Functional: Commercial Manager

BSG is looking for a Commercial Manager that will be required to utilise his / her knowledge and understanding of consulting and overall business and commerce to support presales activities, client solutioning, contracting, procurement and commercial risk.

Job Objective

The Relationship Sales Commercial Manager enables the Relationship Sales function to achieve its outcomes by overseeing day-to-day operations and focusing on the commercial interests of the business.

  • Support and advise on presales solutioning;
  • Support with pricing of consulting services;
  • Initiate and oversee all documentation relative to client contracting;
  • Communicate with parties in a contract so that all understand the terms, particularly a contract’s financial aspects;
  • Identify, mitigate, manage and report potential and existing commercial risks;
  • Manage client procurement relationships;
  • Understand, manage, analyse, influence and report contracted sales revenue;
  • Communicate, negotiate and influence internal / and or external stakeholders;
  • Coach employees on best practices for managing contract issues and handling daily issues and tasks;

Experience

Minimum 5-8 years consulting experience

Qualifications

Matric plus B.Comm Honours

Skills and attributes

  • Good client liaison and relationship management skills, i.e. excellent communication and interpersonal skills, articulate, good telephone and face-to-face etiquette
  • Good understanding of consulting
  • Ability to influence others
  • Excellent time management & priority setting skills
  • Ability to draft initial commercial documents based on detail provided by Delivery and/or Relationship Sales Teams
  • 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 Relationship Sales Teams
  • 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
  • Solutioning support and ability to make recommendations that support the long term interests of the company
  • 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- Analyses sales and other reports that give insight into how a company can make adjustments to improve performance
  • 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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