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.

Requirements

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