Commercial Director

2 weeks ago

Cape Town, South Africa Energy Capital & Power Full time

Company Description

Energy Capital & Power is the African continent’s leading investment platform for the energy sector.

**Job Description**:
**OUTLINE AND SUMMARY OF ROLE**:

- The Commercial Director (CD) will take ownership and responsibility for the development and successful execution of the sales and commercial strategy for Energy Capital & Power (ECP) in order to meet ECP's objectives and business plans.
- They must establish growth processes and infrastructure, provide strategic leadership to define the commercial path that will meet or exceed commercial objectives and ECPs overall business goals.
- The CD must identify new opportunities, analyse market trends, and direct the sales/commercial team(s). They will work closely with the CEO and International Conference Director(s) (ICD), to oversee commercial aspects for product development, such as pricing. The CD will also be responsible for developing and maintaining relationships with clients and customers, leading sales initiatives, and having a strong financial acumen to develop and monitor targets and KPIs.
- Additionally, they will collaborate with the CEO to ensure that all functions at Energy Capital & Power are aligned and support the sales and commercial roles.

**CULTURE**:

- The ECP culture is an entrepreneurial one that seeks out smart professionals who can think innovatively, devise and implement commercial strategies, work diligently, while remaining agile and taking a lean approach.
- Our mission is to facilitate investment and economic enablement for the geos and markets we serve, with our existing and new media/event products, platforms and communication services.

**KEY RESPONSIBILITIES**:

- Sales: Develop and implement ECPs sales strategy across key market segments to ensure the company identifies and optimizes a clear path to aggressive growth, developing new revenue opportunities and streams while maximizing existing ones.
- Personal Sales: Exceed a personal sales revenue target of $1.5 million per annum across all projects and introduce new revenue streams and opportunities across all of our offerings to a wide pool of potential clients.
- Mentoring and Coaching: Mentor and coach Account Executives/Sales Managers (AEs) and, where appropriate, ICDs, ensuring they are delivering and working at acceptable levels and that the teams are adequately resourced.
- Key Outcomes: Increase yield for key products and projects; establish and test pricing structures across advertising, DS and SPEX offerings; roll out and develop key customer management strategy/ies; oversee resource plans for each project; run weekly or monthly training schedules with AEs; recruit graduates as resource requirements become available; drive and ensure robust rebooking plans are in place for each event.
- Business Development: Originate and manage business development opportunities that are consistent with ECPs strategy for revenue growth; manage key customers and personally sell to this identified customer group; identify a resource to work with and further develop deeper and commercial partnerships with trade associations/international sales agents network for key projects; develop a strategy and allocate a resource to sell pavilions to international government agencies for key projects; assess and roll out, where appropriate, opportunities for collocated opportunities (pre-cons/post-cons/technical tours/training, etc.).
- Leadership: As a key member of the senior management team, contribute to the strategy and business process decisions for the business.
- Reporing: Support the CEO in producing accurate and comprehensive reports and sales forecasts for the board on a monthly basis.
- Utilize and ensure the team is using the HubSpot CRM system according to ECP specifications.
- Create and submit weekly Sales Reports and Forecasts. Assist CEO/ICD with forecasts as needed.
- Reach or surpass personal, product, and company annual/monthly revenue requirements and sales budgets and ensure Account Executives to do the same.
- Work with the marketing team to create, implement, and measure sales and revenue growth campaigns.
- Develop and maintain relationships with key customers and partners and understand the key buyside/sellside landscape, ensuring this intel is shared and used to develop/grow commercial activity.
- Identify new sales opportunities and develop strategies to capitalize on them.
- Review, monitor, and approve sales contracts, quotes, and orders.
- Develop and maintain an understanding of the competitive landscape and industry trends.
- Work with CEO/ICD to ensure sales policies and procedures are in place and adhered to.
- Provide ongoing training and mentorship to the sales team.
- Support CEO/ICD in creating and executing sales strategies to achieve revenue goals.
- Analyse sales data to identify areas for improvement and make recommendations.
- Initiate and manage sales opportunities and process customer requirements.
- Address customer issue

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