Commercial Manager Industry Key Accounts

Key Responsibilities & Performance Measures

1. Commercial plan & budget

• Prepare yearly commercial plan and budget for own commercial area and submit for approval to the Commercial Director/ Managing Director
• Prepare regular commercial reports
• Maintains accurate records of all pricings, sales, and activity reports submitted by direct reports
• As part of the commercial management team, provide input to the formulation of the local commercial strategy and policies from own expertise area and drive together the development and success of the local company
• Translate the commercial vision and strategy into a commercial plan for the own commercial area

Results/KPI’s

• Achieving budget for revenue and margin
• Develop and implement commercial plan

2. Leadership of Commercial team(s)

• Provide direction and leadership to the commercial team(s) in order to ensure inspired, motivated, committed and professional team members able to fulfill their roles successfully
• Continuously optimize the organizational structure (and definition and assignment of accountabilities) in such a way that it supports and enables the realization of the company objectives
• Provide guidance and coaching to commercial direct reports
• Ensure appropriate people management (based on HR wheel) with support from the responsible HR Manager

Results/KPI’s

• Employee satisfaction/engagement
• Absenteeism/ sick leave
• Develop and manage personal development for each team member.

3. Sales

• Ensure that the commercial area goals from commercial plan are achieved through the effective organization of commercial activities and division of tasks complying with all company policies, procedures and business ethics

Results/KPI’s

• Achieve or exceed budget for sale, margin and tonnage.
• Increase share of spend with existing customers
• Cost control

4. Customer relations and stakeholder management

• Develop, maintain and manage relationships with key and non-key customers
• Detect, initiate and develop relationships with new customers

Results/KPI’s

• Customer satisfaction
• Stakeholder satisfaction

5. New Business Development

• Initiate and coordinate development of new business development activities to penetrate new markets and acquire new customers
• Mange, Coach and Develop business development team within the business unit.

Results/KPI’s

• Profitably increase number of spending customers
• Grow market share within existing and new markets

6. Implementation of strategic initiatives

• Execute Commercial Plan for own commercial area
• Ensure the implementation of strategic initiatives initiated by the board within own commercial area
• Provide input and feedback (leading upwards) on the effectiveness of these strategic initiatives in the market

Results/KPI’s

• Degree of successful implementation of strategic initiatives

7. Expertise Development

• Signal market needs for product development and provide input for the initiation of cross-departmental projects in the area of product development to match client needs
• Follow international developments to ensure adequate up-to-date knowhow about the own commercial area
• Develop and continuously build on the team’s expertise and experience to ensure becoming and remaining a true learning commercial team

Results/KPI’s

• Level of commercial expertise
• Development of commercial skills of employees

8. Alignment with other Commercial Managers

• Frequently align with other commercial managers to share experiences and best practices

Results/KPI’s

• Knowledge transfer & sharing of useful experiences

9. Process Optimalization & Digitalization

• Reflect on, initiate and ensure the implementation of continuous process optimalizations in the own commercial team(s) in order to remain competitive in the market and stay ahead of international developments
• Stimulate team members to reflect on, provide input on and implement process optimizations
• Assures compliance with local and global commercial company policies and regulations
• Tactfully “educate and push” customers to switch to digital orders with the aim to make the sales and order process less time consuming and more efficient

Results/KPI’s

• Implemented process optimizations
• Compliance with company policies and regulations
• Increase adoption of digital tools to support optimization and profitability.

Experience

• +7 years of proven experience within similar industry in commercial, marketing or business development role at a Management and/or Senior (or similar) level.
• Proven record of delivering commercial growth in prior roles/markets
• Experienced in managing Strategic commercial development projects
• Higher education/academic degree Business Management/Commercial/Marketing Subject- Preferred

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