Chief Commercial Officer

 

 

 

 

 

 


 

Job Purpose

CCO is a key member of the Executive leadership team of Renaissance leading the  Commercial, Business Development and Marketing functions for the company.CCO  will lead the development of a commercial strategy differentiating RS in the  marketplace and at the same time ensure a long‐term sustainable value proposition  to all our customers. Critical to this role is the development of our commercial  strategy for new markets and enhanced or adjacent services. 

Leading a team of highly competent and motivated commercial professionals, you  will provide functional leadership and guidance to our commercial bidding teams in  both Muscat and UAE. CCO will also work collaboratively with Operations and  Support Functions (HR, Finance, Support Services). 

Key Tasks and Duties

CCO will manage and maximize RS’s business results in the region, through a combination of world class bid management, market analysis, business development and consultative selling. 

  • Accountability for the creation, implementation and leadership of the company blueprint for  marketing, bidding, costing and sales activity with ensuing delivery of objectives, KPI’s and metrics 
  • Actively review and update the company Commercial Strategy. 
  • Accountable for the delivery of sales budgets and targets for the region, through maintaining and growing existing customers, and acquiring new business.
  • Lead the business planning assumptions, sales forecasts and budget development. 
  • Lead the bidding & sales team to develop and deliver growth in existing and new customer segments identified for the respective countries and verticals.
  • Accountable for ensuring that commercial practices support requisite financial reporting and/or legislative requirements and are aligned with corporate ethics and RS’s core values. 
  • Develop a performance management culture and personally coach the commercial management team members, visibly driving and ‘owning’ capability improvement. 
  • Leadership: Deliver strategic leadership for defining the commercial path to growth and profitability of the company and the establishment of an effective growth process and infrastructure. Develop collaborative working relationships within the organization in pursuit of the of the company’s overall business goals.  
  • Marketing: Lead development of the company’s marketing strategy with an emphasis on achieving market penetration and sales growth with an emphasis on cost‐effective customer acquisition and market demand generation.  
  • Sales: Develop and implement the company’s sales strategy across key market segments to ensure that the company identifies and optimizes a clear path to aggressive growth. Assess, build and manage an array of necessary channels capable of delivering on the company’s growth objectives.  
  • Business Development: Develop a strategy and provide leadership for enterprise‐wide business development opportunities. Originate and manage business development opportunities that are consistent with the company’s strategy for revenue growth.  
  • Work with HR to develop and then support programs for commercial talent development and managing a strong commercial talent pipeline for critical roles in the company. 

Budget and Annual Revenue

Current annual revenue > $275 M 

Education and Experience

  • Bachelor’s degree and 15+ years’ experience from a senior commercial leadership role; tangible results/improvement over multiple years; ideally with experience in outsourced services, commercial catering, cleaning and facilities management sectors.  
  • Candidate who brings in a proven track record of leading, managing and growing a commercial organization in a complex matrix, multi‐cultural organization. 
  • Experience in having co developed projects with Government will be a big advantage 

Skills/Competencies Required

  • As a strong relationship builder, you will have a proven track record of identifying, developing and managing customers at the strategic and key account level. 
  • You are a strategic thinker and innovator, getting inspiration from a broad industry perspective, with the ability to understand trends and to translate strategy into deployable action plans. 
  • You will have a people orientated leadership style that fosters a dynamic, positive work environment in your team and across the organization. 
  • Strong leadership skills  
  • Demonstrated experience in developing & executing successful commercialization strategies  
  • Strong strategic thinking skills  
  • Ability to think creatively and develop non‐traditional solutions to complex business challenges  
  • Outstanding sales management skill  
  • Strong negotiation and analytical skills  
  • Ability to be hands‐on as well strategic 
  • International market experience – understanding of GCC & MENA business landscape (Additionally Asia and Europe would be advantageous) 
  • Strong IT skills across the full range of business applications including Word, Excel and PowerPoint. Experience of ERP or CRM platforms (Oracle or Microsoft CRM or SAP would be beneficial). 

Success Defined

Success for the role is defined in terms of  

  1. 70% or above ‘win rate’ in tenders participated with good value realization. 
  2. Consistent  growth  in  revenue  with  successful  diversification  in  new  sectors,  segments  and geographies. 
  3. Recognized market leader in chosen markets 
  4. Excellent Brand recognition for Renaissance with hallmark of positive culture