Commercial Development Manager

Commercial planning

• Develops Cluster BD & Sales Strategy cross product/segment
• Works with Regional Commercial Development Manager on detailed Commercial Plan
• Provides feedback and implements plans and targets for products/services relative to market need with Commercial Development Manager with primary focus on business pursuit.
• Plans Exams business actions to meet (monthly, quarterly, annual) agreed country targets.

Market and 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 client’s needs and tailors value propositions with expert support where needed. Input into Global Innovation and Business Development strategies working with Regional Commercial Manager
• Advises / enables country commercial to pursue key commercial activities / removes obstacles
• Develops tangible income generating plans and opportunity shortlists based on market intelligence and Marketing Insights/Analytics.
• Assesses commercial feasibility and Contract governance up to certain level including contract approval escalation with input from Finance on Cost modelling
• Develops proposals and large scale tenders drawing from Regional Commercial Development Manager

Leadership and management

• Motivates and encourages team performance.
• Plans and prioritises country's operational activities, and supports team development towards effective business development.
• Manage day to day performance of country operations team, dealing with sickness, discipline, motivation etc., to ensure high quality service delivery is maintained at all times

Account and stakeholder management

• Business Pursuit, RO influencing, networking and key account relationships plan and delivery agreed with Cluster Lead and with CD/BC colleagues on shared opportunities
• dentifies 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.