McW Executive Search | McWillson Executive Recruitment

Description:

Commercial Director | Head of Commercial  – Africa
based in South Africa or London or Dubai
IT, Telecom, Engineering , Infrastructure

Head of Commercial  will be involved in a diverse range of activities such as sales reporting, forecasting, budgeting, contract negotiation, approval of new capital projects and evaluation of bolt-on acquisition. Accountable for the planning and implementation of commercial strategies for customer retention, growth and profitability to ensure the Group’s goals are achieved successfully.
Function: Sales & Marketing

•  Implementing sales and marketing initiatives
•  Managing a team of B2B sales professionals
•  Drafting, negotiating and managing complex commercial contracts
•  Financial modelling for acquisitions, divestitures and other corporate activities
•  Strategic review of corporate revenue initiatives and new product launches

Only profiles already authorized to work  in one of theses countries will be assessed.

Responsibilities:

-Contract Management Writing, evaluating, negotiating and executing various contracts covering a range of transactions
-Creating and maintaining relationships with customers
-Maintaining correspondence and documentation related to contracts
-Communicating and presenting information to stakeholders regarding contracts
-Monitoring contracts and moving forward with close-out, extension or renewal of contracts
-Problem-solving contract-related issues

Operational Delivery
-Work closely with the Director of Commercial and Country CEO’s/MD’s to develop and implement a sales and marketing strategy to ensure that the Group’s plans fully meet the Group’s revenue requirements Analyse and understand all market and competitor activity to enable the company to exploit all market opportunities
-Identify old and new  customers who can be targeted in a retention and development plan
-Develop and ensure the management of stakeholder relationships and strategy for influencing governments and parliaments in order to ensure all licensing arrangements are guaranteed and protected
-Develop high quality partnership relationships with customers and potential customers by establishing world-class customer service standards and working with Country CEO’s to ensure successful delivery
-Initiate and deliver a corporate communication strategy to develop the company’s reputation and brand amongst the key stakeholder and customer groups
-Select, coach and develop high quality sales and marketing professionals, enhancing the success and capability of the company
-Responsible for systems and process improvement Inorganic Growth Research potential acquisitions to find those that are relevant and financially beneficial
-Perform financial analytics (e.g., leveraged buyout modelling) of contemplated inorganic growth opportunities Conduct due diligence activities and communicate on risks
-Assist in drafting and negotiating of transaction documentation

Contract Management
-Writing, evaluating, negotiating and executing various contracts covering a range of transactions
-Creating and maintaining relationships with customers
-Maintaining correspondence and documentation related to contracts
-Communicating and presenting information to stakeholders regarding contracts
-Monitoring contracts and moving forward with close-out, extension or renewal of contracts
-Problem-solving contract-related issues

Inorganic Growth    
-Research potential acquisitions to find those that are relevant and financially beneficial
-Perform financial analytics (e.g., leveraged buyout modelling) of contemplated inorganic growth opportunities
-Conduct due diligence activities and communicate on risks
-Assist in drafting and negotiating of transaction documentation

Key Performance Indicators
-Value added in managing negotiation and administration of the key commercial contracts
-Value added in coordination of M&A processes for in-market acquisitions – commercial negotiation, transaction documentation and due diligence
-Value added in the excellence of in-country account management – delivering budget and customer satisfaction
-Successful launch of new products – development of pricing models, contract negotiation and implementation programs, through coordination with technical department

   Required Qualifications:

3+ year University Degree
5+ years’ experience in International Sales & Marketing
Experience of working in Emerging Markets  – preferably Africa
Experience in supervising others
Experience working in a FTSE 250 organisation/public listed company
Industry Background:International and multi market experience of one or more of: Telecommunications, Infrastructure, Power
Fluency in French and English

Knowledge:
Brand management
Customer retention
Marketing communication
Marketing research
Product development and knowledge
Sales planning and opportunity manager
Sales tracking and reporting
Governance
Contract management
Planning and Budgeting
Service level agreement management
People development and management
Leadership
Mergers and acquisitions

Skills:
Direction setting
Driving results
Operational excellence perspective
Customer orientation
Innovation
Strong communicator