Head of Commercial

Date: ‎18-Sep-‎2022
Location: Cairo, Middle East and North Africa, EG
Company: British Council
The British Council builds connections, understanding and trust between people
in the UK and other countries through arts and culture, education and the
English language.

We work in two ways - directly with individuals to transform their lives, and
with governments and partners to make a bigger difference for the longer term,
creating benefit for millions of people all over the world. We help young
people to gain the skills, confidence and connections they are looking for to
realise their potential and to participate in strong and inclusive
communities. We support them to learn English, to get a high-quality education
and to gain internationally recognised qualifications. Our work in arts and
culture stimulates creative expression and exchange and nurtures creative
enterprise. We connect the best of the UK with the world and the best of the
world with the UK.

These connections lead to an understanding of each other's strengths and of
the challenges and values that we share. This builds trust between people in
the UK and other nations which endures even when official relations may be
strained. We work on the ground in more than ‎100 countries. In ‎2019-‎20 we
connected with ‎80 million people directly and with ‎791 million overall,
including online and through our broadcasts and publications.
Role Purpose

The purpose of this role is to develop the ‎2 to ‎3 years Egypt commercial plan,
drawing together regional targets, market insights and market intelligence to
agree priorities and focus with country business development, planning and
operations teams, and input into the ‎3-‎5 years regional commercial strategy.
The role includes providing leadership on financial planning and is ultimately
responsible for overseeing demand planning, assessing, and monitoring quality
of pipeline, commercial viability, sales forecasting, capacity, and venue
fill, developing, and deploying systems for monitoring different KPIs such as
costs, financial compliance. The role also ensures the development/tailoring
of solutions/value propositions to meet market needs in conjunction with
Regional Commercial Manager, co-ordinates support for the development of
large-scale tenders and manages contract governance.

Main Accountabilities :

Commercial Planning

• Works with BD teams to ensure robust business development and sales strategy across products/segments both in schools as well as IELTS spaces.


• Works with Regional Commercial Development Manager on detailed Commercial Plan


• Leads on periodic planning and reforecasting exercises along with results reporting while working with other teams.


• Provides feedback and implements plans and targets for products/services relative to market needs with regional commercial team with primary focus on business pursuit.


• Plans business actions to meet (monthly, quarterly, annual) agreed country targets and manages/reports on pipeline performance


• Leads the cluster on periodic business growth and recovery conversations.


• Works with various stakeholders to develop pricing strategy for various products


• Develops the physical footprint strategy in consultation with country business development, operations and planning teams.


• Leads on contract governance and compliance with contractual obligations

Marketing and Customer Intelligence

• Pulls together and provides Customer and Market intelligence to identify opportunities and works to prioritise lead generation.


• Assesses and develops footprint strategy (what/where/when/who) and handover to Head of Operations


• Analyses product market share trends and reports periodically as per stakeholders needs.

Winning Business

• Analyses client's needs and tailors value propositions with expert support where needed. Input into Global Innovation and Business Development strategies working with Regional Commercial Manager


• Advises and enables country team to pursue key commercial activities and removes obstacles.


• Develops tangible income generating plans and opportunity shortlists based on market intelligence and Marketing Insights/Analytics.


• Assesses commercial feasibility and contract governance up to certain level including contract approval escalation with input from Finance on cost modelling


• Develops proposals and large-scale tenders drawing from Regional Commercial Development Manager

Leadership and Management

• Motivates and encourages team performance.


• Plans and prioritises country's operational activities and supports team development towards effective business development.


• Gives feedback on the day-to-day performance of country operations team

Analysis & Reporting

• Leverage various data sources available within the schools' space, conduct analysis to develop actionable insights


• Undertake Commercial and demand, venue fill reporting to the Region on a weekly basis.


• Provide B2B/Sales forecast at country level, actively manages pipeline and works with business development teams to drive demand in year and for the following year


• Provide expertise and leadership on developing and deploying KPI monitoring systems for various functions including but not limited to financial compliance, costs, volumes and income, and provide advice for improvements


• Lead on costs analysis to understand product profitability.


• Conducts category spend analysis and ensure compliance with contractual obligations

About You (essential requirements for the role):

• Fluent spoken and written English


• Business related Degree


• Developing bids, costing and pricing for large scale opportunities


• Usage of data analysis tools to glean actionable insights


• Advanced Excel skills


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  Developing dashboards for performance monitoring.
  Desirable requirements for the role

  
  


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  Arabic

  
  


• Finance qualification


• Business Development experience


• Market research and horizon scanning of sector

Further Information

• Role: Head of Commercial


• Number of positions: ‎1


• Pay Band: BRC ‎7 F


• Location: MENA (flexible)


• Contract type: Fixed term local contract based on local laws of the country.


• Closing date: 2nd October ‎2022 (‎23:59 Gulf Standard Time)


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  Other: This role is open to candidates who have right to work and are located/based in MENA Region

  
  


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  Please note that all applications should be submitted only in English.

  
  


• It is advisable to apply in advance to avoid any technical issues at the last moment

A connected and trusted UK in a more connected and trusted world.

Equality , Diversity, and Inclusion (EDI) Statement

The British Council is committed to policies and practices of equality,
diversity and inclusion across everything we do. We support all staff to make
sure their behaviour is consistent with this commitment. We want to address
under representation and encourage applicants from under-represented groups,
in particular, but not exclusively, on grounds of ethnicity and disability.
All disabled applicants who meet the essential criteria are guaranteed an
interview and we have Disability Confident Employer Status. We welcome
discussions about specific requirements or adjustments to enable participation
and engagement in our work and activities.

The British Council is committed to safeguarding children, young people and
adults who we work with.

We believe that all children and adults everywhere in the world deserve to
live in safe environments and have the right to be protected from all forms of
abuse, maltreatment and exploitation as set out in article ‎19, UNCRC (United
Nations Convention on the Rights of the Child) ‎1989.

Appointment to positions where there is direct involvement with vulnerable
groups will be dependent on thorough checks being completed; these will
include qualification checks, reference checks, identity & criminal record
checks in line with legal requirements and with the British Council's
Safeguarding policies for Adults and Children.

If you have any problems with your application please email
[email protected]

Please note: Applications to this role can only be considered when made
through the Apply section of our careers website. Our 'ASK HR' email is only
to be used in case of a technical issue encountered when applying through the
careers website. Emails with supporting statements and CV/Resumes sent to this
email address will not be reviewed and will be deleted.