Commercial Manager - Industry Key Accounts

Key Responsibilities & Performance Measures
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
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.
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
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
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
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
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
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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