The purpose of the role: Head of Commercial is to define and drive the commercial direction of two of the key segments within the Major Corporate business unit. This role is responsible for a number of core internal and external commercial activities, including:
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Development of short term activities to drive in year revenue
Elaboration of medium term go-to-market strategy through structured channel plans and activities
Initiation of investment cases to enable long term segment growth
Lead & deliver all aspects of analysis that will lead to the development of the trading initiatives
Development of appropriate measures and interventions to optimise delivery of the annual plan
Support the delivery of the overall annual plan for the business segment, including:
Active participation in segment management meetings, effectively communicating, presenting analysis, recommendations, risks and improvement opportunities.
Development of appropriate measures and interventions to optimise delivery of the annual plan
Deliver periodic (e.g. weekly, monthly, quarterly), the relevant lead and lag indicators, necessary interventions
Support the maintenance of weekly/ monthly/quarterly governance commitments & updates
Lead on key segment strategic programmes / projects
Maintain key relationships with both internal and external stakeholders
Develop strong internal relationships with key stakeholders Internally with the team and wider to support channel growth
Develop relationships with external channel partners to drive partnerships
Develop inter-lob engagements e.g. GS in order leverage industry learnings
At BT, we’re creating an inclusive working environment where people from all backgrounds can succeed. Diversity makes sense for us, for our customers and for our future.
We value different perspectives, skills and experiences. We’re happy to consider ways of working that will mean you can perform at your best. If you want to talk about working part-time or as a job share in this role, please apply and we’ll do our best to get the balance right.
The candidate will have strong commercial acumen, having:
Delivered large scale commercial projects both internal and external to BT
Delivered transformation projects on both demand and supply side
Managed complex change with varying business interests and understands dynamics of business change
Able to coordinate numerous commercial projects and balance priorities
Managed previous customer/ unit P&Ls and consistently delivered business results at revenue and EBITDA
Logical thinking using contextualised data analytics to enable enhanced decision making
It is desirable but not necessary that the candidate will have sales and marketing experience, having:
Developed greenfield business and brought new logos to BT in private
Defined/ delivered compelling marketing campaigns customer events
Managed products/ services delivering growth
The candidate will have exceptional stakeholder management experience, having:
Managed Exec and Director level stakeholders both internal and external to BT
Delivered complex change across challenging environment ensuring business results
Managed balance of internal team and supporting team relations
Demonstrated ability to exert influence to ensure vision is delivered
Desired Formal Qualifications
Degree Level – Business/ Finance related
Relevant Programme Management (Prince2/APM/MSP)
Representation on relevant industry, technology bodies and regional boards aligned Customer Base
5 KEY SKILLS
Previous responsibility for managing a B2B P&L of over £100m, including business casing and creating energy and engagement around initiatives to drive the bottom line
Highly analytical with Mathematics at A-Level or degree level
Evidence of driving a programme or project through to completion overcoming challenges to achieve success
Previous experience of managing a customer base of greater than £1m per customer
Demonstrable evidence of excellent communication skills and successfully managing challenging stakeholders
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