Commercial Account Manager

Job type:
on-site
Start:
ASAP
Duration:
1 year fixed term contract
From:
Bramdean Search International
Place:
London
Date:
07/06/2013
Country:
flag_no United Kingdom
project ID:
563423

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Commercial Account Manager

*This role is based in London and is a one-year fixed term contract, salary range £31,500 - £38,275 plus £3,300 London Market Allowance.*

Skills and knowledge
Business Management and Development L2, Financial Planning and Management Level L2, Project and Contract, Management L2, Effective interpersonal, communication, influencing and relationship building skills (including with senior managers/stakeholders/suppliers)

Able to demonstrate commercial awareness and skills and knowledge in business development disciplines and identifying and pursuing business leads.

Working with suppliers to ensure that key processes are running efficiently and cost-effectively.

Desirable skills
Negotiation and forecasting skills.

Knowledge of financial accounts/use of trading accounts.

Market knowledge (Knowledge of education markets, in particular HE and blended learning solutions)

Effective collaboration skills including relationship building, managing and resolving conflict and supporting peers to achieve their objectives

Experience needed

Record of leading/managing change.

Minimum of 3 years' experience in a Sales/Business Development/Supplier Management/Business to Business environment.  Including management of profit and loss for accounts in excess of £2m per annum.

Experience in growth of commercial activities developed through supplier relationships

Experience desired

Track record in managing complex global models

Experience of working in public sector organisations, particularly aligned to a central government remit

Experience of operating successfully in a contracting business environment

Experience of performance improvement linked to wider business goals

Experience of UK/overseas Education Sector

Qualifications

Programme/project management qualification aligned to P&P professional standards at the appropriate level for the role (Post holder to achieve an agreed qualification within 12 months of starting in post).

Evidence of continuous professional development.

Management/leadership qualification

Project/programme management qualification

Purpose of job:

To develop and manage the Education UK website trading account on behalf of the company. This is a new post and the post holder will play a role in shaping the contribution this post can make to strategic business objectives and informing how an expanding trading account portfolio can be most effectively developed and managed going forward. 

The core objectives of the role include:

  • Developing and maintaining positive and mutually supportive relationships with core suppliers
  • Developing and maintaining an effective long-term account management strategy which facilitates the delivery of contracts to time, cost and quality standards
  • Ensuring an appropriate business plan is developed and maintained and jointly owned by relevant stakeholders
  • Working with suppliers to support financial management of contracts including: setting and achieving income targets to plan; identifying and managing viable income streams;  ensuring risks around income are identified and mitigated
  • Providing regular MI reporting on performance and projections
  • Providing and managing a risk framework and management strategy that ensures the company is not exposed to reputational or financial risk
  • Working with suppliers to ensure that products and services delivered by them/delivered jointly are credible, innovative and well established in the market
  • Working with suppliers to establish/develop and maintain positive forward looking and valuable relationships with clients and customers
  • Working with the wider Education & Society community to ensure that core strategy developments are reflected through our products and services
  • Working with the broader Business Development community to provide advice and guidance on the management and development of strategic commercial contracts, including financial aspects

Context and environment:

P&P's purpose is to lead the company's contract growth ambitions, working in partnership with Strategic Business Units (SBUs), regions and the company's teams globally to identify, position for, secure and implement contracts that deliver cultural relations impact for the organisation.  By 2015 P&P will support the organisation to double its cultural relations impact from contracts and grow contract turnover (£118m to £204m).  It will do this by delivering best practice programme and project management services, becoming a partner of choice for an extended range of external clients and delivering through a global and highly specialist and professional resource model.  P&P also works closely with SBUs, the corporate Partnership team and regions to support the identification, development and delivery of Large Scale Products, partnership and local cultural relations work which meets corporate objectives. Key to sustained success is the development of commercial trading activities delivered through and with partners.

Accountabilities, responsibilities and main duties:

Business Leadership

  • Engage proactively in the development of business strategy and objectives, role modelling leadership by: championing ideas for performance improvement from your own area of expertise; keeping up to date with priorities and targets across the business and the wider organisation, supporting colleagues to understand and engage with priorities and progress
  • Lead cross-functional working parties and initiatives in own area of expertise.
  • Develop and nurture internal relationships across the SBU model and in the wider organisation to ensure strategic objectives are aligned, understood and achieved, and opportunities to influence and contribute to corporate strategies are maximised.
  • Proactively contribute to the development of best practice across P&P working closely with the PMO and Centre of Excellence
  • Support capacity building in SBU teams globally in agreed areas.

Professional Networking

  • Develop diverse professional networks which support SBU to understand best practice in commercial trading accounts and develop new approaches and partnerships which increase the impact of this work
  • Develop relationships with the wider global network of individuals involved in commercial contracts to share information and learning and ensure SBU is aligned with organisational strategy and agendas, and its needs are represented and understood senior managers in the organisation.
  • Represent the company externally and internally, actively contributing to the SBU being recognised as a centre of excellence

Budget:

Accountable to Commercial Director for £5m per annum expenditure/budget.

May also be responsible for significant budget spend associated with specific strategic/management projects.

Other important features or requirements of the job
(eg travel, unsocial/evening hours, restrictions on employment etc)

Frequent travel to suppliers and for commercial meetings in the UK.  This will involve some unsocial hours. 

Key relationships

  • Prime suppliers
  • End clients
  • Education & Society SBU - in particular HE colleagues
  • Programmes & Projects Commercial Directorate
  • Programmes & Projects functional areas, especially contract management and procurement
  • Legal and procurement teams

Bramdean Search International is acting as an Employment Business in relation to this vacancy.