Commercial Manager

Commercial Manager

Permanent

Westville

Overview

We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.

But we are also more than that. We are people serving people. While we boast the best in tech and infrastructure, our people are our greatest resource. With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.

Vector's vehicle fleet includes a food industry first in 'multi-temperature' vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.

Job Purpose

To provide direct commercial
support and insight to the finance and customer teams internally,
as well principals and customers externally.To facilitate the development of
commercial engagement with the rest of the business.To deliver enhanced customer and
business profitability and assist in focused strategic decision-making.

Key Responsibilities

Strategic Contribution

Participate in the formulation and implementation of the national
customer/commercial strategy, based on a 2-to-5-year view of requirements.Ensure that assigned and agreed
strategic targets are operationalized and achieved. 

Customer Pricing and Contract Management

Calculate and provide accurate pricing information for the annual price negotiations.Together with the Customer team, review
customer and principal pricing contracts and manage the annual pricing
negotiations and formula-based adjustments and agree pricing with customers and
principals.Ensure related profitability objectives
are achieved.Conduct regular performance reviews and
highlight opportunities for the business and its customers/principals relating
to, among others, rate reductions and improved
efficiencies.
Provide continuous pricing support
regarding profitability to ensure that costs are managed against targeted
margins.Drive commercial conversations with and
answer related queries from customers and principals.Ensure that the Finance Support Team is
informed of the correct pricing for customers and principals.Manage and monitor the allocation of
charges to customers and principals to ensure that they conform to the agreed
rates.Draft new contracts and service level
agreements in consultation with the Vector legal team and manage the process in
consultation with the Customer and Financial teams to the point of formal sign
off by the parties concerned.Monitor the contract terms of all
existing customer and principal contracts including
notice periods and schedule renewal discussions accordingly.

Budgeting and Forecasting

Compile and review results of the
budgeting and sales forecasting processes, including volume and distribution
revenue analysis.Provide insight and interpret the
impact of key revenue drivers on profitability.Compile the monthly reports
detailing customer and principal sales and performance.Conduct regular commercial strategy reviews and report to the Exco
on:
- current and historical revenue performance
- market positioning and relevance
- competitor analysis and pricing
- growth strategy and opportunities
- margin improvement opportunities.Complete annual "tail cutting" reviews focusing on
unprofitable customers and principals.

Profitability Analysis

Provide meaningful profitability
information and recommend ways to optimise customer, principal and business profitability.Support the customer team in the
use of system tools regarding pricing and profitability.Provide support and regular feedback on performance to the customer, sales and account managers.

Billing

Ensure accurate and complete monthly billings to principals and customers.Support the customer team in
reviewing and signing off revenue.Recommend strategies for simplification and automation of revenue billings and customer communication.

Reporting

Drive enhanced customer and
business profitability and performance information designed to unlock margin opportunities and influence improved
contributions.Identify opportunities for value
added reporting to improve the quality and content of reporting and message management.Provide sustained support to
customers and principals, particularly those who raise specific queries.

Commercial Insight and
Technical Expertise

Provide calculations, detailed
analysis and associated recommendations emanating from any and all queries that arise as a result of
changes in business operations, the economic climate or potentially might offer more
profitable solutions.Provide expertise in management
team meetings to internal clients and colleagues and recommend solutions based on insights and findings.Provide practical commercial
expertise and insights to external customers and principals as part of regular engagement and ad hoc requests.

Staff Management

Lead and develop staff within the
context of the Labour Relations Act, Employment Equity Act, Basic Conditions of Employment Act and the Skills
Development Act.Monitor staff performance and
provide regular feedback.Manage staff activities, ensuring
service levels are met and protocols are adhered to.Coach and support staff where
necessary to achieve objectives.Manage staff leave and general
time management issues in line with organisational deliverables and standards.Manage and deliver on succession
plans to enable the development of a future generation of leaders and specialists and ensure optimal
turnover and retention levels are maintained.Champion staff training and
development through the utilisation of available training
opportunities or contributing to the development of new training
solutions in collaboration with national training specialists.Conduct regular performance
appraisals with subordinates.Establish sound staff and labour
organising and communication structures and systems.Lead the team towards meeting the
strategy and targets through regular communication and utilisation of the full organisational talent
management tool set.Develop and manage high
performance multidisciplinary teams in order to solve problems within the commercial arena.Conduct regular meetings and
ensure that records are kept and shared across the team and that action plans agreed to within team meetings are
delivered upon.

KPI's

Timeliness and accuracy of
pricing information.Achievement of profitability
targets.Accuracy and relevance of
profitability analysis.Value added reporting components.Quality of advice, insight and
recommendations to customer team, customers and principals. Outcome of pricing negotiations.Timeliness and accuracy of
reporting.

Key Relationships

Internal

Customer team.Operations management.Sales team.Wider finance team.Procurement.IT Team.

External

Legal representatives.Auditors.Existing and potential customers.Principals/Suppliers.

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

BCom degree and/or similar experience.
CA or CIMA is preferred.3-5 years' experience, including
commercial and front-end experience and people management.SAP experience would be
advantageous as would exposure to a supply chain/FMCG/ logistics environment. 

Skills and Competencies

Leadership Standards

Provide inspirational leadership.Create a culture of execution.Display business insight and
innovate.Develop customer service
obsessionDevelop commitment through
engagement.

Knowledge

Commercial accounting principles
and practices.Management accounting principles
and practices.Marketing principles and
methodologies.Supply chain and logistics.Commercial and contract law.Pricing strategies.Broad knowledge of Vector
operations and systems.An understanding of multiple key
performance indicators, inter-relationship and bottom line sensitivity.

Skills

Financial modeling.Feasibility and appraisal methods.Verbal and written communication.Computer literacy (MS Office and
especially proficiency in Excel).Report writing.Interpersonal and customer
relations.Negotiation.Logical thinking.Problem solving.Decision-making.Analytical thinking.Presentation.Numeracy.Strategic influencing.Lateral thinking.Organisational awareness.

Attributes

Diplomacy.Initiative and assertiveness.Tolerance of stress and pressure.Creativity.Proactivity.Attention to detail.Deadline driven.Able to interact at all levels of
the organization.Able to plan ahead and manage
time.Able to prioritise.

 Vector Logistics supports the principles of Employment
Equity and is committed to building a diverse and inclusive workplace.
Preference will be given to candidates from designated groups in line with our
Employment Equity Plan.

If you have not heard from us within 3 to 4 weeks after
submitting your application, please consider your application unsuccessful on
this occasion. We truly appreciate your interest in joining the Vector team and
encourage you to stay connected for future opportunities that may align with
your skills and career journey.

We look forward to hearing from you

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