Commercial Strategy Director

1 week ago

Redruth, Cornwall, United Kingdom Bauer Media Group Full time

We are seeking a highly skilled Commercial Strategy Director to lead our Commercial Team in Cornwall. As a key member of our team, you will be responsible for delivering the commercial strategy into the territories you are responsible for, including direct responsibility for commercial revenues.

You will be responsible for the leadership of the sales team and some day-to-day business management activities. Your role will involve genuine empathy for others and maximising their impact through understanding the motivations of their team and adapting your communication style accordingly.

You must be able to deliver information efficiently and accurately to the right people, at the right time, using the right medium. Working within a complex matrix structure, you will be at ease with a fast-paced, dynamic working environment.

You will be expected to demonstrate a genuine passion for the commercial team's mission, translating the commercial vision into the day-to-day. You will implement the core deliverables via the sales operations in the local markets that they are responsible for with exceptional results.

Key Responsibilities

  • Inputs into sales strategy and holds responsibility for the implementation and delivery.
  • Communicates goals and benefits of strategic direction to local sales team.
  • Develops strong buy-in and understanding of the strategic goals and key deliverables and the role everyone must play.
  • Implements and adheres to pricing policy and contractual agreements.
  • Ensures rates, proposition, and packages are communicated, adhered to, and implemented.
  • Manages territories, completes quarterly audits, and assigns resources accordingly.
  • Understands peaks in demand and plans for accordingly.
  • Identifies geographical or local differences and builds solutions.
  • Implements robust working practices and processes within the station and ensures these are embedded.

Customer Focus

  • Ensures team focuses on driving value for the customer by understanding their needs and what is important to them.
  • Supports the team in developing and implementing a solution-oriented sales approach.
  • Maintains a detailed knowledge of the customer base, geography, seasonal trends, and buying habits.
  • Develops excellent relationships with our customers.
  • Implements quarterly meetings with all Champion accounts, you will win hearts and minds and educate on Bauer benefits.
  • Provides industry, product, and category-specific knowledge through market data and tools and provided.
  • Resolves customer queries and complaints in line with Bauer policies.
  • Manages customer retention/Acquisition focus/Customer Relationship Management.
  • Manages pricing, discounts, and churn.
  • Focusses on cost to serve aligned to account management by the correct roles and frequency of touch.
  • Understands and mitigates any concerns by overcoming these with solutions.
  • Provides regular feedback and reports on progress.

Sales Focus

  • Drives standardisation of territory management best practice across the business.
  • Transfers ideas, knowledge, and skills into profitable and measured activity.
  • Salespeople management - Achievement of sales targets, productivity, KPI deliverables, and customer management.
  • Develops consistent working practices and sales team behaviours within CRM.
  • Uses CRM to gain insight into what performance issues need attention and then impact this for positive results.
  • Schedules and manages sales incentives and sales events when required.
  • Liaises with training team to define gaps.
  • Delivers feedback, shares best practice, suggests training needs, etc. and challenges as appropriate.
  • Establishes and maintains an active involvement with all relevant business associations.

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