Commercial Director Market Leader B2B Launching Retail - Pillars Consultancy

Main purpose of the job:
The main purpose of the Commercial Director role is to manage the Companys product and service lifecycles and lead the sales marketing and customerfacing teams to deliver company growth through increased revenues and profitability leading to an even more extensive impact on the market that is consistent with The Companys mission and values. The Commercial Director contributes to The Company delivering on its vision and mission by strategically leading the commercial activities of the organisation identifying opportunities for new product and service development enhancing customer engagement and satisfaction levels making suggestions for mergers and acquisitions and developing effective and collaborative partnerships.
Key tasks and responsibilities:
Leadership commercial strategy and planning
An active member of the Directors Committee supporting and challenging the other Company Directors and the team as a whole to create value for customers and the community in line with standards for better business (aiming to create both a positive social impact and a profitable enterprise).
Through effective line management and support of the Head of Products and Services to ensure that new product service development is on spec on time and to budget;
and to identify opportunities and risks to inform the strategy for creating and reforming product and service developments.
Ensure The Company has an effective team and leadership structure across Sales & Marketing and Product & Services functions.
Through effective line management and support of the Sales and Marketing leadership to ensure all strategic sales and marketing objectives for the company are achieved delivering on the profit and loss targets of the Company working in close consultation with the Finance Director especially when it comes to controlling costs.
In partnership with the Finance Director produce internal reporting of monthly sales and marketing performance. In conjunction with the Products and Services leadership monitor product and service development and delivery and report against the plan.
Prepare and deliver reports to The Companys strategy board meetings and contribute to the board decision making.
Broker and create the relationships required across the Company to ensure effective delivery of product strategy and delivery commercial partnerships and business plans.This is for existing parts of the business as well as new areas that might come in via mergers and acquisitions.
Support the executive board with ideas for investments acquisitions or divestments and become involved in the activity required to see these through.
Ensure the continuing professional development of the Commercial team and managers.
To maintain effective internal communications to ensure that all relevant company functions are kept informed of the Commercial divisions activity and objectives and in conjunction with the other Directors explore ways that the other functions can aid the Commercial division in working even more effectively and efficiently (and vice versa).

Commercial partnerships PR and advocacy
Prioritise excellent partnership working within The Company and with external contacts and collaborators to ensure that opportunities deliver the expected impact on the top and bottom lines.
To research and identify key strategic partner relationships for tenders opportunities commercial partnerships and increased profile and impact. In partnership with the Finance Director to identify the potential value of these opportunities and prioritise those that hold most value and impact.
Identify and communicate threats in the external environment to products and services and review with the Directors and Finance Director the risk profile within the product mix to ensure theres a spread and good management of risk.
Develop a network of contacts attend external influencing events and become active within our major trade associations and representative bodies further to develop The Companys profile and standing in its markets and amongst policy influencers and internationally.
Monitor mergers and acquisitions activity amongst our competitors and the commercial education services market generally informing the Strategy Board and Directors Committee as to the potential risks and opportunities these may present. Preparing communicating and presenting pitches for investors and partners with the support of the Directors.

Sales and marketing
To lead and line manage the Sales and Marketing function taking overall accountability for the performance of the sales and marketing function by meeting and exceeding agreed key performance indicators.
With the leadership of Sales and Marketing to create and deliver a short medium and longterm targeted sales strategy. To support the leadership of Sales and Marketing to lead the functions to do with lead generation marketing and account management to meet and exceed sales and marketing KPIs including agreed sales targets.
In conjunction with the leadership of Sales and Marketing to plan and implement promotional campaigns in the right ways for identifiable market segments measuring and reporting on return on investment.
In conjunction with the leadership of Sales and Marketing to ensure that the CRM system is fit for purpose constantly updated and sales and marketing initiatives are informed by and based on the effective and accurate interpretation of the CRM data.
To monitor competitor activity including potential mergers and acquisitions developing plans to ensure the risks to the business coming from these are minimised.
To share responsibility for corporate identity with the Directors especially when it comes to mergers acquisitions and partnerships.
To be accountable for the company brand including the subbrands to do with other businesses within the Company challenging and supporting the Head of Sales and Marketing as to the most appropriate ways the brand(s) should be used according to the needs of the market(s).
To continually monitor the effectiveness of sales and marketing strategy and delivery reviewing and updating plans on a regular basis in line with likely changes to the dynamic of our markets.
Products and service
To lead and line manage the leadership of Products and Services taking overall accountability for the performance of the product and service function by meeting and exceeding agreed key performance indicators.
Support the leadership of Products and Services to conceive develop deliver and champion existing and new products and services developed across the Company.
With the Head of Products and Services to create and deliver a short mid and
longterm products and services strategy taking into account the importance of the lifecycle of legacy services as well as the need to expand into new areas.
To broker opportunities for the leadership of Products and Services to become involved in the decisionmaking processes for potential new services developed by the company
To work with the leadership of Products and Services and Finance Director on the creation of templates required for seeking project approval from strategic narrative sales brand and financial perspectives. To ensure that projects approved are on the basis of excellent quality but at the same time delivering the required margin.
Together with the leadership of Products and Services and Financial Director to undertake an annual review of gross margins and profitability of legacy products and services making decisions to excise those services that may no longer be relevant/required/profitable.

Budgeting forecasting and communication
To lead the Commercial Divisions annual budget process working closely with the Finance Director to ensure Commercial maximises potential growth of the existing businesses as well as new mergers and acquisitions. To consider cost reduction as and when appropriate according to the external environment/potential affect of changes to the market.
Work with the leadership of Sales and Marketing and leadership of Products and Services and in conjunction with the Finance Director to review pricing annually to ensure an appropriate gross margin by providing information about market trends economic factors and competitor pricing.
Ensure the Commercial Division fulfils all its responsibilities relating to the Annual

Planning Cycle.
Ensure the Commercial Division maintains an excellent working relationship with the other Divisions across the Company looking for opportunities to maximise crossworking and avoiding any potential duplication.
Responsible for representing the Commercial Division at the Strategy Board and Directors Committee meetings at the same time looking for opportunities to increase the involvement of the Heads of roles in these meetings as and when appropriate.
Legal and Compliance
Ensure Commercials compliance with data legislation and best practices for products and services (eg ISO) and sales and marketing (eg GDPR) functions and activities. To work in conjunction with the HR Learning and Development Manager to ensure that appropriate training is provided to the Commercial Division to ensure compliance remains up to date.
To be responsible for ensuring all PR advocacy communications and ensuing partnerships are consistent with The Companys ethical and professional brand values.

Measurable outputs:
Delivering a team that is highperforming in that it meets and exceeds measurable targets.
Delivery of an annual costed Commercial business plan to feed into the Companys overall budget to deliver yearonyear growth.
Delivering on the agreed product and service creation targets.
Delivering on the agreed sales and marketing targets.
Reports for the Directors and Strategy Board as outlined above and as and when required.
All staff reviews completed in a timely and comprehensive manner.
Person Specification
Experience of commercial delivery leadership and management and the ability to think strategically
Experience of working commercially in the Education sector and public relations.
Excellent communication and analytical skills
Excellent track record of directly contributing to the growth or value of a business.
The ability to interpreting complex financial information (assessed at interview not shortlisting)
An excellent understanding of marketing sales and product functions
An excellent understanding of the regulatory and legal context within which businesses operate
Practical requirements:
Attend relevant activities to represent the Company especially when it comes to influencing policymakers and the developers of educational initiatives in our space.
Attend forums exhibitions and conferences Locally and internationally. If appropriate to broker opportunities in advance to be a speaker at these to represent the Company. To undertake overnight stays as and when required.
The above job description is a guide to the work you may be required to undertake but does not form part of your contract of employment and may change from time to time to reflect changing circumstances.