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Senior Commercial Manager - Global Business Development

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About The Association

Combining the strengths of the American Institute of CPAs and the Chartered Institute of Management Accountants, we empower the world’s most highly-skilled accountants – CPAs and CGMA designation holders – with the knowledge, insight and foresight to meet today’s demands and tomorrow’s challenges. We drive a dynamic accounting profession that works every day to build trust, create opportunity and grow prosperity worldwide.

 

Summary of Role

Lead and own corporate governance policy for all commercial matters relating to B2B, through the creation and maintenance of documentation, guidelines and procedures for use by regional sales teams, including standardized contracts and risk frameworks and benefit analysis for contract lifecycle management systems. Lead the product teams and solution engineers with building commercial models for new and existing products and services, helping adapt these models for regional and project specific needs. 

 

Work with the global business development and broader stakeholders to evolve our go to market models and commercial strategy so that we double our revenue over the next 2 years.

 

Accountabilities & Responsibilities

To ensure the business strategy is translated into effective and practical commercial strategies that will deliver for the business leading whilst building relationships with customers covering:

 

Commercial Governance

  • Create, manage and lead organisational change on commercial governance strategy to ensure deals are optimised for growth, profit and client satisfaction in accordance with the senior approvals as required

  • Full responsibility for delivering all commercial and compliance related aspects of sales including working across the Association to build and maintain a robust knowledge base of standard client request items (e.g. GDPR compliance, ICO breaches, VAT registration details) and fulfilment of all ancillary commercial requirements (e.g. obtaining insurance certificates, ensuring invoices are paid on time) and gaining senior approvals needed

  • Provide thought leadership to Sales and Operations Managers for continuous improvement of contracting tools/resources available for Business Development team members to anticipate and exceed client needs

  • Negotiate both domestic and international client/partner base, capturing key terms in appropriate form agreements/contracts. This includes end to end management of procurement and contracting for specific third party suppliers, from negotiation of commercial terms to ensuring both the supplier and we meet or exceed our contractual obligations. 

  • Create systems to ensure all internal and stakeholders understand and adhere to contractual obligations pre and post contract execution

  • Monitor contract compliance and agreed exceptions to ensure we and our clients are meeting or exceeding our commercial obligations

  • Become the “go to” point for all commercial, financial, or legal queries raised.

  • Resolve contractual, financial modelling and commercial issues

  • Identify areas that are not in-keeping with best practices and creating and/or owning solutions to resolution, including regular review and development of operational process flows

  • Drive future-focused planning efforts by integrating research and data from various sources into executive-level documents; optimize research initiatives to most effectively support B2B growth expectations

  • Other internal commercial projects based on identified needs

  • Provide expert commercial leadership in annual internal auditing tasks relating to B2B contracts and deals

Sales Support

  • Responsible for leading and providing timely and accurate commercial input for tenders, structuring commercial models, preparing offers, leading negotiations, preparation and negotiation of agreements globally.

  • The role will involve delivering commercial risk assessment and legal input to all areas of the business thus ensuring that all commercial activities are effectively managed through contract lifecycles to completion working with stakeholders as appropriate.

  • Develop new channel specific commercial propositions and concepts to drive growth and respond to client needs

  • Conduct regular market research and analysis on the commercial strategies used by competitors to create and continuously improve the Association’s B2B market approach

  • Lead and manage  with legal, finance, product development, and other teams to ensure contracts are in alignment with current delivery capabilities

  • Identify and support specific regional/international business requirements to support and accelerate fulfilment of the organization’s evolving global B2B strategies

  • Provide coaching, advice and support to business teams, relating to contract negotiation as a strategic tool to close sales and increase revenue

  • Own client commercial experience and work with transformation teams (RAVE) to implement tools to streamline contracting capabilities and processes

  • Leadership for creation of win/loss analysis tool, implementation and continuous improvement

Financial Management

  • Interface with finance to support broader organization needs in terms of revenue recognition, reporting and forecasting

  • Proxy ‘profit’ analysis and regular tracking of income generation versus net revenue

  • Lead profitability reviews, including lessons learned

  • Ensuring that the financial aspects and impact of a contract are clear to all internal stakeholders

  • Review and input into regular financial reporting, ensuring accuracy of data from the B2B team

  • Track and manage team spend against budget to ensure we are within budget at end of year

 

Supervisory Responsibilities

  • None

 

 

 

Knowledge, Skills & Abilities Required

  • Advanced applied skills; commercial/ business acumen, sales focused, revenue focused, highly numerate (pricing), deep contract experience, client facing and strategic focus;

  • Great balance between client facing skills and commercial management

  • Excellent negotiation skills

  • Excel master, with proven ability to build sound financial models.

  • Advanced problem-solving skills, with ability to consistently think outside the box

  • Positive team player with a strong drive to create and implement solutions, and a bias toward action

  • Advanced communication skills, including ability to convey information effectively in-person as well as using email, video, PowerPoint, Microsoft Word, Excel, and other data visualization tools including Tableau, Power BI or similar

  • Strong relationship management skills, including ability to develop and maintain strong working relationships and strategic partnerships with internal and external key stakeholders to maximize effectiveness and influence

  • Proven ability to manage multiple complex projects and competing priorities at a time while paying strict attention to detail

  • Ability to make sound commercial risk and reward assessments and present clear recommendations to senior management

  • A passionate leader, strategic thinker yet all over the detail, with the drive and ambition to see-through plans to successful conclusion

  • Curious and experimental, with a desire to break-out from traditional methods to create right size solutions that are client centric

  • Experience in application of international accounting standards and principles

  • Experience in data science analytics and application development platform creation for sales enablement and/or internal governance

  • Experience of creating and maintaining policies and procedures, and monitoring compliance

  • Experience of creating visual tools for financial modelling and salesforce enablement

 

Required Experience, Qualifications & Education

  • Bachelor’s degree or equivalent combinations of education and experience, with focus on legal/contracting

  • Significant and change for US years’ experience of proposition development and deal shaping is critical

  • Experience of implementing commercial governance within a sales function

  • Extensive experience of contract drafting, negotiation, dispute resolution and commercial management

  • Experience in deal shaping, pricing and proposition management with B2B clients

  • Experience of contracting in both UK and US

 

Preferred Experience, Qualifications & Education

  • Experience of eLearning, live training or blended learning for corporate clients

  • Experience working in an agile, entrepreneurial setting amid rapid growth and change

  • Global experience across UK, USA, Europe, Africa and Asia

  • Experience of managing IP and royalties from a commercial perspective

  • Direct and channel-based contract experience

 

Why Work for Us?
At The Association, you are part of a global, diverse and talented group of colleagues. You have opportunities to innovate and collaborate in a leading organization that impacts individuals and businesses. You’ll have opportunities to progress while enjoying an exciting work environment that supports and celebrates individual achievement, development and professional satisfaction.

Together, we will lead the most influential body of professional accountants and create the future of the global accounting profession.

We offer competitive benefits, PTO, flexible working principles, and a supportive, collaborative team environment.


Equal Employment Opportunity

The Association of International Certified Professional Accountants is committed to creating a diverse environment and is proud to be an equal opportunity and affirmative action employer. All employment decisions are based on business needs without regard to race, color, ethnicity, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other applicable legally protected status. All qualified candidates are encouraged to apply.

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