The Role Objective

The Commercial Finance role is an important position reporting into CFO and working closely with him to provide commercial advice. The role will involve working with senior management, business Units Heads and Functional Heads to help them create and drive the strategy. The Commercial Finance Manager leads the commercial management and control of clients to help build profitable long-term relationships, as well as being responsible for ensuring that the Company meets all its contractual obligations to clients.

Detailed responsibilities

Commercial

 Provide commercial and financial leadership and support to assigned Business Unit,

department and Functional Heads.

 (Re)negotiation of contracts and terms of business which reflect scope of work and ensure profitability, Control over scope of work and remuneration models. Help with local CEO/CFO/Sales Head in contract and procurement process to create income opportunities.

 Assisting and reviewing proposals for existing clients, ensuring contract compliance and for new business pitches (working with the new business and Sales team and ops

directors).Contact for Client Procurement and proactively build and strengthen client

relationships, review and negotiation of client contracts with internal legal counsel support

 Responsible for reviewing client contract terms identifying associated risks and unsuitable commercial terms

 Support diversification of services/Products and advise on appropriate remuneration

models, assist in roll out of trading/products models and new initiatives to improve Gross Margin per Product and Client.

 Review client profitability and identify potential areas of improvement, supporting client growth plan process

 Ad hoc special project work and implementation of best practice measures

 Provide periodic advice to client teams regarding Team Structure, Staff cost and segregation of responsibilities, checking forecasts against actual utilizations

 Taking ownership of client profitability reporting

 Monitoring contract compliance

 Where appropriate recommend operational efficiencies- consolidation of back office,

regional hubs etc

 Analysis of staffing by department/Function/Client and team offering and building a staff and staff cost forecasting tool, review and approve requested staffing needs/staffing plans Client Reporting

 Ensure optimal usage of resources and fair remuneration including validity of contracts and timely renewals

 Reviewing internal and external profitability analysis, and developing strategy to improve long term profitability

 Responsible for managing and tracking the financial component of client profitability and incentives and achievement of KPI's.

 Performing ad-hoc internal and client analysis, as required Budgeting and Planning

 Take ownership of forecast/budget predictions and reporting Analysis of variances between Actuals and Budgets/Forecasts

 Work with CEO/CFO on Financial Simulations, Projections and Target Setting.

 Liaising closely with the Shared Services Reporting Finance Manager Communication and relationship

 Working as part of the regional team, build strong relationships with both regional and local stakeholders.

 Foster relationships with Department and Functional Heads across markets to ensure their support and buy in to the development of your core areas of focus.

 Develop collaborative ways of working tailored to each market’s needs.

Key Performance Indicators

 Specific KPIs will be agreed after joining but key metrics for success in this area are:

 Delivery of management team’s growth plan for markets

 client profitability

 Improved Gross Margin

 Operational efficiency

Skills

 A solid and proven track record in commercial/ finance operations

 A clear financial understanding and a proven record in delivering financial benefit through actions/decision-making.

 Demonstrable experience of managing tough client negotiations to completion

 Financial acumen including budget control and client profitability

 Knowledge of processes, tools and techniques

 Client service skills and the ability to build relationships

 Workflow management, i.e., organizational skills and time management

 Project management, planning and implementation

 Some experience of managing a team