Senior Commercial Manager - Sales
Location: | Mascot, New South Wales |
Contract Type: | Permanent |
Specialisation: | Finance & Commercial |
Salary: | Negotiable |
REF: | BBBH225527_1538537194 |
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.
