Commercial Manager

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Our client is a leading Scottish business, considered to be a leader in their field, who as a result of some significant growth need to appoint an ambitious Commercial Manager to their team. You will work within the firms commercial team to ensure that the team meet the commercial agenda and achieve the set objectives.

 

This is a broad role, but essentially you shall lead the team and drive the development of new business leads/opportunities/proposals. Supporting account management processes to aid customer retention and the implementation of commercial tools in support of both organic and inorganic growth pillars. Have a focus towards facilitating customer experience improvements, with a regional emphasis on the key geographic markets.  You will have overall responsibility for all Board, PE and Group commercial reporting, including forecasting.

 

Specifically you shall;

 

  • Lead the development of proposals and tender submissions
  • Lead on Group Analytics – market insights; represent the firm on external and internal benchmarking projects;
  • forecasting and stakeholder reporting;
  • act as lead on competitor analysis and commercial KPIs to aid business growth
  • Responsible for retention and attrition management – identifying and pursuing retention opportunities within the regional portfolio.
  • Ownership of continuous improvement of customer-facing commercial material in alignment with Opportunity Owner expectations; including bid proposals, sales material, management of change documents, crisis management collateral, and all other meeting documentation as required.
  • Via Salesforce, responsible for Tracking Pipeline, Sales Performance and drive Win Rate improvements for all opportunities with existing customers by providing support with sales budgeting, WIN Deal reviews, sales performance follow-up, and pipeline management for opportunities.
  • Responsible for all existing customers' commercial actions for the portfolio of offices that you are responsible for – including Quarterly Internal Reviews, Quarterly Customer Reporting, maintaining Account Development Plans, and GROW Portfolio reviews for each office.
  • Overall responsible for all Board and Group commercial reporting, including monthly Board Packs, Growth Packs, vessel forecasting, yearly budgeting process, yearly reforecasting, as well as OPEX comparisons and regular analytics into commercial performance.
  • Coaching and supervising Bid Team and Commercial Analyst, responsible for Group reporting, market insights, competitor analytics, and generating customer intelligence and leads.
  • Enhance Customer Experience by assisting service recovery, addressing customer pain points, supporting churn reduction management processes, and improving attrition rate across the customer group
  • Coordinate the implementation of new group products and services across the entire Operating Model – both internally and externally – to maximise customer satisfaction, service alignment, and yield.

 

It is expected that you shall have a demonstrable track record of success in a commercial management role, ideally within business service provision, where you have worked to tight deadlines (especially delivering proposals). You will be team and action-oriented; proactive in prioritising your own workload and assigned areas of responsibility to others. Experience of Salesforce would be advantageous.  
 

Permanent
27 June 2022
Engineering & Technical
Commercial Manager
£up to 60,000 + Benefits
0141 530 4333