Job Description

The Head of Commercial (Small Business UKI) takes full accountability for commercial planning and performance of their owned area of UKI Small Business, working across multiple channels, routes to market and customer segments. This accountability includes the superb definition, execution, measurement, and continuous improvement of commercial plans that underpin the delivery of our goals across their discipline (Customer, Accountant and Product Retention | Contact Centre Sales across Customers and Accountants |Field and Key Account Sales and Partnerships | Digital). The role sits across the entire portfolio of products that are sold, subscribed to and used by our customers and partners. Each Head of Commercial is, in addition, responsible for supporting the commercial clarity, control and ambition of the overall Small Business segment, through strong interlocks across all areas of commercial delivery in addition to their own.




Hybrid - 3 days in our Newcastle office (global headquarters)

Key Responsibilities

- Lead and inspire a team of Commercial Managers and Analysts to deliver excellence across the commercial management 'jobs to be done' framework.


- Accountable for excellence in commercial forecasting, and the consistent and accurate connection into financial outcomes. Build, and review monthly, the commercial forecasts connecting business outcomes (units, revenue, retention rates) to key commercial leading metrics (conversion rates, leads etc) required to drive each go to market activity.


- Transforms business forecast requirements into targets for sales and success colleagues (KPI's and commission based targets), while also aligning the actions of all go to market contributors to the desired business outcomes.


- Leads the weekly and monthly review of performance against the commercial forecast for their segment of Small Business, driving the right assessment, actions and accountabilities across the go to market team, resulting in delivery of the business outcome, and incremental performance gains.


- Tracks and represents the commercial risks and opportunities view for their segment, providing a real time view of future performance risks and improvement opportunities. Manages the alignment across all go to market teams, while driving the necessary actions to navigate the team to the optimal result.


- Owns a clear understanding of the customer base (volumes, movements, new adds, churn etc), proactively manages planned customer contacts, enabling optimised execution against the commercial plan, along with insight to support incremental improvements.


- Own the promotions plan (within strategy set by PMM) and lead the execution of all pricing and promotion activities: to both enable optimised delivery of the commercial forecast and to ensure pricing, promotion and discounting activities are executed to plan and with quality.


- Designs, builds, operates, and continuously improves strong, robust, structured and simple processes that underpin customer and commercial planning.


- Accountable for the definition of tools (eg. Reporting) underpinning the core commercial outcomes, driving efficiency and accuracy into the commercial impact. Ensuring consistency where possible across small business.


- Drive all actions and outcomes toward the success of Small Business UKI (including SSG), working as part of a small business team of commercial leaders, sharing best practice, operating in and enhancing a consistent framework, supporting each other to deliver stronger collective outcomes.




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