Commercial Manager

Job Details

Project and programme management
Poole, UK
Bachelor's Degree
March 3, 2017


Job Purpose

  • To optimise sales efforts for Prolec through the development and implementation of appropriate internal sales processes / resources covering enquiry receipt to installation and commissioning.
  • To establish detailed revenue and profit forecasting and production planning with support from Sales, Production and Engineering.
  • To enhance Prolec’s commercial position through identification of increased margin / value creation opportunities
  • To ensure that Prolec’s interests are best served in commercial agreements formed with third parties

Roles and Responsibilities

  • Managing and implementation of enquiry, quotation and sign off processes
  • Development of appropriate pricing tools including price setting for new opportunities and standard products.
  • Simplification of product range / categories and price setting based on market situation
  • Management, tracking and reporting of outstanding opportunities and quotations
  • Robust forecasting of sales revenue and net profit forecasts to support management review
  • Develop effective relationships between sales, engineering production and services
  • Focussing of direct sales effort on value creating opportunities
  • Optimisation of product pricing including overhead recovery for bespoke products
  • Propose and implement redefined terms and conditions and distributor agreements
  • Control validity, warranty and currency exposure of quotations
  • Support development of relationships with distributors in conjunction with Distributor Manager
  • Liaison with group credit control to ensure that outstanding invoices are collected promptly and that appropriate credit limits / insurances are in place where necessary
  • Develop (online) configuration tools including existing machine data to simplify the inquiry and ordering process
  • Establish ERP business requirements and develop appropriate strategies
  • Support re-establishment of direct OEM relationships
  • Ad-hoc support to other business projects within Prolec and other group companies as may be directed from time to time.
  • Ensure that all orders are fully closed out post delivery and installation to include an ‘after-sales’ response, customer feedback process and reporting of metrics to management on a regular basis.

Direct Reports / Team

The role requires extensive interfacing and collaboration with internal functions and external customers / distributors.

Required Experience


  • Customer focused
  • Effective communicator and ability to develop effective working relationships with internal and external parties.
  • Influencing skill
  • High level of business acumen: ability to identify pricing / margin enhancing opportunities
  • Developed written and presentational skill
  • Results orientated – understands the link between revenue, margin, overheads and profit
  • Ability to navigate and review commercial agreements (contracts, terms and conditions etc.)
  • Financial acumen – understands and can critique balance sheets, P&L, cash flow forecasts etc.


  • Degree in business / finance / strategy or equivalent vocational experience
  • Foreign languages an advantage
  • Financial experience (business case preparation / evaluation)