Job Description
A leading engineering company providing technology and infrastructure solutions with operations in Telecommunications, ICT and Power sectors are looking for Group Commercial Director. Reporting to the Group Managing Director, the job holder is responsible in driving revenue growth and maximizing profits by identifying new commercial opportunities and managing marketing efforts. He/She/They will keep abreast of trends and market conditions to provide strategic advice to top management.
Job Responsibilities
Develop and implement commercial strategies to achieve revenue growth targets and enhance profitability for the company (East Africa, Zambia)
Develop strong relationships with key customers and partners to drive business growth and foster increased customer loyalty.
Conduct market research and analysis to identify trends and opportunities, as well as track competitor activity to develop effective strategies to stay ahead of the competition.
Ensure compliance with relevant laws and regulations pertaining to commercial activities,
Develop and manage budgets and financial performance metrics to ensure that commercial activities are aligned with the overall business strategy for various Business Verticals and the Group.
Develop and manage commercial agreements with customers and vendors, including pricing, terms, and conditions.
Identify and assess new business opportunities to diversify the company’s revenue streams and improve its market position by reviewing and Implementing customer acquisition strategies.
The commercial director also serves as the company’s spokesperson within the marketplace. Will be representing the company in Commercial & Marketing Events with the Customers and other Bodies.
Prepare Commercial Policy, Practice & Frameworks to Govern the Commercial Activities for the Group and its verticals.
Assist in setting financial targets/Plans/Forecasts and budget development and monitoring for Commercial Function.
Analyzing the business performance, including the profitability, revenue, pricing and cost of goods sold by taking the lead role in advising around pricing for commercial contracts
Supporting the Business Managers, Sales and Marketing department by conducting an analysis of commercial opportunities and driving financial performance.
Team Management; leading the Business Development and Commercial Teams, Evaluating their performance and responsible for their capacity Building.
Custodian of the Business Strategy for the Group to ensure all initiatives, projects and activities align with the different organizational strategy.
Taking a lead role in solving commercial issues that may arise in the Group.
Key Performance Indicators
Increased Sales Revenue
High Performing Commercial Strategies
New Customer Acquisition and repeat Business for existing Customers
Improved Profit Margins and Shareholder Value.
New Products and Service Business Lines to accelerate Performance.
Improved Profitability across the Business Verticals
Other Requirements
Master’s degree in Business Administration, Marketing, or a Commercial related field.
Bachelor Degree in any Engineering field Electrical/ Telecommunications/Water, BioMedical/Civil/Mechatronic/Chemical
Minimum of 12-15 years of experience in Lead Commercial roles, with a track record of developing and executing successful commercial strategies.
Preference: Someone with Regional experience, Germany/UK/SA national preferred
Experience leading and managing sales and marketing teams and supporting diverse Business Units.
Strong knowledge of relevant laws and regulations pertaining to commercial activities.
Experience developing and managing commercial agreements with customers and vendors.
Excellent communication, negotiation, and interpersonal skills.
In-depth understanding of market research methods and analysis.
Solid knowledge of performance reporting and financial/budgeting processes
Commercial awareness partnered with a strategic mindset
Business Competencies
Customer centricity
Marketing & Influencing Skills
Strategic Mindset
Financial and Business Acumen
Leadership and people management skills
Problem solving, decision making and analytical skills
Stakeholder management
Negotiation & partnerships
Ability to engage at senior leadership levels
Communication and Presentation skills
Conceptualization of new ideas and Market trends
Demonstrate ability to develop, enforce and enrich processes and governance.
Change Management.
Operational Excellence
Targets effort and resources on high-value, high impact activity
Focuses on achieving maximum performance and driving continuous improvement
Thinks about processes and problems cross-functionally and end-to-end
Uses knowledge of products, technology, process, systems, and policy to solve problems
Business Know how
Uses data and research to make decisions that are competitively and financially robust
Balances current and future needs
Thinks and acts like an owner of the business
Acts in line with legal, regulatory, professional and ethical standards
Working with Change
Lead Change
Responds flexibly to changing situations
Manages the business and people aspects of change to drive performance
Creativity and Innovation
Finds creative ways to exploit opportunities and solve problems
Takes risks and pushes what is possible
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