Commercial Manager at Adexen

Job Description

• The role of the Commercial Manager is to manage the end to end process of bidding for projects within the organisation and to work closely with the technical staff in creating competitive bids.

Reporting to the Head Business Development, the responsibilities of this role includes but not limited to the following:

1.) Business Planning and Development:

• Develop winning bids through understanding of tender and other requirements, demonstrating and communicating strategic capabilities and value.
• Lead research and analysis for the identification of commercial opportunities.
• Monitor market conditions and competitor activities; follow market trends to develop strategies for maximising margin contributions.
• Interpret financial, operational, commercial or customer insights to support business planning and development.
• Identify and develop commercial opportunities for the unit including new product/service offerings.
• Develop and implement business plans to achieve revenue targets and other business goals.
• Prepare and review contractual or commercial documents and agreements in collaboration with the operations team.
• Identify, analyse and respond to bids in conjuction with the design managers and Project managers.
• Review and eliminate where appropriate, either non-profitable or limited development areas

2.) Receivables and Financial Management:

• Maintain contractual records and documentation
• Control all contract correspondence, customer contact information sheets, contractual changes, status reports and other documents for all projects.
• Develop and implement procedures for contract management and administration in compliance with company policy
• Support CRM / Marketing to ensure company products and services are offered with appropriate, competitive terms and conditions
• Ensure that signed contracts are communicated to all relevant parties to provide contract visibility and awareness

3.) Receivables and Financial Management:

• Analyse credit terms for customers before contracts are agreed.
• Ensure customer receivables do not exceed the contractual agreed terms.
• Follow up with the CRM on outstanding receivables, and create collection strategies
• Reconcile customer accounts with the CRM
• Ensure invoicing team raise invoices within stipulated/set timelines.
• Ensure accuracy of billing dates on the system, as agreed with the customers.
• Work with the department head and CRM to set targets and develop budget.
• Manage the expenditure of the commercial budget.
• Co-ordinate with the CRM team to ensure products are sourced profitably.

Requirements
Education / Professional Qualification:

• B.Sc.or equivalent in the Social Sciences or related field
• Master's degree or professional qualifications in Marketing or Business
• Management/Administration would be an added advantage.

Experience

• Minimum of 7 years' work experience in sales and marketing management including receivable management, with 3 years in managerial capacity.
• Construction or related industry experience is an added advantage.

Functional/Technical:

• Business Acumen
• Strategic Planning & Management
• Sales & Marketing
• Negotiation
• Receivables Management
• Networking and Relationship Management
• Leadership
• Communication and Interpersonal skills

Behavioural:

• Motivated
• Proactive
• Results-oriented