Manager- Commercial

Job Description

Role Purpose:

Purpose of this role is to support the CCO at AIME Cluster through timely collection, processing, generation and reporting of relevant management information in relation to key commercial metrics. The incumbent will report on a frequency as determined by reporting line, on statistics and KPI reporting, as may be required from time to time.

The incumbent is expected to identify and drive specific revenue initiatives aimed at growing our organic revenue streams from existing clients, working alongside CCO, Head of Corporates, Private and Institutional Asset Owners - Africa, India & Middle-East (“HOC”), Client Relationship Director (“CRD”) and Client Services Director (“CSD”). Plays a crucial role in data gathering and analysis to provide valuable management reports for businesses including creating and managing commercial dashboards, handling budgets for projects, and analyse market trends that would increase revenue, enhance efficiencies and mitigate risks for the business. Managing and compiling WIP from each CRD and CSD proactively and enforcing cash collection initiatives with business units are critical responsibilities in this role.

This role aims at supporting the commercial team with insightful analysis and decision-making support activities (variance analysis, margin analysis, competitor analysis, amongst others).

Responsibilities:

As the Manager – Commercial, you will be responsible for the following:

CCO Support

• Provide support to the CCO and the commercial team on strategic and transversal projects
• Find new and efficient ways to create and maintain systems and processes to help maximize time
• Be the ongoing contact point for internal and external providers
• prioritize and manage multiple projects simultaneously, proactively identifying gaps and taking ownership of projects; assist with compiling and preparing material and agendas for team meetings, such as all-hands presentations and events
• build an excellent communication with other department executives/other operations and provide useful feedback.
• develop and maintain an appropriate follow-up procedure to ensure that all projects, reports, and task associated with or originating from the senior management’s office is completed.
• create presentations when required/highlight reports for project
• Partner with the commercial team to understand their needs and actively participate in their activities
• Maintain clear and concise communication with internal and external stakeholders
• Attending commercial meetings as required, documenting and coordinating related activities, facilitating discussion and ensuring that planned actions are undertaken to ensure that initiatives are to be delivered based on agreed plans

Reporting

• Identify and drive specific revenue initiatives towards growing our organic revenue streams
• Monitoring and tracking completion and/or update of client plans by CRDs and CSDs and share status/progress report
• Coordinating with CRDs and CSDs to track and capture new billing opportunities identified and follow up with CRDs and CSDs until conversion
• Following up with CRDs and CSDs on scheduling of SRR meetings
• Tracking and reporting on progress on action points with aged analysis post Client Listening Programme
• Engaging with CRDs and CSDs and keeping track of cross selling and pipeline analysis
• Initiating and compiling WIP review sheet from CRDs and CSDs proactively on monthly basis and consolidating for review by CCO and HOC prior to finalisation and submission to Finance
• Preparing accurate and timely consolidated monthly reports including Budget submissions to Finance
• Participating and assisting in the budget allocation process and following up on agreed action points
• Collecting, analysing, and maintaining sales performance reports by CRDs and CSDs

Value-Driven Analysis

• Analysing client / account performance to improve the relationship and profitability. (Debtors ageing, account profitability, scope, revenue trends, competitive analysis, perceived quality and account mapping)
• Analysing revenue, reviewing and comparing to previous years and quarters, identifying patterns and discrepancies and reporting on findings/outcome through reports/presentations
• Conducting the necessary research to understand emerging trends with regard to new products on the markets, analysis of data as available on FSC website and BOM
• Conducting variance analysis and insights into drivers based on actuals vs budgets
• Assisting the preparation of variance analysis against business plan and trend including but not limited to margin analysis, monthly performance review, productivity, pricing recovery
• Reviewing of performance metrics, identifying patterns and discrepancies
• Analysing competitor and market performance – scrutinising performance of competitors through research and maintain in-depth knowledge of latest business developments and market trends.

Business Development Support

• Assisting in preparation of client proposal
• Assisting in planning and scheduling of BD meetings with clients, prospects and intermediaries during BD trips, including preparation of BD deck, logistic planning, amongst others
• Managing relationships with regulators and intermediaries, banks as relevant

Key Stakeholders

• CCO
• Head of Segment
• Finance Team
• Client Services Director and Client Relationship Director
• Country Management team
• Group operational executives
• Dedicated functional partners

Key competencies for position and level

• Builds networks
• Drives results
• Persuades
• Business Insight
• Resourcefulness

Key behaviours we expect to see

In addition to demonstrating our Group Values (Authentic, Bold, and Collaborative), the role holder will be expected to demonstrate the following:

• Confidentiality and a strong sense of ethics
• Accuracy and Attention to detail
• Prioritisation
• Proactivity
• Strong analytical mindset and ability to think outside the box
• Excellent communication and presentational skills
• Good planning and organisational skills
• Strong budget management and reporting skills