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Commercial Manager
2 weeks ago
Commercial Manager
Our client is a large omni-channel marketing agency that is growing and offering more creative services than ever before. This includes bringing new channels to market, exploring and employing cutting edge methods, technology and management tools.
With that in mind, we are looking for a Commercial Manager to join our team, to help shape and support our continued growth.
You will work closely with our leadership team, and our central finance function. Responsible for ensuring our agency operates efficiently and effectively, you will be analysing commercial data to inform and influence decisions on our current and future business. Informing new propositions, exploring commercial opportunities and operating models – helping us stay relevant and ‘fit for the future’ in a competitive market.
Strong business acumen, financial literacy, analytical and problem-solving skills are a must. With an eye for trends to maximise opportunities or combat problems before they become threats.
You will collaborate with our Head of Project Management and Head of Account Direction, managing and monitoring our sales pipeline, work in progress and ensuring the correct levels of commercial governance are in place. Forecasting and budgeting are key to this role, as is the partnership with our client account teams, working together to develop business plans and contracts aimed at long-term business sustainability and growth.
There will be elements of negotiating new and existing contracts with suppliers, and customers, on behalf of the business. This often includes the exploration and preparation of commercial and operating models, which can vary by client, sector and service.
We’re open to challenge and exploring new ways of working, including introducing software’s and technology to the business and our client’s benefit.
You should be able to work both independently and as part of a team, with excellent and adaptable communication skills, equipped for dealing with different stakeholders across our business. Listening to the needs and requirements of various stakeholders and the ability to effectively verbalise and bring to life your own ideas.
This role requires a constant connection to the business, so you will be based within the agency in Nottinghamshire
Functional role and responsibilities:
The Commercial Manager role breaks down into the following main areas.
People
Products
Clients
Business Development
Commercial
Reporting
Trend Analysis
Future thinking
People
You will need to understand and work with the whole team and connected teams, across the group. From finance and accounting, the Management Team, Skills Team Leaders and group wide – we'll help you to understand the people and skills. We’ll explain how the teams are structured and how people knit together, working through projects, from estimating to cash collection (and the various stages in between).
Commercial
Commercial covers the following areas:
Budgets & Forecasting
Estimating annual sales and costs for all Account Directors' and our clients
Reforecasting part way through the financial year
Looking at sales pipeline and forward book
Estimating
Checking and agreeing estimates, including value add, recovery, pitch, client dev and outwork
Monitoring the accuracy, value and conversation rate of estimates
Estimates vs quotes, rate cards, procurement consultancy partners
Difference in how we estimate based on discipline, film, insight, events etc
Rate card reviews with clients
Costs
Cost rates across the business
Cost rate increases and impact of implementing these
All inward and outward costs from all suppliers, plus intercompany activity
All expenses, travel, and entertaining vs budget
Training and recruitment vs budget
Time & active hours sold
Understanding of all elements from timesheet collection
Recognising true costs
Understand holidays and leave and how that impacts our weekly recovery
Peaks and troughs
Stock
All work in progress
Aged debt
Job cost overspends
Provisions process and reconciliation
Invoicing
Ship to bill
Pre invoicing
Part invoicing big jobs in stages
Invoicing frequency
Payment terms
Cash
Cash flow
Keeping cash moving through – spotting any ‘rotten fruit’
More regular invoicing throughout the month
Better visibility of what has been invoiced month to date and how far we are off budget
Financing and capital expenditure
Accounts (Finance Team)
Liaising with key people in the account team in salaries, purchase leger, credit checks, new supplier set up, services agreements, confidentiality agreements, terms of payment and contracts.
Sales
Understand the pitch process o Pitch triage/ qualification
How we set budgets and collect time and cost for pitches
How we report on conversion/ win rate
Client dev process
R&D – what constitutes R&D and how can we make sure we accurately capture this and claim back via Cooper Parry
Budgets and performance against budget
Pipelines and Hubspot
Reports and systems
ERP (Epicor)
Adobe Workfront
Excel (estimating templates and rate cards)
Power BI
Finance team systems
KPI’s for all Create teams
Future thinking
Aspirations - where do we want to be commercially?
How our systems and processes offer compare in the marketplace
What opportunities are there for process improvement and visibility of numbers?
How do we plan and launch new products to market in a commercially viable way?
Extending the Create campus to facilitate further growth
Margin model
Reporting
Create a meaningful report for the Management Team meeting
Attend the Account Director and Project Management team meetings and provide a commercial update
Respond to ad hoc requests from members of the Management Team and Exec
Help us to create a meaningful dashboard for Management Team in Workfront
Help us get better visibility of who is on leave/ how much leave we have in any given week and calculate the impact of that on our recovery figures
Behavioural and cultural expectations:
Lead by example
Follow our values
Culture ambassador
Be visible and mobile (get around the teams and business and clients where relevant)
Be inquisitive
Listen, make time
Inspire and encourage
Engender a team and community spirit
Training as required on the above
Salary £45k-£50K