Senior Manager - Commercial Excellence

The Senior Manager - Commercial Excellence is responsible for embedding commercial excellence & international best practices to increase sales and sustained profit, through demonstrably lifting performance and standardizing the business approach in commercial competence, performance, product development & solutions, and customer service.<br><br> Lead development of the methodology, process and tools for standardization of Pricing & Tendering Support.<br><b><br>Commercial Competence</b><br><br><ul><li>Assess commercial skills, knowledge, & ability against current and future needs, and establish & implement strategic plans to ensure that gaps are addressed, and strengths are leveraged in order to maximize sales and customer service.</li><li>Develop and execute global training programme (for field sales and field sales support) that Business Leaders and Sales Managers can use to improve selling behaviors and exceed overall performance goals versus the annual targets.</li></ul><b>Commercial Performance (Approach, Systems, Processes & Tools)</b><br><br><ul><li>Lead the design of commercial process improvement projects across M&L, and drive continuous improvement of sales process, sales capabilities and tools and supporting system.</li><li>Drive the digital transformation of commercial activities within M&L.</li><li>Create and execute a rigorous sales process management that integrates coordinated review and execution of sales pipeline, account opportunities and leads across M&L.</li><li>Develop programs, tools and metrics that increase the adoption of the most effective sales behaviors and outcomes, e.g. account and call planning, pipeline forecasting, win rate, deal velocity, customer retention and forecast.</li><li>Establish and execute the process for monitoring and follow-up on M&L commercial KPIs, including visual management system for monitoring KPIs and relevant business performance</li></ul><b>Product Development & Solutions</b><br><br><ul><li>Analyze & anticipate external competitive segment trends, customer needs, opportunity gaps, and internal technical capability, and then pitch multi-product & solutions development to obtain internal buy-in from Sales & product owners for implementation.</li></ul><b>Customer Service (Standards & Retention)</b><br><br><ul><li>Develop, standardize, and provide oversight of customer service procedures, process, communication channels, systems, scripts, and escalation process so that the customer service approach across the pillar is consistent and to the highest standard, and so that the administration of order entry, shipment tracking, and delivery of products to customers are accurate, efficient & timely.</li><li>Establish & communicate data-based insights to customers so they can more effectively use products, and so that the businesses can achieves goals such increasing renewal sales and revenue, inspiring customer loyalty and retention, and reducing churn and down trading. Increasing the likelihood of customers retention & growing monthly recurring revenue (MRR).</li></ul><b>Pricing & Tendering</b><br><br><ul><li>Provide team oversight for the Development of methodology, process and tools for standardization of Pricing & Tendering Support.</li></ul><b>Finance</b><br><br><ul><li>Set-up accounts for all customers and ensure invoicing is done correctly, including close monitoring of commercial activities and disbursements, and follow up with clients regarding payment of invoices within defined company time frames.</li></ul><br> <b>QUALIFICATIONS & EXPERIENCE</b>  <br><br><ul><li>Engineering Degree or Bachelor Degree in Business Administration or equivalent</li><li>Master of Management, Business Administration or relevant is advantageous </li><li>10 years work experience with at least 5 years of experience handling similar role</li><li>Experience from multi-national companies is preferred</li><li>Experience in building, designing and deploying tender/pricing management and value propositions is preferred</li><li>International experience, GCC experience is preferred</li><li>Strong analytical and problem-solving skills</li><li>General experience in commercial functions</li><li>Expertise in designing commercial value propositions</li><li>Overall knowledge of the transport industry, container shipping and logistics is preferred</li><li>Good understanding of international transportation, logistics, supply chain dynamics and practices is a preferred</li></ul><br /><br />With over 90 years' combined experience, NES Fircroft (NES) is proud to be the world's leading engineering staffing provider spanning the Oil &amp; Gas, Power &amp; Renewables, Infrastructure, Life Sciences, Mining, Automotive and Chemicals sectors worldwide.With more than 100 offices in 45 countries, we are able to provide our clients with the engineering and technical expertise they need, wherever and whenever it is needed. We offer contractors far more than a traditional recruitment service, supporting with everything from securing visas and work permits, to providing market-leading benefits packages and accommodation, ensuring they are safely and compliantly able to support our clients.