Functional: Relationship Sales Commercial Consultant

An exciting opportunity has arisen at BSG for the role of a Relationship Sales Commercial Consultant.

This role will entail:

  • Supporting pricing of professional services
  • Overseeing all documentation relative to client contracting
  • Initiating and drafting commercial contracts in line with Company standards
  • Identifying, mitigating, managing and reporting potential and existing commercial risks
  • Understanding, managing, analysing, influencing and reporting contracted sales revenue
  • Communicating, negotiating and engaging with internal / and or external stakeholders
  • Maintaining overall responsibility for systems, processes, procedures, material and administration relevant to the relationship sales support function and continuously working to improve these

Job Objective

  • Support function to the Relationship Sales team on maintaining and updating of all internal sales systems (Sharepoint, MS Dynamics, Trello internal system), sales processes, and sales documentation
  • Initiation and drafting of all Client contractual documentation (including MSA, NDA, proposals and contracts)
  • Pricing professional services
  • Commercial and Contractual Risk – Identifying, tracking, mitigating, managing through others, escalating and reporting weekly and / or as often as possible
  • Sales Revenue Reporting – Gathering and compiling the sales data, analysing and reporting this weekly
  • Client Procurement Relationships
  • Performing Relationship Support tasks as and when they arise, including coaching / training, billing and invoicing follow ups, rates negotiation preparation, costing models, etc.

Experience

Minimum of 4-8 years working experience (preference to consulting environment and commercial / sales exposure)

Qualifications

Matric plus B.Comm Honours

Knowledge

  • General business knowledge and understanding
  • Client relationship management
  • Communication skills
  • Commercial management knowledge and understanding
  • Microsoft Office (Word and PowerPoint – good skills)
  • Advanced Microsoft Excel
  • Commercial risk management and revenue reporting
  • Organisation and administration skills

Skills & Abilities

  • Good client liaison and relationship management skills, i.e. excellent communication and interpersonal skills, articulate, good telephone and face-to-face etiquette
  • Ability to influence others
  • Excellent time management & priority setting skills
  • Ability to draft initial commercial documents based on detail provided by Delivery and/or Demand Owners (Bus Dev Team)
  • Ability to compile business related communication, i.e. presentations, reports, documentation and detailed email communication
  • Ability to respond to ad hoc requests to support Relationship Sales team and Demand Owners (Bus Dev Team)
  • Ability to identify, mitigate and manage risks in the sales process
  • Strong numerical skills in order to support pricing and financial modelling
  • Proactive in terms of identifying and escalating / mitigating commercial risks

Key Performance Areas

  • Commercial Management and Commercial Engagement Frameworks- Acquisition Client Take-on Process
  • MSA / NDA / Standard Terms and Conditions; SLA’s and Annual Rates renewals
  • Sales Process Management: Systems, Processes Administration up-to-date and relevant, Contract and Proposal templates are up to date per service offering / engagement type
    Commercial Risk Management
  • Sales Revenue Reporting- Maintain internal systems to ensure accuracy of reporting data;
  • Develop and maintain accurate / fit for purpose reporting
  • Internal and External Relationship Building
  • Ad Hoc Relationship Sales Internal Initiatives and Support Tasks – development of presentations, reports etc.

Values

  • Openness (relationships, information)
  • Collaboration (in teams, with clients)
  • Practical Focus (plans, solutions, technical problem solving)
  • Delivery Focus (value, excellence)
  • Empathy (clients, staff)

Personality Attributes

  • Assertive
  • Resilient
  • Approachable
  • Good communicator
  • Professional
  • Proactive
  • Willing & helpful

Behavioural Attributes

  • Able to work well under pressure
  • Holds self accountable
  • Organised
  • Reliable
  • Delivery focussed
  • Quality driven
  • Trustworthy (open & honest)
  • Flexible

Please note: When applying for this role carefully consider the minimum requirements

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