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.