WHAT DOES A COMMERCIAL LEAD DO?
Published: August 6, 2024 - The Commercial Lead develops and implements commercial strategies for the Fixed Internet and TV segment, targeting specific customer segments with tailored business proposals. This role involves leading mid/long-term strategies to achieve sales and margin goals while optimizing omnichannel performance through precise sales analysis and retail excellence. The lead also coordinates cross-functional efforts, ensuring alignment with procurement, finance, and audit teams to enhance operational effectiveness and drive commercial growth.
A Review of Professional Skills and Functions for Commercial Lead
1. Commercial Lead Duties
- Commercial Proposals: Defines commercial proposals for the Fixed Internet and TV segment
- Customer Segmentation: Identifies specific customer segments and makes business proposals to address them
- Unique Selling Proposition: Defines the unique selling proposition for the segment, and collaborates with Marcomm for the communication plan
- Commercial Strategy: Owns mid/long term commercial strategy to deliver market sales and margin
- Customer Engagement: Executes customer engagement strategy
- Sales Plans: Responsible for sell-in (NR) and sell-out (Retail) sales plans, providing commercial analysis of trading performance (sales and profitability) in omni-channels
- Omni-channel Strategy: Supports execution of omnichannel and retailer strategy and identifies new commercial opportunities to maximize growth in all channels
- Retail Excellence: Drives Retail excellence in stores and counters in areas of customer service and operational excellence
- Activation Planning: Delivers successful commercial strategies and 360 activation planning with accurate stock forecasting to support the plans
- Team Sharing: Collects all that is oh-so-important to share with the team to keep improving the game
- Coordination: Ensures coordination and policies are maintained across the entire organization
- IT Systems Management: Manages the procurement, implementation, and deployment of project management IT systems
2. Commercial Lead Details
- Commercial Management: Managing all PMC commercial functions at program level and control at project levels
- Governance: Participating in program governance committees, influencing and shaping policies and outcomes
- Leadership: Managing the members of the PMC leadership team, commercial reporting, resource management and overall service quality
- Strategy Oversight: Overseeing the development of scheduling, commercial management, procurement, IT, document control strategies and plans
- Growth Strategy: Shaping, leading and influencing the growth strategy for additional commercial opportunities
- Client Engagement: Working with private clients to secure the right business opportunities in line with the growth strategy
- Operational Transformation: Influencing the transformation of the in-house operations to deliver the best customer service most efficiently, embedding a commercial culture across delivery
- Project Management: Shaping and maintaining a robust project management approach to construction projects for optimal time/cost control and securing opportunities in line with the agreed growth strategy
- Efficiency Systems: Ensuring systems are in place to realize efficiencies, manage activity effectively and grow services to drive financial surpluses
- Networking: Developing national networking to promote the work of the team and the council
- Data Analysis: Analysing data, horizon scanning and highlighting trends to inform future strategic direction
3. Commercial Lead Job Summary
- Commercial Advice: Provide commercial advice to customers on a range of matters across the entire commercial lifecycle, in line with best practice
- Negotiation: Use strong negotiation skills to manage challenging stakeholders and suppliers to bring about solutions to conflict
- Time Management: Manage time and workload in a pressurised environment delivering solutions and outcomes in a collaborative manner
- Prioritization: Manage workload and prioritize tasks against delivery obligations by stakeholders
- Meeting Leadership: Lead in commercial meetings driving through agenda and outcomes to ensure suppliers are managed and held to account against the contractual obligations
- Tender Support: Support project delivery through open tender and Find a Tender competition
- Framework Understanding: Provide an understanding of Crown Commercial Services Frameworks and other contracting routes
- Contract Management: Drafting contract management plans to support contract delivery by internal stakeholders
- Contract Support: Provide high-quality contract management support for complex, high-risk contracts
- Contracts Database: Contribute to the development and maintenance of a commercial contracts database and procurement pipeline for their customer group
- Sourcing Activity: Deliver and/or oversee end-to-end sourcing activity, supporting customers to successfully navigate the approvals process, develop all procurement documents and run a legally compliant sourcing process
- Collaborative Service: Work in collaboration with colleagues across finance, legal and other functions to provide a seamless service offering to project teams
4. Commercial Lead Functions
- Communication: Ensure providing seamless communication from Commercial to Operations teams – handing over completed quotations and booking, with clear instructions and no ambiguity or room for error
- Relationship Management: Ensuring that excellent relationships are nurtured and maintained with colleagues both at the local branch level, regionally and globally including Managers, Directors and Support Services within the company
- Customer Experience: Prioritising the customer experience and handling of new business through a streamlined and efficient incubation period
- Market Awareness: Maintaining awareness of forwarding and logistics markets including, key customers and competition in area/region
- Technology Utilization: Ensuring that the technology platforms are used to create/maintain highly efficient processes
- CRM Accuracy: Ensuring up-to-date and accurate CRM recording is completed
- Quality Compliance: Ensuring compliance with existing Quality systems (AEO, ISO, etc)
- Supplier Relationships: Ensuring that successful, sustainable and robust supplier relationships are in place, reviewed regularly and shared across the business
- Procedure Adherence: Ensuring all inquiries are handled following the Company’s Operating Procedures
- Group Contributions: Contributing to group initiatives and activities including Product Development, Margin Management, Growth Levers and Transformation projects
- Client Processes: Understanding clients’ buying processes and move opportunities forward to win new business
- Feedback Communication: Communicate wins and losses with the Product Owners to continually review and adjust trade lanes, routes and solutions
5. Commercial Lead Tasks
- Strategy Management: Manage business strategies regarding product pipelines and their respective indications to seize business potential in the Nordics
- Sales Leadership: Manage sales and marketing teams and resources to achieve sales targets
- Reimbursement Handling: Handle the reimbursement and price application to HiLA-Finland, and competent authorities in Nordic countries
- Goal Setting: Set up business goals and achieve them with well-designed local launch and marketing plans
- Market Intelligence: Collect market intelligence and respond accordingly
- Business Prioritization: Prioritize business potential by targeting and segmentation in disease indications, hospitals, or customers
- KOL and SFE: Plan and execute KOL management and Sales Force Effectiveness (SFE)
- Marketing Quality: Ensure marketing activities are completed with high quality and leverage HQ clinical trials to enhance business potential
- Guideline Promotion: Promote positive outcomes on regional treatment guidelines and ensure subordinates achieve their goals through regular meetings and field joint calls
- Team Development: Ensure subordinates receive appropriate development including training and education for the sales team
- Feedback Provision: Provide clear feedback to HQ for continuous improvement in any aspects of running local business
- Bid Support: Support Business Development/tender team on bids and client negotiation regarding commercial and contractual terms
- Project Support: Project assignment for the position as Commercial or Contract Manager to support Project Managers in managing client contracts
6. Commercial Lead Roles
- Proposal Definition: Defines commercial proposals for the Fixed Internet and TV segment
- Segment Identification: Identifies specific customer segments and makes business proposals to address them
- USP Development: Defines the unique selling proposition for the segment, and collaborates with Marcomm for the communication plan
- Commercial Strategy: Owns mid/long-term commercial strategy to deliver market sales and margin
- Engagement Execution: Executes customer engagement strategy
- Sales Planning: Responsible for sell-in (NR) and sell-out (Retail) sales plans, providing commercial analysis of trading performance (sales and profitability) in omni-channels
- Strategy Support: Supports execution of omnichannel and retailer strategy and identifies new commercial opportunities to maximize growth in all channels
- Retail Excellence: Drives Retail excellence in stores and counters in areas of customer service and operational excellence
- Activation Planning: Delivers successful commercial strategies and 360 activation planning with accurate stock forecasting to support the plans
- Team Sharing: Collects and shares important information with the team to keep improving
- Coordination Assurance: Ensures coordination and policies are maintained across the entire organization
- Stakeholder Management: Manages PMC’s contact with CDC commercial, procurement, finance, and audit teams
- IT System Management: Manages the procurement, implementation, and deployment of project management IT systems
7. Commercial Lead Responsibilities
- Commercial Management: Managing all PMC commercial functions at program level and control at project levels
- Governance Participation: Participating in program governance committees, influencing and shaping policies and outcomes
- Leadership Management: Managing the members of the PMC leadership team, commercial reporting, resource management, and overall service quality
- Strategy Oversight: Overseeing the development of scheduling, commercial management, procurement, IT, and document control strategies and plans
- Growth Strategy: Shaping, leading, and influencing the growth strategy for additional commercial opportunities
- Client Engagement: Working with private clients to secure the right business opportunities in line with the growth strategy
- Operational Transformation: Influencing the transformation of in-house operations to deliver the best customer service and embedding a commercial culture
- Project Management: Shaping and maintaining a robust project management approach to construction projects for time/cost control and opportunity-securing
- Efficiency Systems: Ensuring systems are in place to realize efficiencies, manage activity effectively, and grow services to drive financial surpluses
- Networking Development: Developing national networking to promote the work of the team and the council
- Data Analysis: Analyzing data, horizon scanning, and highlighting trends to inform future strategic direction
8. Commercial Lead Accountabilities
- Commercial Advice: Provide commercial advice to customers on a range of matters across the entire commercial lifecycle, in line with best practice
- Negotiation: Use strong negotiation skills to manage challenging stakeholders and suppliers to bring about solutions to conflict
- Time Management: Manage time and workload in a pressurised environment delivering solutions and outcomes in a collaborative manner
- Task Prioritization: Manage workload and prioritize tasks against delivery obligations by stakeholders
- Meeting Leadership: Lead in commercial meetings driving through agenda and outcomes to ensure suppliers are managed and held to account against contractual obligations
- Tender Support: Support project delivery through open tender and Find a Tender competition
- Framework Understanding: Provide an understanding of Crown Commercial Services Frameworks and other contracting routes
- Contract Management Plans: Drafting contract management plans to support contract delivery by internal stakeholders
- High-Risk Contracts: Provide high-quality contract management support for complex, high-risk contracts
- Database Maintenance: Contribute to the development and maintenance of a commercial contracts database and procurement pipeline for their customer group
- Sourcing Activity: Deliver and/or oversee end-to-end sourcing activity, supporting customers to successfully navigate the approvals process, develop all procurement documents, and run a legally compliant sourcing process
- Collaborative Work: Work in collaboration with colleagues across finance, legal, and other functions to provide a seamless service offering to project teams
9. Commercial Lead General Responsibilities
- Business Strategy: Manage business strategies regarding product pipelines and their respective indications to seize business potential in the Nordics
- Sales and Marketing Management: Manage sales and marketing teams and resources to achieve sales targets
- Reimbursement Handling: Handle the reimbursement and price application to HiLA-Finland and competent authorities in Nordic countries
- Goal Setting: Set up business goals and achieve them with well-designed local launch and marketing plans
- Market Intelligence: Collect market intelligence and respond accordingly
- Business Prioritization: Prioritize business potential by targeting and segmenting based on disease indication, hospitals, or customers
- KOL Management: Plan and execute KOL management and Sales Force Effectiveness (SFE)
- Marketing Quality: Ensure marketing activities are completed with high quality and leverage HQ clinical trials to enhance business potential
- Treatment Guidelines: Promote positive outcomes on regional treatment guidelines and ensure subordinates achieve their goals through regular meetings and field joint calls
- Subordinate Development: Ensure subordinates receive appropriate development including training and education for the sales team
- Feedback to HQ: Provide clear feedback to HQ for continuous improvement in running the local business
- Bid Support: Support Business Development/tender team on bids and client negotiations regarding commercial and contractual terms
- Contract Management: Project assignment for Commercial or Contract Manager to support Project Managers in managing client contracts
10. Commercial Lead Duties and Roles
- Sales Target Achievement: Achieve and exceed monthly and annual sales targets.
- Team Leadership: Manage team and develop and coach team members to maintain high spirit and positive energy.
- Sales Tracking: Stay on top of how sales are tracking across channels and ensure that all possible data is collected on where the customers are in the sales cycle to ensure they convert.
- Brand Store Activation: Tap into Sydney's sales potential and have the brand store become a true destination and experience store, including driving sales through in-store activations, events, test rides, and dedicated campaigns.
- Store Expansion: Open and develop new brand stores to drive further growth, which includes hiring the teams and developing the stores in line with the framework created in existing LEKKER brand stores in Australia.
- Reseller Relationship Building: Grow sales and build a strong relationship with the resellers in NSW and Queensland with the aim for them to become an extension of the brand and a trusted network of partners across the country.
- Network Expansion: Tap into further potential opportunities together with these trusted partners and further grow the reseller network.
- Commercial Collaboration: Work with the commercial team in growing the brand’s awareness and develop partnerships and other commercial leads to grow B2B sales.
- Business Development: Identify new business opportunities within existing channels and develop new sales channels (e.g., ride-to-work schemes and test rides from home).
- Growth Plan Implementation: Implement growth plans and sales campaigns for the region in line with the (global) strategy.
- Marketing Campaign Execution: Research, develop, and execute sales and promotional marketing campaigns.
- Performance Reporting: Report to management on the channel's (financial) performance, KPIs, and possible sales improvements.
- Market Research: Conduct market research to create an understanding of customer needs and be the go-to for industry trends, technical developments, and government regulations in the region.