Description
Commercial strategy and performance
• Define and drive the commercial strategy across divisions, in line with the companies’ overall business strategy.
• Own revenue and gross profit performance across all divisions and hold divisional commercial leads accountable to budget.
• Identify and pursue new revenue opportunities while managing the current contract pipeline.
Public sector and key account management
• Own and grow relationships with Eskom, National Treasury and municipal customers.
• Establish and leverage executive-level relationships internally, within the group and externally with market participants and key stakeholders.
• Lead the companies’ approach to municipal tender processes, working closely with the executive team on bid strategy, pricing and risk.
• Represent the business externally with government, regulatory and industry stakeholders on commercial and relationship matters.
Leadership and execution
• Build and lead a commercial organisation across the divisions, including direct oversight of divisional commercial and key account leads.
• Partner with the COO on the operational and commercial commitments and delivery capacity, and with the CFO on pricing, deal structuring and commercial risk.
• Contribute as a senior executive to group strategy, capital allocation discussions and the overall direction of the business.
Experience and Qualifications
• A minimum of 10–15 years' senior commercial or general management experience, including at least 5 years in an executive or senior leadership role.
• Demonstrated track record of driving revenue growth, defining commercial strategy and executing against it in a business of comparable scale and complexity.
• Direct experience managing public sector or government contracts, tenders and relationships – South African municipal, utility or state-owned enterprise experience is strongly preferred.
• Experience operating in a regulated or quasi-regulated environment with multiple external stakeholders (regulators, government departments, large corporate customers).
• Experience in payments, utilities, fintech or a related transactional services business is advantageous, but not essential if public sector commercial experience is strong.
• Relevant tertiary qualification in commerce, business or a related field; an MBA or equivalent postgraduate qualification is advantageous.
Key Competencies
• Strategic thinking, with the ability to translate strategy into an executable commercial plan and hold others to it.
• Strong stakeholder management and negotiation skills, particularly with government and municipal counterparts.
• Commercial and financial acumen – comfortable interrogating revenue, margin and pipeline data.
• Resilience and sound judgement operating in a politically sensitive, sometimes unpredictable public sector environment.
• Credible, senior executive presence, able to represent the business externally.
Success Measures
• Revenue and gross profit growth across divisions against approved budgets.
• Retention and growth of public sector relationships as well as contracts and municipal awards.
Salary - Market related
Send cv to jennifer@toptalentps.co.za