Job Description:
Head of Commercial – Intelligent Counting
Intelligent Counting [iC] is the de-facto Visitor Management provider in the UK Heritage market. Recognised for our wealth of expertise in this vertical sector, the iC Team prides itself on the long-term consultative relationships established and maintained with our ‘blue chip’ customers over decades.
As part of the Fitronics family, you’ll also be joining the Jonas Software group.
Jonas is the umbrella company behind Fitronics / iC. The company’s genuine aim is to develop from within and we’re actively involved in a breadth of personal development training sessions through the company to help improve your skills.
The iC business is focused on the UK Heritage market and based around the KPI of Visitor Management based on counting devices and centralised software to collect, managed & store all the data. There is a feature rich reporter, cosmos, for Users.
The Head of Commercial will oversee the Commercial activity for the company and work closely with the Head of Operations to drive the business forward and execute on core strategies.
We genuinely care about our customers, colleagues, partners and stakeholders. Becoming a part of iC is becoming part of the Fitronics family!
We know that actions speak louder than words. We’re not just different in the way we speak, we’re different in the way we act. Sponsoring WWF elephants, raising money for the Street Games charity and regularly eating cake for a good cause (Macmillan Cancer Research) are just a few of our favourite pass times!
Joining us doesn’t mean you have to fit in. We’re always developing and changing. We welcome new ideas and personalities and give you the chance to directly enhance the future of our happy, helpful company.
OUR VALUES:
Our core values are at the heart of everything we do:
Honest & Helpful – With every decision to support our team members & customers
Respectful – To be kind to everyone connected to our family
Relentless & Dedicated – A passion to never stop improving, growing and supporting ourselves
Responsible – For our actions, even through any bad times
Fun – With a smile during everything we do
POSITION:
We are seeking a confident, experienced, client facing Head of Commercial who will be responsible for developing, leading and managing all commercial activities of the business. The Head of Commercial will develop and implement an innovative, growth focused commercial strategy, focusing primarily on new product areas and emerging markets plus managing the opportuniy of our existing customer base. To ensure that profitable business growth is accelerated and that commercial success is achieved.
The post requires strong multi-tasking, organisational, interpersonal and leadership skills. Strong demonstrable evidence of motivating, negotiating and influencing and planning skills, as well as the ability to forge strong relationships with all stakeholders.
JOB RESPONSIBILITIES:
The Head of Commercial will be based in Finchampstead* and responsible for:
Developing and implementing the commercial strategy for business
Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share
Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained
Review existing products, services and markets to ensure deliver future growth
Oversee marketing research and analysis and producing business plans/recommendations (including all associated costs and forecasted revenue for the business), to ensure that all business development opportunities (new products, services and markets) are optimised
Ensuring that all commercial activities meet or improve on budget, cost, volume and efficiency targets (Key Performance Indicators (KPIs) in line with business objectives
Work very closely with our Product Team for each new product or service development, from concept through to successful implementation across each business function, to enable it to become a core part of the business
Reviewing and assessing the potential to develop strategic partnerships with sector specialists
Assessing the risks to the business of any new commercial opportunities
Ensuring that regular reviews are carried out with customers, to ensure that their needs are being met and that excellent customer service is achieved and, developing future improvements/services for the customers
Representing the company externally e.g. at networking events, conferences and exhibitions to enhance and strengthen the company’s profile and optimise all business development opportunities
Liaising with relevant internal departments to ensure that customer needs are met and that customer requirements are fully communicated throughout the business
Maintaining an awareness of external factors (including competitors) which impact the business. Communicating such information and any subsequent changes to the Managing Director and Senior Management Team
Communicating with all major stakeholders (internal and external) to achieve business objectives
Collating and analysing business data pertaining to all commercial activities.
Use Jonas benchmarking data and knowledge of best practices to inform way ahead
Have a detailed understanding of the measurements and metrics used to drive a successful CSI Group company
Working as a strategic member of the senior management team.
Sales & Marketing:
Own and deliver the key marketing and sales activity strategy within the UK and where applicable globally
Develop an annual business plan and sales & marketing budget for the department and monitor the implementation of these to ensure that the financial targets are met
Achieve assigned Team and Individual Targets
Assist where necessary to support pre sales activity in major account acquisition and account management
Motivate and build an effective team to maximise back to base and new name sales
Negotiate profitable agreements with clients and partners to maximise long term revenue
CRM Management through the use of the Dynamic CRM system.
Account Management:
Work closely with direct reports on all aspects of account management
Ensure sales and marketing activty includes back to base strategies to increase commercial opportunites
Throught the team ensure they
o Develop and and maintains long term relationships with accounts
o Operate as the point of contact for assigned accounts.
o Forecasts and tracks client account metrics
o Identify opportunities to grow business with existing clients
Work closely with the Operations Team on the processes for after-sale, onboarding and go live procedures to ensure high customer satisifaction
Ensure we continue to have a high NPS – Net promoter score - with our products and services.
Team:
Be the direct line management for the Sales and Marketing team. Current head count of 0
Constantly review the resource avaiable and make strategic changes/adaptations based on business needs
Ensure resourcing is in line with the needs of all stakeholders and plan day-to-day availability in line with operational needs and financial forecasts
Invest in developing direct reports and ensuring the team work towards continuing professional development goals
Run monthly meetings with direct reports to swap ideas, exchange best bractice and plan for future initiatives and improvements
Conduct annual performance reviews
Ensuring good relations and communications with all members of the team and responding politely and in a timely fashion to internal and external customers.
JOB QUALIFICATIONS:
Essential:
Extensive experience within sales and marketing, ideally gained within the Heritage market or similar vertical software solutions market
Great communicator with highly developed negotiation and influencing skills
Ability to develop innovated ideas and solutions and confidence to “Challenge the Norm”
Use organisational agility skills to develop working relationships with clients, colleagues and third parties to best deliver against corporate goal
Results driven and self-motivated with a ‘can do’ attitude and determination to ‘close the deal’
Good team player, yet willing to take personal responsibility for resolution of issues
Self-motivated, resourceful with a ‘can do’ attitude and keen to learn and share knowledge
Logical and analytical, with a methodical approach to problem-solving
Quality-focused and customer-focused with ability to prioritise and good attention to detail
High level of commercial acumen
Evidence of the ability to take decisions and execute action plans in a controlled and organised way
A degree or equivalent in a relevant management, business and/or information technology discipline, or comparable work experience
Travel will be required and therefore applicants must hold a valid driving licence and be prepared to stay away from home.
Desirable:
Excellent presentation skills
Persistent and resilient under pressure, with a good sense of humour
Experience in customer installed software
Experience of Project / Programme Management
Good technical understanding of IT systems, including databases and networks.
Your Personal Characteristics will include:
Thrive in a results driven background and be comfortable with financial and performance measurement
Have extensive experience as a manager or Senior Manager within a software business
Understand the need to balance commercial success with customer satisfaction and employee engagement
Have proven experience of managing multiple conflicting priorities to meet strategic deadlines in a fast-paced, high-pressure environment
Have exceptional communication skills delivering clearly and confidently, both in person and in writing
Be energetic, motivated, and enthusiastic with a “can do” attitude
Have excellent attention to detail
Work with honesty and integrity alongside our core values
Have the energy, drive and perseverance to complete all goals and targets
Ability to influence at a senior level, both internally and externally
Passionate about achieving high levels of excellence
Strong leadership skills.
*Remote working considered in light of Covid-19 but ability to commute to the Finchampstead Office is essential.
Salary will be commensurate with experience and job responsibilities. iC/Fitronics offers excellent benefits.
Only candidates who are eligible to live and work in the UK need apply.
Business Unit:
Intelligent Counting
Scheduled Weekly Hours:
37.5
Number of Openings Available:
1
Worker Type:
Regular
Career Site:
More About Jonas Software:
Jonas Software is the leading provider of enterprise management software solutions to the Country and Golf Clubs, Foodservice, Construction, Fitness & Sports, Attractions, Salon & Spa, Education, Radiology/Laboratory Information Systems, and Product Licensing industries. Within these vertical markets, Jonas is made up of over 65 distinct brands, which are respected and leaders within their own domain.
Jonas’ vision is to be the branded global leader across the aforementioned vertical markets and to be recognized by customers and respective industry stakeholders as the trusted provider of ‘Software for Life’ and as an ambassador for technology, product innovation, quality, and customer service.
Jonas Software is the valued technology partner of over 60,000 customers worldwide in more than 30 countries. Jonas employs over 2,000 skilled individuals consisting of a cross-section of industry experts and technology professionals. Jonas is headquartered in Canada and also operates offices throughout North America, the United Kingdom, Europe, Australia New Zealand and Africa. Jonas is a 100% owned subsidiary of Constellation Software Inc., headquartered in Toronto and traded on the S&P/TSX 60.
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