The Commercial Director will play a key part in ensuring CloudPay maximises its win rate from new logo, upsell and renewal activity while ensuring we have acceptable commercial terms. The role will report directly to the CFO, managing a team of approx. 5 in UK and Philippines who are largely focused on pricing new opportunities and repricing contract renewals for existing customers.
The ideal candidate needs a proven track record in collaborating and leading a Commercial team and working with Cross-Functional leads and departments, whilst providing your expertise and guidance from a commercial perspective, enabling the business in it’s commercial strategy. Key interactions will be working with sales and deal desk teams. While not directly responsible for gathering all the relevant information, the commercial director is responsible for reviewing the overall risk and reward on a deal. On large / strategic deals, actively contribute to the deal team and where necessary, engage directly with customers and prospects
Daily Duties and Main Responsibilities will include:-
• Acting as the check and balance, including maintaining the delegation of authority and approval matrix for pricing and key contract commercial terms and ensuring that the implications of deviations from standard positions for all stakeholders are recorded and agreed as necessary.
• Liaising with procurement and the planning & analysis team in the event that deal pricing needs specific rates from providers or in house teams.
• Ongoing training and education of the organisation (in particular the sales team) on commercial terms and pricing
• Drive continuous improvement of the end to end Commercial process to minimize cycle time and improve productivity
• Establish and monitor key performance indicators (KPIs) to measure and optimize the effectiveness of pricing process and strategies
• Maintaining list pricing in the service catalogue and pricing tool
• Working with sales, marketing and product organisations to determine commercial strategies for new segments and solutions
• Working with procurement / planning & analysis team on ensuring cost assumptions within the pricing model are up to date and working with the deal desk to ensure that assumptions are accurately captured within the contractual documentation.
• Developing those pricing assumptions as we continue to win larger and more complex deals
• Development of the pricing tool to meet ongoing needs of the business (e.g. more delegation of discounting) – working with product/engineering team on technical aspects
• Analysis and insights from our historic trends (for example how and where we win vs lose deals) to refine pricing assumptions as well as to identify cost actions required across the business (for example renegotiation of service partner rates)
• Working with CSO on improving market insight and understanding competitor pricing in order to develop a more market led strategic pricing approach
Attributes and Experience Required:
• Extensive experience in a Senior Commercial role or a similar role
• Deep understanding of market analysis, pricing tools and end to end Commercial life cycles
• Strong leadership skills with experience in managing cross-functional teams.
• Excellent communication and presentation skills, with the ability to influence at all levels of the organization.
• Qualifications, degree or equivalent in Business, Finance or a related field relevant to the skills and experience required.
• Industry knowledge within the payroll, HCM or fintech industries would be ideal, but also open to other transferable industries.
Package and Benefits:
• Competitive annual salary
• 25 days annual leave, plus bank holidays
• Flexible Hybrid Working
• Birthday leave
• Flexible pension contribution
• Life assurance x4
• Private medical insurance
• Earned Wage Access (via CloudPay Now app)
• Personal and professional development opportunities
• Friendly working environment
CloudPay is committed to being an equal opportunities employer.
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