
VCP Commercial Operating Manager London, England
Job description
Agile Working Options
- Defining investment sales growth value creation plan’s covering: pricing, client and account profitability, product and market diversification, retention, churn and x-sell. Key focus being a clear plan at the point of investment for ‘sales growth underpin covering the what, why how, who and when
- Designing and implementing the required sales KPI, sales analytics and board reporting to ensure the sales growth case is tracked closely post completion and delivered
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Partnering with management teams and LDC case officers to shape and deliver commercial projects based on the LDC sales commercial framework:
- Customer profile definition – target the right leads
- Pipeline/LeadGen optimisation – ensure marketing plans are targeted at the right leads and the pipeline tracks leads as appropriate, ‘leading/lagging’
- Improve commercial performance; conversion, pricing, x-sell and upsell, staffing, commercial KPI’s, incentivisation
- Provide timely and appropriate commercial project updates to facilitate LDC investment reviews by company, regional portfolio reviews and annual vintage reviews
- Augment/optimise LDC VCP Sales external support partner model
- Deliver rapid sales effectiveness sales diagnostics to identify a funnel of portfolio sales improvement projects
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Key functional specialism will be pricing optimisation;
- Identify opportunities to optimise price opportunities, minimise discounting and address leakage
- Develop tools and processes to action pricing opportunities including segment, peer and dynamic based pricing
- Work with management team to ensure pricing improvements are embedded in the firms DNA; pricing KPI’s, pricing embedded in systems, sales team training, discounting approval matrix
- Preference for Commercial Operating experience and/or top tier commercial consulting experience, e.g. OC&C, LEK, Simon-Kucher & Partners, McKinsey
- strong track record of delivering mid-market commercial pricing improvement. PE experience desirable
- need to be comfortable operating across multiple assets at the same time
- High EQ to partner with LDC investment directors and portfolio management teams in a minority investor structure to design/deliver sales growth value creation plans
- Ability/willingness to work nationally
- good network of external pricing SME contacts/firms. Previous experience of leveraging external commercial support partners to develop and execute sale/pricing value creation
As a certified colleague your details will be published on the FCA’s Financial Services Register
This role has been identified as a Client-dealing function under SYSC 27.8.18R as defined in the FCA Handbook
The Person (“P”) performs the client-dealing FCA certification function for a firm if:(1) P is carrying out any of the activities in the table in SYSC 27.8.19R; and(2) those activities will involve P dealing with:(a) a person with or for whom those activities are carried out; or(b) the property of any such person;in a manner substantially connected with the carrying on of regulated activities by the firm.
If you manage certified colleagues this role will be identified as Manager of certification employees under SYSC 27.8.13R as defined in the FCA Handbook(1) The function of managing or supervising a certification employee, directly or indirectly, is an FCA-specified significant-harm function.(2) A function in (1) is not an FCA certification function for that firm if it is performed by an SMF manager of that firm.