Senior Commercial Manager - Sales

About The Company

Following a recent acquisition, this company is now trading with a new identity, brand and service-oriented pivot that will represent a breakaway from traditional competitors and a shift from offering products to providing solutions and offerings to meet customers needs both now and into the future.

They are investing in a best-in-class digital experience, complete with artificial intelligence and full automation to create a premium customer experience.

Primarily operating in Australia and New Zealand, you will be working within a company that believes a creative and productive workplace depends on having a diverse range of experiences, genders, ethnicities and perspectives and offers generous benefits like lifestyle leave, well being programs and opportunities for career development.

About The Role

The Senior Commercial Manager - Sales partners with the Chief Sales Officer (CSO) to drive delivery of top line Sales Revenue and Gross Profit targets for the company. Reporting into the Head of Business Planning & Analysis, this individual will play a critical role in the leadership of the BP&A team, and acting as 2IC within the team.

Critical Results

• Ensure that the Chief Sales Officer and Sales Leadership Team (SLT) are fully informed of all key financial performance metrics on a timely basis.
• Lead and Develop a team of finance Business Partners supporting the Sales organisation
• Engage with relevant stakeholders across the business to facilitate presentation of an wholistic view on sales and margin drivers
• Ensure that sales teams have the tools and training to manage margin effectively
• Planning processes (i.e. sales team budgeting and forecasting) are executed reliably, accurately and in collaboration with sales leaders
• Ensuring Data insights and analytical capabilities across the organisation are leveraged to make superior decisions
• Evaluate key profitability trends and opportunities, define the sales and customer segmentation reporting and insight platform, and execute data-driven optimisation processes for the sales organisation

Responsibilities

Business Partnering

• Engage with the Chief Sales Officer to understand key priorities and drive the delivery of optimal commercial outcomes
• Engage with the Sales Leadership Team to understand key priorities and drive the delivery of optimal commercial outcomes
• Ensure accountability for results across all levels of leadership across the sales organisation

Leading and Developing personnel

• Lead recruiting, training, succession planning, and career development for direct reports
• Create development plans and coach the team along the analytics value chain
• Act as a mentor for analysts across the BP&A team and the broader organisation

Budgeting and Forecasting

• Manage the processes, tools and data sources required for effective budgeting and forecasting (at territory, account manager, and customer level)
• Coordinate budgeting and forecasting processes in collaboration with the sales leaders Reporting and Insights on Sales Revenue
• Provide reporting and insights on key sales drivers including customer churn, share of wallet growth, volume and price drivers
• Prioritize, document and define business requirements for all sales and customer segmentation reporting
• Ensure consistency, accuracy and fit-for-purpose of the sales and customer reporting suite
• Analyze sales performance vs target across multiple business segments and identify areas of weakness and opportunity the organization can address to improve sales performance Reporting and Insights on Gross Profit
• In addition to revenue, it is critical that the CSO and SLT have an intimate understanding of the end to end Gross Profit of their customers and categories
• Understanding of COGS and Vendor rebates to provide a view on total Gross Margin
• Relating warehouse, distribution, delivery and occupancy costs back to our customer base to provide full visibility on Gross Profit
• Establish an appropriate level of regular reporting and ad hoc insights on the above to drive superior profitability outcomes for the business
• Identify profit improvement opportunities at a category, segment or customer level Operating Expenses
• Oversee implementation of appropriate metrics to measure return on labour for the sales force
• Ensure that Headcount is tracked against Budget and Forecast and aligned to the businesses strategic plan Operating Contribution
• Oversee implement appropriate metrics to measure return on labour for the sales force
• Ensure that Headcount is tracked against Budget and Forecast and aligned to the businesses strategic plan Sales Team Strategic Planning
• Support the development of our Sales Teams strategic plan and lead monitoring process which aligns and prioritizes resources
• Develop strategic and analytical frameworks to evaluate the success of our tactics, model business scenarios and perform market analysis
• Develop and coordinate review of KPIs to monitor performance and guide goal setting

About You

Essential

• Experience in a senior business partnering finance role
• A logical approach to problem solving combined with the ability to conceptualize and think creatively
• Ability to effectively manage multiple projects/tasks of varying complexities, meet deadlines and work well under pressure
• Strong oral and written communication skills to deliver complex quantitative information in an easily understood manner
• An ability to pick up new concepts, ERP systems and reporting tools quickly and utilise these for efficient reporting and analysis
• Bachelor degree or higher qualification in Business, Finance, Economics or Science

Preferred

• CA/CPA Qualification
• Tableau
• Experience with SAP Business Planning and Consolidation tool
• Experience with SAP Business Intelligence / data warehouse reporting tools
• Experience with SAP ERP
• Experience with advanced analytical and reporting tools

For a confidentail conversation, contact Bo Campbell (Principla Consultant) on 02 9249 5035.