Role Purpose
The purpose of the role is to develop the 2–3 year Large Country Commercial Plan, drawing together Regional targets, market insights and market intelligence to agree priorities and focus with Country Business Development and input into the 3-5 Regional Commercial Strategy. This role is ultimately responsible for overseeing Demand Planning for the country, assessing and monitoring quality of pipeline fill, commercial viability, sales forecasting a capacity fill. The role also ensures the development/tailoring of solutions/value propositions to meet the market needs in conjunction with the Country Operations Manager and Regional Commercial Manager. Co-ordinates support for the development of large-scale tenders and manages contract governance, where applicable. Handles venue negotiation and pricing in country.
Main accountabilities but not limited to the following:
Commercial planning
Develops Country BD & Sales Strategy cross product/segment
Works with Country Team and Regional Commercial Development Manager on detailed Commercial Plan, undertakes regular quality checks, provides feedback and implements plans and targets for products/services relative to Market need with Commercial Development Manager as primary focus is business pursuit.
Market & customer intelligence
Pulls together and provides Customer and Market intelligence to identify opportunities and works to prioritise lead generation
Assesses and develops footprint strategy (what/where/when/who) and handover to Head of Operations
Winning business
Analyses clients’ needs and tailors value propositions with expert support where needed. Input into Global Innovation and Business Development strategies working with Regional Commercial Manager
Advises and enables country commercial to pursue key commercial activities and removes obstacles. Highlights any issues of non-compliance
Account & stakeholder management
Business Pursuit, RO influencing, networking and key account relationships plan and delivery agreed with Country Lead and with CD/BC colleagues on shared opportunities
Identifies and shares examples of process/procedural best practice with colleagues in the country/region to drive continuous improvement in key account management and stakeholders
Analysis & Reporting
Undertakes Commercial and demand reporting to the Region
Provides B2B/Sales forecast at cluster level, actively manages pipeline and drives demand in year and for the following year.
Leadership & management
Motivates and encourages team performance.
Plans and prioritises country’s operational activities and supports team development towards effective business development.
Role specific knowledge and experience:
Commercial and financial planning experience and experience working in a relevant field
Significant experience of conducting demand planning processes and pipeline management
Market research and horizon scanning of sector
Working with regulatory bodies and building and maintaining stakeholder relationships
Demonstrated analytical ability and commercial acumen
Minimum requirements:
University Degree or relevant qualification
2 years pricing / commercial experience in a managerial capacity
2 – 3 years Business Development experience in a managerial capacity
Contract management and developing bids, costing, and pricing for large scale opportunities
Desirable:
Experience in exams setting (or services related field)
Experience in contract negotiation
Apply via :
careers.britishcouncil.org
