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Principal Commercial Solutions Lead
2 weeks ago
**About Orderly**:
Orderly is a certified B Corp on a mission to revolutionise the food supply chain and dramatically reduce global food waste. We provide cutting-edge SaaS solutions, including an AI/ML-powered Digital Assistant, to enterprise clients in the food and beverage industry, helping them optimise supply chains, manage inventory, and enhance sustainability. Our core values - Inspirational Impact, Growth for Good, Work Smart, Get it Done, and Influence Responsibility - drive our culture and empower our team to make a real difference.
**The Role**:
Join Orderly in our mission to revolutionise the food supply chain and dramatically reduce global food waste. We are seeking a dynamic and results-oriented Principal Commercial Solutions Lead to pioneer and expand our value-added service engagements with both new and existing enterprise clients.
Your primary objective will be to drive revenue growth by identifying, scoping, and securing bespoke service agreements that empower our clients to achieve transformative outcomes using Orderly’s cutting-edge SaaS platform.
This is a pivotal opportunity to take ownership of shaping and selling high-value, consultative engagements. You will leverage Orderly’s comprehensive suite of solutions, including our AI-powered Digital Assistant, to solve critical client challenges in the food and beverage sector, directly contributing to their operational excellence and sustainability goals.
We are looking for a commercially astute, highly consultative professional with a proven track record of PS revenue generation, ideally gained within an SME agency or a similar fast-paced, client-centric environment. If you thrive on autonomy, excel at building trusted advisor relationships, and are driven to deliver tangible business results, this role offers an unparalleled platform for impact and growth.
**Key Responsibilities**:
- **New Client Engagement & Opportunity Development**:Proactively identify and cultivate new enterprise prospects through strategic outreach, referrals, and market insight. Take a lead role in converting new prospects into clients through highly consultative sales processes tailored to their specific challenges and success metrics.
- ** Consultative Discovery & Needs Analysis**:Proactively engage with C-level executives, department heads, and key operational stakeholders within both new prospects and major existing accounts to conduct in-depth discovery sessions. Uncover their strategic business objectives, operational pain points, latent needs, and specific opportunities for leveraging Orderly’s solutions and services beyond standard SaaS subscriptions.
- ** Solution Scoping & Conceptual Design**: Independently develop, articulate, and scope compelling professional services proposals. This includes defining clear project objectives, high-level deliverables, indicative timelines, resource considerations, and value-based pricing strategies. Critically, this involves initial solution conceptualisation and viability assessment _before_ extensive engagement of Business Analyst or Development resources.
- ** Proposal Development & Persuasive Presentation**:Craft and present highly persuasive, value-driven proposals and Statements of Work (SOWs) to senior client decision-makers. Clearly articulate the ROI, strategic benefits, and unique advantages of the proposed services.
- ** Commercial Management & Negotiation Excellence**: Own the commercial lifecycle of professional services engagements with both new and existing clients, from initial pricing strategy and proposal development through to negotiation and contract closure. Consistently strive to achieve and exceed assigned PS revenue targets and margin expectations.
- ** Strategic Relationship Management (Major Accounts)**:Cultivate and nurture enduring, trusted advisor relationships with key decision-makers, influencers, and champions within assigned major accounts. Act as a strategic partner, anticipating their needs and proactively identifying opportunities for Orderly to deliver ongoing value.
- ** Cross-Functional Collaboration & Feedback Loop**:Collaborate effectively with the CRO, Sales, Product, and Customer Success teams to ensure smooth opportunity progression and delivery alignment.
- ** Thought Leadership & Best Practice Contribution**:Contribute to internal IP and best practices to improve our Professional Services capability, competitiveness, and value proposition.
**Essential Skills & Experience**:
- **Proven Experience with Both New Business Development & Account Expansion**:Minimum of 5-7+ years of success in selling and/or delivering complex professional services engagements to both new and existing clients, consistently meeting or exceeding significant annual revenue targets. This experience should ideally be within a B2B SaaS, enterprise software, bespoke development/software agency or technology consulting environment.
- ** SME Agency or Similar Dynamic Environment Experience**: Signi
