Commercial Director

Do you have a strong sales and business development background for a service provider that involves Business to Business consultative sales? Do you have experience of writing, presenting and implementing comprehensive sales / business development strategies that achieve success? Are you solutions oriented, live within a commutable distance of Bracknell and do you want to help grow a company that really makes a difference? If so, look no further, as Kenyon International, part of the Air Partner Group and Leaders in Emergency Response, Crisis Management and Incident Response, are looking for a Commercial Director to join their Bracknell based team.

You will create and implement commercial strategies according to company goals and objectives aimed at accelerating growth. Conducting market research and analysis to create detailed business plans on commercial opportunities and develop and maintain strong, trust based relationships with existing clients and new clients.

What you will be doing:

Service Delivery:

• Create and implement commercial strategies that align with business objectives around sales and marketing
• Conduct market research to identify opportunities for growth
• Assist with setting commercial targets and plans and manage performance against these on a monthly/annually basis
• Maintain robust commercial routine and rigour for effective inbound and outbound sales and BD activities
• Review and jointly approve key procurement contracts to ensure company interests are best protected on a monthly basis
• Build and implement programmes to improve customer satisfaction and brand loyalty
• Visit clients nationwide with nights away (can be up to 4 nights out) quarterly
• Travel internationally occasionally & liaise with airports, airlines, external suppliers etc.
• Create and lead thought leadership PR content on a regular basis
• Develop Kenyon exercise schedules and customer open days
• Develop and maintain strong, trust-based relationships with existing clients
• Drive new business and sales opportunities through proactive client reach out across the client base weekly
• Develop lead creating initiatives , convert pipeline opportunities into sales, and negotiate contracts for services and consultancy / training agreements in line with company policies and directives on a monthly basis
• Offer solutions, advice and guidance to customers with issues concerning Crisis Management, involving frequent liaison with operations and senior management
• Define and execute territory sales plans on a weekly basis
• Support departmental managers to achieve better sales results for all company products and services on a weekly basis
• Be highly knowledgeable of Kenyon’s products and services and maintain a high degree of proficiency in the use of Kenyon’s products and services
• Prepare, review, and jointly approve incident deployment proposals
• Lead bid management activity to support company bids and tenders
• Conduct market research, plans and actively execute sales interaction with new clients, cultivating prospective new client relationships & maintain contract files
• Manage a team to ensure contract auto-renewals including client engagement and communications are actioned

Commercial Planning

You will be responsible for the production, communication and maintenance of the following key annual business planning activity and cadence:

• Business development plan.
• Outbound sales plan and targets.
• Marketing and exhibition plan.
• Product promotion campaigns.
• Product and services media packages.
• Social media platform cadence and content.
• PR schedule and content themes.
• Customer engagement schedule.

Business Development:

• Lead the business commercial cycle, with focus on marketing, business development, inbound sales conversion, outbound sales initiatives and campaigns
• Provide expert guidance and recommendations to clients regarding offering value
• Meet the required revenue targets set within the Commercial Sales Plan on a monthly/annually basis
• Create and identify opportunities and develop business case (s) for new services
• Work closely with Marketing to actively manage Kenyon’s value propositions and deliver these through outreach, promotion, and distribution initiatives
• Actively seek out applicable tender opportunities
• Identify and oversee Kenyon’s attendance at appropriate industry events to further increase brand awareness and drive growth in products and services
• Prepare proposals and conduct briefings for current and prospective clients

Customer Relationship Management:

• Track & Analyse sales statistics based on key quantitative metrics using our company Salesforce System on a monthly basis
• Maintain client lists for completeness and accuracy for distribution monthly to the entire company, and weekly to the web master for inclusion on the Kenyon Desktop
• Track & Analyse sales statistics based on key quotative metrics using company salesforce system on a monthly basis
• Produce monthly, quarterly and annual commercial performance reports
• Identify best and least selling products and recommend strategic changes to portfolio
• Enlist new customers, grow existing sales and customers on a weekly basis
• Regularly assess client needs, challenges, and opportunities to tailor solutions
• Widen customer sector base to generate new revenue and growth opportunities
• Facilitate Kenyon customer visits when required
• Conduct post training and/or consultancy follow up to ensure client satisfaction and delivery success on a monthly basis
• Conduct annual customer surveys

Finance Management:

• Full accountability for achieving revenue targets
• Set pricing strategies in collaboration with Finance Director to maximise profitability
• Be responsible for budgetary planning process; provide recommendations for investment to deliver commercial strategy monthly/quarterly/annually
• Maintain routine cost control, providing monthly returns to the Finance Department

People Management:

• Keep abreast of customer needs, requirements and feedback on our services. Keep commercial team informed accordingly
• Provide feedback/insights from clients internally for product/service improvements
• Manage commercial partnerships and initiatives / special projects
• Negotiate strategic relationships with business partners
• Develop key account relationships
• Lead the commercial team including the training, development, and performance management and provide support, advice and guidance when needed
• Assist other Kenyon staff with the organization of commercially focused events
• Assist the Executive Team in developing sales strategies and entering new markets
• Collaborate with Departments to create customer specific products

Project Management:

• Monitor and organise Kenyon commitments (such as short-term consultancy commitments and contractual commitments)
• Manage contract auto-renewals including client engagement and communications
• Negotiate terms and pricing with potential clients to secure new contracts
• Ensure all services are delivered in accordance with the quality management system
• Create profiles in Kenyon Response for new clients
• Manage stocks of promotional materials and gifts
• Prepare/submit client tenders and present professionally and confidently
• Maintain accurate sales records and timely updates in the company's CRM system

Please note that the successful candidate will need to be willing to undergo a background check as part of the offer process.

What we are looking for:

• At least 5 years of experience in a similar, senior role for a service provider and evidence of writing and implementing full sales and business development strategies to successfully increase revenue (essential)Experience of sales team management and an ability to demonstrate growing, supporting and developing a successful team that delivers success
• Experience of researching markets for decision making processes
• Experience of managing tender processes from start to finish
• Experience working with various teams such as marketing and operations as part of the strategy
• An ability and willingness to travel nationally and internationally as required
• Living within a commutable distance of our Bracknell office and willing to roll up ones sleeves and possibly work extra hours during a crisis
• Proficiency in planning, scheduling and resource management
• Experience using a CRM to formulate a successful strategy and for performance management – experience of using Salesforce would be advantageous
• String IT skills – proficient with MS Word, Excel, PowerPoint, Outlook, Teams
• Experience of managing multiple tasks, determining priorities as appropriate; with the flexibility to adapt and adjust to unforeseen circumstances
• A detailed understanding and execution of the formal commercial documents including tender framework and stages, proposals, work agreements, contracts, invoicing, credit control
• An understanding of crisis management, emergency planning or business continuity desirable but not essential
• A willingness to undergo a background check