Global Commercial Manager - Crane Lifting Operations
Our client, a global safety and competence organisation has an exiting opportunity for an experienced Global Commercial Manager to join their team and shape the newly created position.
This role is responsible for the commercial success of the company's strategic collaboration with a key partner and the subsequent roll-out of joint training and competency solutions to the global crane and lifting industry. The role will fundamentally contribute to organisational success, through meeting revenue and commercial targets, as well as individual KPI??s and objectives.
The ideal candidate will offer extensive commercial experience in solution based commercial role within a multi service line organisation. Proven Account and Sales Pipeline build/management success; and demonstrable experience of winning new business from new and existing accounts, increasing revenue and achieving sales and customer satisfaction targets.
Key Responsibilities:
* Utilise an in-depth knowledge of both the market place and competitors within the crane and lifting training sector to effectively present the unique selling propositions and differentiators to both internal and external clients
* Lead the commercial development and roll out of the full training portfolio throughout global training centres, ensuring local management buy-in
* Work with teams in each country to build a local commercial model that meets local market requirements while ensuring strong commercial returns
* Mentoring and coaching global sales and marketing teams, to build a local understanding of the products, and the associated sales process
* Support local sales teams, liaising directly with clients when necessary
* Support the identification and bidding process for global tender opportunities, implementing a process to ensure all pre-requisites are met in a timely manner
* Support local entities to set and achieve their revenue targets.
* Provide and guide input into the overall commercial strategy for the crane and lifting service line and ensure alignment of objectives within the technical training group
* Forecast revenues and growth potential, implementing plans to ensure they are achieved.
* Work with local entities to create monthly and annual business reports, including revenue v budget by product by client, pipeline, project conversion and utilisation/fill rates.
* Work with key stakeholders to identify opportunities for training interventions and associated product development, both physical and digital
* Represent the company at promotional events, conferences, industry functions and trade or industry body events across the UK and internationally Engagement with relevant regulatory and certification bodies
Key Competencies:
* Customer Service: Responds promptly to customer needs; Responds to requests for service and assistance; Meets commitments.
* Oral Communication: Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions.
* Written Communication: Writes clearly and informatively; Presents numerical data effectively; Able to read and interpret written information.
* Teamwork: Contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone's efforts to succeed.
* Business Acumen: Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market competition.
* Cost Consciousness: Contributes to profits and revenue.
* Diversity: Promotes a harassment-free environment.
* Ethics: Treats people with respect; Works with integrity and ethically; Upholds organisational values.
* Organizational Support:Follows policies and procedures; Completes administrative tasks correctly and on time.
* Judgement: Exhibits sound and accurate judgement.
* Planning/Organizing: Prioritizes and plans work activities; Uses time efficiently.
* Professionalism: Approaches others in a tactful manner; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions.
* Safety and Security: Observes safety and security procedures; Reports potentially unsafe conditions.
* Attendance/Punctuality: Is consistently at work and on time.
* Dependability: Follows instructions, responds to management direction; Takes responsibility for own actions.
* Innovation: Displays original thinking and creativity; Generates suggestions for improving work.
Qualifications Higher Education level: HND / BSc / BA, or proven demonstrable experience in a similar role
This role is responsible for the commercial success of the company's strategic collaboration with a key partner and the subsequent roll-out of joint training and competency solutions to the global crane and lifting industry. The role will fundamentally contribute to organisational success, through meeting revenue and commercial targets, as well as individual KPI??s and objectives.
The ideal candidate will offer extensive commercial experience in solution based commercial role within a multi service line organisation. Proven Account and Sales Pipeline build/management success; and demonstrable experience of winning new business from new and existing accounts, increasing revenue and achieving sales and customer satisfaction targets.
Key Responsibilities:
* Utilise an in-depth knowledge of both the market place and competitors within the crane and lifting training sector to effectively present the unique selling propositions and differentiators to both internal and external clients
* Lead the commercial development and roll out of the full training portfolio throughout global training centres, ensuring local management buy-in
* Work with teams in each country to build a local commercial model that meets local market requirements while ensuring strong commercial returns
* Mentoring and coaching global sales and marketing teams, to build a local understanding of the products, and the associated sales process
* Support local sales teams, liaising directly with clients when necessary
* Support the identification and bidding process for global tender opportunities, implementing a process to ensure all pre-requisites are met in a timely manner
* Support local entities to set and achieve their revenue targets.
* Provide and guide input into the overall commercial strategy for the crane and lifting service line and ensure alignment of objectives within the technical training group
* Forecast revenues and growth potential, implementing plans to ensure they are achieved.
* Work with local entities to create monthly and annual business reports, including revenue v budget by product by client, pipeline, project conversion and utilisation/fill rates.
* Work with key stakeholders to identify opportunities for training interventions and associated product development, both physical and digital
* Represent the company at promotional events, conferences, industry functions and trade or industry body events across the UK and internationally Engagement with relevant regulatory and certification bodies
Key Competencies:
* Customer Service: Responds promptly to customer needs; Responds to requests for service and assistance; Meets commitments.
* Oral Communication: Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions.
* Written Communication: Writes clearly and informatively; Presents numerical data effectively; Able to read and interpret written information.
* Teamwork: Contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone's efforts to succeed.
* Business Acumen: Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market competition.
* Cost Consciousness: Contributes to profits and revenue.
* Diversity: Promotes a harassment-free environment.
* Ethics: Treats people with respect; Works with integrity and ethically; Upholds organisational values.
* Organizational Support:Follows policies and procedures; Completes administrative tasks correctly and on time.
* Judgement: Exhibits sound and accurate judgement.
* Planning/Organizing: Prioritizes and plans work activities; Uses time efficiently.
* Professionalism: Approaches others in a tactful manner; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions.
* Safety and Security: Observes safety and security procedures; Reports potentially unsafe conditions.
* Attendance/Punctuality: Is consistently at work and on time.
* Dependability: Follows instructions, responds to management direction; Takes responsibility for own actions.
* Innovation: Displays original thinking and creativity; Generates suggestions for improving work.
Qualifications Higher Education level: HND / BSc / BA, or proven demonstrable experience in a similar role