Confidential

Role Description–Commercial Manager

Role title / Commercial Manager / Grade / 3 / Department / Membership
Reports to (1) / Head of Membership / Direct reports (1) / 3
Key relationships / interfaces (1) / Internal: / Business development team, branches and SIGs team, marketing department, professional standards and knowledge department, customer and operational services teams, finance department
External: / Corporate, academic and training provider customers, Project Magazine editorial and advertising team, web development team
Role purpose (2) / The commercial manager will lead the businessdevelopment team in the achievement of the annual revenue generation plan though corporate, academic and training provider channels.The commercial manager will lead the development and growth of APM’s third revenue stream through the APM website and other APM media including advertising, sponsorship and direct sales of APM resources such as publications. This will require the research, development and implementation of a business plan for Ibis Trading.
Breadth of responsibility (3) / To be responsible for revenue generation from corporate, academic and training provider customers across all existing products and services in the achievement of the agreed APM strategy. To develop the ‘service provider’ customer base. To deputise for the Head of Membership as required.
Dimensions and limits of authority (4) / The commercial manager is responsible for the individual performance of the business development team and the achievement of objectives as agreed with the head of membership. The commercial manager will be responsible for planning and managing business development support budgets in collaboration with the marketing department to achieve the defined objectives
Key responsibilities / accountabilities (5) / Key performance measures(6)
Optimiserevenue generation from corporate, academic and training provider channels / Revenue and margin targets set and achieved within agreed cost budgets
Ensure team managed to optimise performance and achievements / Individual team members achieve at least ‘standard’ grade in performance appraisals.
Annual team training and development plans in place and completed.
Optimise revenue generating opportunities from APM website / Opportunities optimized and objectives achieved
Maximise customer satisfaction and retention / Customer surveys rate business development service quality ‘high’
Customer retention achieves target

Person Specification –Commercial Manager

Attribute / Description / Essential / desirable
Qualifications (7) / Educated to degree level or equivalent / Essential
Experience (8) / Extensive experience in business development and direct selling, especially media sales including e-media / Essential
Successful experience in relationship management within large, complex organisations / Essential
Successful experience in sales team development and management / Essential
Successful experience in relationship management in academic or training organisations / Desirable
Experience in education or professional bodies / Desirable
Knowledge / Excellent understanding of web-based technologies: design, payments, etc / Essential
Understanding of the discipline of project management / Desirable
Skills / High level of commercial acumen with excellent negotiating skills / Essential
Highly numerate and analytical / Essential
Excellent communication skills – oral and written / Essential
Excellent IT skills – especially for analysis, presentation and CRM / Essential
Behaviour / competency (9) / Demonstrable leadership qualities
Able to develop and coach others
An influential and persuasive personality
Able to work in an integrated team
Creative and results-oriented
Able to build and maintain relationships in support of business objectives / Essential
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Role: Commercial Manager

March 2010

Version 1