resource capacity, bottlenecks and requirements for short term or permanent hires
* Working with project management staff, this position will:
o Assist in establishing and overseeing the RAA contract, work plans, staffing plans and project fees for multiple projects;
o Establish and manage contracts with sub-consultants and freelancers;
o Execute project progress, and ensure milestone deliverables conform to contractual requirements;
o Identify out-of-scope work, and work with client and/or client representatives to establish additional services;
o Attend key client presentations;
o Communicate project status to clients, stakeholders, and key project participants;
o Understand roles and tasks for all disciplines in order to balance workload within budget parameters.
* Participates in new business proposals to develop fee proposals and costed resource schedule, liaising and negotiating with third party consultants and collaborators required to meet the requirements of the scope, commenting on contract terms etc.
* Acts as an ambassador of the company, representing RAA at promotional and networking events, supporting marketing and business development activities
* Provides input to and supports the implementation of new business strategies and growth planning working closely with the Director of the Berlin Studio, Director of Project Management and Operations for London & Berlin, and Director of Business Development for London & Berlin
Requirements:
* Degree in architecture, interior architecture, engineering, project management, or other comparable field
* 10+ years of experience in professional management of construction projects
* 5+ years of experience in a comparable management-level role
* Knowledge of architectural contract law (HOAI,HOAS, Bau-und Vergaberecht), including preparation of fee offers and contracts, typical terms and conditions, contract evaluation, and negotiation
* Proven experience in change-order management
* Strong negotiation, management, and leadership skills
* Highest standards of personal and professional integrity
* Collaborative and inclusive work style
* Ability to work both independently and as part of a team
* Excellent written, verbal, and interpersonal communication skills
* Strong organizational, multi-tasking, and time management skills
* Proactive approach to task management
* Strong attention to detail
* Proficiency in Google Workspace and/or Microsoft Office Suite
* Knowledge of Deltek VantagePoint Personnel Management Software a plus
* German as primary language (written and spoken)
* English language proficiency (written and spoken minimum C1)
How to Apply:
Unfortunately, due to the volume of applications we receive, we cannot personally respond to each applicant. Qualified candidates will be contacted via email regarding our interview process. To apply for this role, please send a cover letter, CV, and portfolio to humanresources@raai.com.
EDAI
RAA is an equal opportunity practice that is committed to furthering diversity and inclusion in our studio. RAA does not discriminate in employment or access to its programs or activities on the basis of: race; color; creed; religion; gender; gender identity or expression; sex; sexual orientation; national origin or ancestry; citizenship status; health or genetic information; age; marital status; mental or physical disability; pregnancy; political affiliation; arrest record; past, present, or future service in the uniformed services; or any other legally protected status. Our policy of non-discrimination applies to all personnel practices, including, but not limited to, recruitment, project assignments, professional development, compensation, or any other employment practice. We strongly encourage women, people of color, and candidates from other underrepresented communities to apply.
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