Senior Executive - Commercial

The incumbent will be the OneView champion for the cluster, ensuring accurate and live update by all stakeholders. The incumbent plays a crucial role in data gathering and analysis to provide valuable management reports for businesses including creating and managing commercial dashboards, handling budgets for projects, managing and compiling WIP from each Client Service Director (CSD) proactively, and analyse market trends that would increase revenue, enhance efficiencies and mitigate risks for the business.

This role aims at supporting the commercial team with insightful analysis and decision-making support activities (variance analysis, margin analysis, competitor analysis, amongst others).

Responsibilities

As the Senior Executive – Commercial, you will be responsible for the following:

Commercial and Reporting

Managing of performance metrics through:

• WIP vs billing
• Invoicing reports
• Non-billable time
• Write-offs and rollbacks

• Driving and reporting conversions and sales targets on periodic basis
• Soliciting and collating data from operation and non-operation units including forecasted revenue through effective and timely coordination and follow ups with budget owners
• Monitoring and tracking completion and/or update of client plans by CSDs and share status/progress report
• Coordinating with CSDs to track and capture new billing opportunities identified and follow up with CSDs until conversion
• Attending commercial meetings as required, documenting and coordinating related activities, facilitating discussion and ensuring that planned actions are undertaken to ensure that initiatives are to be delivered based on agreed plans
• Maintaining and following up with CSDs on update of Commercial Dashboard
• Following up with CSDs and scheduling of KCRM and GCRM meetings
• Tracking and reporting on progress on action points with aged analysis post Client Listening Programme
• Engaging with CSDs and keeping track of cross selling and pipeline analysis
• Ensuring timely and diligent updates by CSDs on OneView including logging of ad hoc billing as conversions on OneView
• Initiating and compiling WIP review sheet from CSDs proactively on monthly basis and consolidating for review by Segment Heads prior to finalisation and submission to Finance
• Preparing accurate and timely consolidated monthly reports including Budget submissions to Finance
• Participating and assisting in the budget allocation process and following up on agreed action points
• Working closely with CSDs and other commercial team members in providing data-backed recommendations to support effective decision making
• Collecting, analysing, and maintaining sales performance reports by CSDs

Value-Driven Analysis

• Analysing client / account performance to improve the relationship and profitability. (Debtors ageing, account profitability, scope, revenue trends, competitive analysis, perceived quality and account mapping)
• Analysing revenue, reviewing and comparing to previous years and quarters, identifying patterns and discrepancies and reporting on findings/outcome through reports/presentations
• Conducting the necessary research to understand emerging trends with regard to new products on the markets, analysis of data as available on FSC website and BOM
• Supporting related activities to gather data and analysing the current processes and metrics to review and propose improvements that will drive efficiencies and decision making from a commercial perspective
• Conducting variance analysis and insights into drivers based on actuals vs budgets
• Gathering, researching, classifying and evaluating data to provide analytical support for Business as Usual and ad hoc commercial projects
• Assisting the preparation of variance analysis against business plan and trend including but not limited to margin analysis, monthly performance review, productivity, pricing recovery
• Reviewing of performance metrics, identifying patterns and discrepancies
• Analysing competitor and market performance – scrutinising performance of competitors through research and maintain in-depth knowledge of latest business developments and market trends.

Business Development Support

• Assisting in preparation of client proposal
• Assisting Segment Heads in planning and scheduling of BD meetings with clients, prospects and intermediaries during BD trips, including preparation of BD deck, logistic planning, amongst others
• Following up closely and tracking on leads generated following BD meetings and generating status reports
• Managing relationships with regulators and intermediaries, banks as relevant

Key Stakeholders

• Segment Heads
• Manager – Commercial
• Chief Commercial Officer
• Finance Team
• Client Service Director
• Dedicated functional partners

Key competencies for position and level

• Builds networks
• Drives results
• Persuades
• Business Insight
• Resourcefulness

• Academic or Professional Education/Qualifications – relevant degree
• Good knowledge in forecasting, budgeting, statistical analysis and/or modelling
• Critical thinking, analytical skills and investigative skills 
• Sound knowledge of basic data analysis tools like MS Excel and systems such as 5Series, and OneView
• Project and action oriented with a focus on continuous improvement
• Ability to work independently and drive initiatives forward until delivery
• Ability to work effectively with internal and external stakeholders, at all levels
• Self-motivated with the ability to multi-task and manage changing priorities
• Capable of giving presentations and address and negotiate on all project related subjects in own area of expertise at both Group and Cluster level
• Experience with business intelligence tools like Power BI is desirable

Key behaviours we expect to see 

In addition to demonstrating our Group Values (Authentic, Bold, and Collaborative), the role holder will be expected to demonstrate the following: 

• Accuracy and Attention to detail
• Prioritisation
• Proactivity
• Strong analytical mindset and ability to think outside the box
• Excellent communication and presentational skills
• Good planning and organisational skills
• Strong budget management and reporting skills