Job Purpose
The B2B Commercial Director will work closely with the FT’s acquisition team to find, purchase and then manage the commercial aspects of a global database business.
There are two key phases to the role – Pre and Post acquisition.
Initially the role is available on a three month fixed term contract to cover the Pre acquisition phase. The objective is to find and verify a suitable acquisition target that will be more valuable as part of the Financial Times than with its current owners. The individual will be responsible for developing and then delivering a business case to grow the revenues and profits of the business. This will include commercial due diligence - evaluating the robustness of the existing business and client relationships.
When a business has been successfully acquired, the role will become permanent. The objective of the Post acquisition phase is to lead the commercial aspects of the business and exceed the business plan.
Pre Acquisition Phase Main Duties and Responsibilities
- To work with the acquisition team to identify the most attractive acquisition targets for the Financial Times. We already have a number of targets that meet our criteria. They are database businesses, publishing information which is of value to senior corporate decision makers with a global remit. Subscriptions are the predominant source of revenue.
- To work with the acquisition team to lead the commercial aspects of the due diligence process – verifying that the current business is sound and interviewing existing customers and prospects to understand why they purchased and their propensity to purchase in the future.
- To create a business case for how we will grow the business post acquisition.
- Familiarise yourself with the FT culture and processes so that you can lead the induction of the commercial staff so that they are made to feel a welcome new addition to the FT.
- Work with colleagues in finance, operations, IT, legal and HR to ensure we have anticipated and planned the commercial aspects of integration in way that integrates the business in a way that facilitates the rapid growth of the business. We intend to integrate support functions while ensuring that the market facing aspects of the business remain customer focused.
Post acquisition phase Main Duties and Responsibilities
- These will be reconfirmed as part of the acquisition process but are likely to include at least the following.
- Responsibility for delivering the business case and specifically for all sales of the acquired business globally.
- Responsibility (in agreement with the Managing Director) for designing and managing sales incentives schemes.
- Responsibility for all client relationships and the leadership and management of all commercial staff globally.
- Work closely with internal colleagues to achieve revenue goals and ensure customer issues are handled consistently and effectively. These can include individuals from Product Development, Marketing, Customer Service, Legal and Finance.
- Ensure that appropriate sales processes are established to ensure the efficient and effective management and reporting of all sales activity utilising the FT’s customer management system.
- We are likely to move the existing business into our offices and while this will not be the responsibility for this role – it will require careful liaison and planning to ensure the minimal disruption.
Qualifications / Competencies / Skills / Experience
Essential
- Proven track record of sole responsibility for managing a sales team with sales responsibility in excess of £7m and more than 15 staff.
- Proven track record of achieving significant revenue growth (multi million)
- Experience in solution based sales and consulting in the online information industry
- Experience in selling to C-Suite level decision makers
- The acquired business may be based in the USA and our aspiration will be to build the business outside of the USA. The role will therefore require extensive travel and periods of time (probably an average of two weeks a month) in the USA.
- Appreciation of internet and intranet applications and emerging web technologies and industry trends
- Outstanding presentation and communication skills.
- Ability to use influencing strategies to gain commitment from others
- High level of initiative and self-motivation
- Ability to talk knowledgably about customer issues
- Degree level education
Preferred
- European languages
- Familiar with the technical implications of content management.
Person Profile
- A proven ability to lead by example and create an environment which motivates others to learn and develop to meet set objectives
- Strong communication and influencing skills with a proven ability to persuade others
- A demonstrated ability to deliver against objectives
- Ability to deal with ambiguity, embrace change and create solutions
- A high degree of persuasive and professional acumen is required, especially when working across other departments and teams
- A dynamic team player who collaborates effectively with colleagues
Pearson is committed to equality of opportunity. We are determined to create a diverse group at all levels of our company -- and we welcome all members of the community we serve to apply for openings with us.