Planning and Trading Performance - Commercial

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My client is looking for a Planning and Trading Performance Consultant to work within their Commercial and Marketing team.

This role is inside of IR35.

This role sits within the SME commercial team. Commercial team understanding and control ("trading") of marketing, sales, propositional and pricing activity is pivotal as customers get little or no account management and their purchase decisions are transactional with business rules set centrally to be used at high frequency rather than being bespoke or bid based.

This role creates and maintains the unique, SME segment wide, performance framework and commercial plan:

-Trading performance: The role holders team will run the weekly trading process, monthly P&L review and monthly Operating Review up to MD/CEO level - helping us maintain a tight grip on current performance (volume, value and financial). An open mind and a passion to continually improve how we evaluate and communicate performance at all points from demand generation to sales to resigns/regrades and churn is key.

-Budget and Commercial Plan: This is more than just a financial plan - it is the business plan/strategy of how we will win in the SME market and this role owns its creation and maintenance. It comes in the form of 5 year budget (BRF/MTP) updated twice a year and detailed quarterly plan completed before each calendar quarter - to ensure we have detailed, hydraulic (not simply trended) plans where marketing, props, sales, service and pricing understand what needs to happen to deliver.

Role holder is single point of truth for trading plans, performance vs targets and collated insight from across the SME segment - providing historic/future views, sector wide analysis, insight and trade off options to Commercial Director across SME. As such, they will also pull together the monthly Operating Review for SME (to be presented to Enterprise CEO) which is the single executive report on performance and key initiatives for SME.

The role brings together the performance all three brands - EE, BT and Plusnet - for the SME market:

(i)Agreeing and influencing business cases and other SME impacting plans from proposition, digital, sales enablement or Customer experience teams

(ii)Owning commercial plan, with proposition/strategy team input, on complex initiatives like All IP and Convergence

(iii)Optimising performance across the existing sales channels and launching/working with more novel channels to market (e.g. Perkbox, BT Sport pubs and clubs team, etc)

(iv)Bringing together our commercial plan and trading performance for triple brand - working closely with Plusnet Business which sits in the Consumer division but whose P&L is owned in SME

(v)Demand planning - understanding what level of demand is coming in via multiple sources (calls, digital, retail footfall, service and agency leads) and how we enhance/optimise via marketing, prospect data acquisition, etc

(vi)The interface into the Service organisation for managing cycle time, WIP and cost to serve/install

This is a pivotal, high profile role, given our SME brands BT, EE and Plusnet are collectively market leaders in virtually every product market we are in from Broadband to Mobile to Voice.

What you would be doing:

This roles has a broad remit across SME and uses the depth of knowledge in the trading teams to create SME level plans that are stretching but achievable:

*Orchestrates the SME level weekly trading process culminating in a detailed all director/MD review each Thursday. Ensuring the insight and initiatives presented are robust

*Creates bottom up SME plan for each quarter. Via input from the domain experts from the other trading teams in SME, sales, marketing, finance, service and propositions - to ensure all are aligned to deliver for best outcome and the volume, value and financial targets

*Undertakes historic view of performance as well as future forecasting. Owns all the SME reporting dashboards from weekly trading and monthly CEO operating reviews with a view to continuously improving fidelity and outcomes.

*Owning and continuously improving the performance framework for SME is complex and is managed at micro detail - involves ensuring we measure, manage and continuously improve all elements from lead gen to sales channel conversion, mix and value for acquisition and resign, regrade and churn performance for base mgt. Different across different products and channels.

*Ownership of demand planning: predicting demand / managing investment to drive demand gen - inbound calls (marketing and momentum), digital domain traffic, retail footfall, new prospect data purchased, etc

*Updates the commercial plan (BRF/MTP) every 6 months which is the updated current/next year budget and the 5 year projection for SME. This involves volume (sales, churn) and value builds (base ARPU, acquisition ARPU, ARPU deltas) driven by run rates, interventions, market changes, capability changes, new product launches and marketing spend on demand generation.

*Key point of sign off for all new investment cases (e.g. digital transformation or new product) that relate to SME - normally >1 year from launch. As such there will be a huge range of investment decisions screened by this role.

Experience you would be expected to have:

MANDATORY:

*5 years+ experience in commercial leadership (product, proposition, pricing, commercial management) in a business with ~£1.8bn revenues.

*Experience of working in a high volume/mass market trading environment (e.g. SME or Consumer) - market(s), customers, and competitors.

*Experience of leading a sizeable direct and virtual team

*Experience of working with 3rd parties to develop commercial relationships (e.g. sales channels)

PREFFERED:

*Experience with marketing hydraulics and new proposition launches

LA International Computer Consultants Ltd is an HMG Approved Consultancy and operates as an IT & Engineering Consultancy or as an Employment Business & Agency, depending upon the precise nature of the work, for security cleared jobs or non-clearance vacancies, we welcome applications from all sections of the community and from people with diverse experience and backgrounds.

Award Winning LA International Computer Consultants Ltd (Recruiter Awards for Excellence - Best IT, Best Public Sector & Gold Awards) and the most prestigious award that any business can receive The Queens Award for Enterprise: International Trade 2015.