Commercial Operations Manager

5 days ago


Johannesburg, South Africa Nexio Full time

**ROLE PURPOSE**

To manage, support and enable Nexio’s Commercial operations environment with key focus on the following high-level deliverables:
** Contract Management**:

- Managing contracts from a commercial perspective for customers that have renewable/ annuity type services.
- Develop systems to support the sales and management teams with end-to-end visibility of all renewable contract with focus on expiry dates, value, type of service, margins of contracts, expiry notifications to account managers, automatic renewal opportunity creation.
- Active in-contract management with focus on up-selling campaigns, profitability analysis to drive an increase on the customer’s share of wallet.
- Manage the renewal administrators

**Sales Operations**:

- Manage sales administrators.
- Focus on automation and sales order tracking.
- Sales territory and account analysis. Definition and assignment i.e segmentation, industries.
- Input to goal and target setting. - Do the operational target setting, sales and BU’s
- Cadence support to sales team through commits tracker.
- Implementing and maintaining the top deal to Exco socialising process.
- Manage governance of EDRA Light to Nexio's Board.
- Assist with Revenue and Margin Forecasting.

**Commissions**:

- Responsible for the management and coordination of portfolio agreements for all commission earning staff members.
- Design, implementation and review of sales compensation and incentives program.
- Management of the commission payroll platform, ensuring the platform is timely adapted for annual changes.
- Calculating commission for all commission earning roles. Automation the be considered for future state with real time scoring and scenario planner functionality.
- Generating commission reports to be sent to commission earning staff.
- Query handling for all commission related matters.
- Ensure commission payroll is submitted to Payroll department timely every month.

**ROLE REQUIREMENT**
- Managing direct reports
- Contract management for annuity type services
- Knowledge base to enable the sales and management teams to pro-actively manage the customer renewals
- Mining of in contract base for up-sell opportunities to increase share of wallet
- Win / Loss reviews of existing renewal customers
- Liaising with sales, technology and pricing teams to ensure protection of existing revenue streams

**TECHNICAL / PROFESSIONAL COMPETENCIES**
- People management.
- Sales Operations Experience.
- Data analysis and insights.
- Performance reporting.
- Commercial experience.
- Pricing and bill of material experience.

**EXPERIENCE & QUALIFICATION**
- Matriculation Certificate.
- Bachelor's degree in Commercial & Business administration.
- Minimum 8 years work experience in the IT services industry.
- Minimum 4 years people management experience.

**LEADERSHIP COMPETENCY REQUIREMENTS**
- Team management and supervision.
- Senior leadership engagement.
- Stakeholder engagement and management.
- Strong decision makings skills.



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