Equity - Senior Commercial Solution Manager - Services / Facilities exp required - Parktown

Senior Solution Manager

Sales and Marketing Department

To provide appropriate highly competitive solutions and costings nationally for the company’s full range of services according to the client scope taking into consideration best practice relevant cleaning norms and standards that leads to the business clinching more deals in line with our market share thereby leading to increased new business revenue and profit in collaboration with Sales, Operations, Finance Managers and the Legal Department

Current & New Services Solutioning

• Develop a library that comprises of best practice benchmarks that include but is not limited to rand per square meter, cost per cleaner, square meter per cleaner for different floor coverings, frequencies etc.
• Ensure fully compliant bids/proposals are submitted in line with RFP requirements
• Ensure compliance to client stipulated SLA’s & KPIs where appropriate (Input based) and test against benchmarks
• Develop an operational plan to provide services based on client scope of services as well as contractual obligations (input spec) or develop operational plans based on best practice benchmarks (output spec), based on experience and relevant market norms
• Map client sites to business operational sites to plan work in the most economical way – possible resource sharing options to drive increased GP
• Ensure pricing of all contractual obligation elements has been included and prepared for clients pricing model.
• Ensure compliance to statutory and legislative requirements required in order to provide services and therefore plan and price necessary OHASA resources or approach.
• Highlight risks associated with proposed solutions and recommend mitigating actions.
• Provide alternative solutions that are more price competitive – where opportunities allow
• Understand the latest market trends, technology and practices to ensure solutions provided are current and forward looking.
• Write-ups of an integrated solution or model to be clearly defined and explained, highlighting our competitive advantages, abilities and capabilities, and successes
• Constantly look to offer different cutting-edge solutions – be a leader in innovation by offering innovative solutions that stand above our competitors
• Chair each deal’s Bid Committee, comprising of Finance, Operations, Sales and EXCO representative members where applicable

Brand Services & Operations

• Source and keep abreast of competitor behaviour and develop channels to obtain up to date market intelligence
• Clearly identify potential opportunities in current and new markets
• Monitor and understand changing market needs and in response either develop new products and services or repackage current products and services to meet these needs
• Prepare professional presentations to clients on proposed solutions demonstrating approach, compliance, resource structure, qualifications, capability matching and capacity planning in a coherent, concise, and clear manner.
• Assist with the presentation of RFP’s, and proposals to new and existing clients.
• Provide Executive level representation at high level meetings with potential Clients
• Support the negotiation of the terms of the Business Development Agreement and closing of deals
• Support the sourcing of new growth opportunities in relevant industries
• Assist the department with input for marketing strategies to promote Brand, Services and Operations.

Service and Support

• Develop and maintain interdepartmental relationships that supports departmental objectives to ensure service compliance, pricing competitiveness and contract execution on award.
• Keep records of all supplier engagements specifically around service agreements, pricing, solution support to ensure smooth execution of contract on award.
• Have the ability to work with large contracts and also with large volumes – develop appropriate systems and processes to cope with volume and quantum

4 Finance

• Develop and keep updated financial costing models, that has flexibility to be able to efficiently prepare appropriate costings based on customer/bid information using pre-populated base data
• To convert large RFQs into figures using PSA & D365
• Ability to breakdown complex costings for proposals whilst maintaining and understanding commercial drivers of the business
• Reporting on all commercial matrix including revenues, margins, benchmarking, quarterly and annual projections

Qualifications and Experience:

BCom - Sales & Marketing highly preferred or Similar Business Qualification

Minimum 8 to 10 years’ experience at solutioning within the services industry

• High numerate and strong commercial orientation (non-negotiable)
• Statutory and legislative requirements for site compliance
• Solid understanding of operational processes and procedures related to the services industry
• Business Development experience/exposure - preferred
• Excellent Project Management & Time Management skills
• Excellent Negotiation skills
• Excellent interpersonal skills
• Excellent administration skills
• Excellent communication (both oral and written) and presentation skills
• Highly organised and ability to work under severe time pressures

Computer Literacy: MS Word, MS Excel, MS PPT & MS Outlook (Advanced skill level) – very advanced and non negotiable requirement

Salary - R800 kpa

Send cv to