Job Description

LOCATION Head Office - Sandton

REPORTS TO: Country President

JOB SUMMARY:

The commercial vice president (VP) -is responsible for overseeing all functions of Securitas Solution sales department, ensuring smooth departmental operations, and delivering Commercial excellence.

The VP: Commercial is accountable for defining, developing, and delivering Securitas top-line and Gross Margin/Contribution in the remote monitoring, guarding and solution services business. With an in-depth understanding of the market, they research market needs and trends, execute the commercial strategy in line with Securitas overall strategy, and define key targets and sales ambitions for all sales work streams. They identify segments and clients to pursue, qualify clients, and make ultimate decisions on pursuing clients or tenders based on market segmentation, risk assessment, and pricing strategy. Additionally, they develop and execute strategic initiatives and client engagement programs to position Securitas as the preferred security partner in South Africa, ensuring the methodical execution of NOSE for segments and clients.

The VP: Commercial must lead, develop, train, and motivate the commercial and operational teams to ensure client needs are understood and solutions meet client expectations. They are responsible for the sales process for prospects and clients and accountable for the team's sales process. They ensure the CEP/CRM is updated with necessary information and develop winning strategies for prospective clients. Additionally, they are responsible for correct costing and pricing, reviewing service agreements, and supporting the team in negotiations and closing deals.

JOB RESPONSIBILITIES

Commercial Excellence Management

- Make sure that the commercial tools are implemented and utilized.

- Lead, train, mentor, motivate and retain the commercial and operational leadership team. Provide smart KPI's.

- Ensure that commercial procedures are followed including effective roster rotations and pricing analysis.

- Oversee the operations of the commercial department, including the design of a commercial strategy adequate for achieving the organization's goals and objectives.

- Oversee the commercial department's activities.

- Responsible for the maintenance of CEP

- Responsible for the maintenance of an orderly commercial filing system

- Maintain a system of controls over commercial activities ensuring flow through to payroll and finance.

- Monthly C1 review and analysis including red hours.

Understanding the Market

- Ensure that suppliers' contracts are aligned with company policy, ethics and values are respected and contractual terms and conditions are acceptable as per company policies, ref. Selection Policy

- Branding and marketing activities

- Study the competition, the market, be updated with local regulations and Securitas global knowledge.

- Drive strategic commercial initiatives, study the segments, and identify the must win segments and the clients to win.

- Utilise the NOSE methodology for every segment and client and ensure that valuable information related to the needs and outcomes that the client is looking for are thoroughly collected and accurately studied.

- Work on pricing and ensuring that it is compared with the market.

Client Engagement

- Ensure that the team will always have a clear strategy on how to pursue some prospects.

- Building trust with the clients by visiting them, understanding their business and always have a helpful approach.

- Building case studies that can showcase the service solution.

- Annual price increase negotiations with clients as required

- Duties include maintaining client relationships, analysing current strategies, and developing improved action plans.

Sales Process

- Ensure that the CEP / CRM is always updated.

- Ensure that the Value Proposition suits the clients' needs and the outcomes they wish to see.

- Design tailor made solutions.

- Prepare a suitable costing.

- Prepare suitable Sales presentation.

- Oversee negotiation and closing of the deal.

Reporting

- Involved in business plan preparation.

- Responsible for achieving sales and GM% targets.

- Responsible for ensuring commercial excellence, drives current client retention and growth.

- CEP / CRM updated weekly.

- Commercial reports as required.

TECHNICAL COMPETENCIES

- Solid working knowledge of security operations

- Experience with report writing.

- Excellent Computer literacy

- Ownership of a P/L.

LEADERSHIP COMPETENCIES

- Strategic & Analytical Thinking

- Learning Agility

- Impact & Influence

- Problem Solving & Decision Making

- Leading & Energising People

- Resilience & Perseverance

- Achievement Orientation & Purposeful Action

- Accountable

- Motivated & Reliable

- Excellent communication skills - client engagement, staff, and management

- Excellent verbal & written communication skills.

MINIMUM REQUIREMENTS

- Matric/ Grade 12

- A degree in Business Administration/ Finance/Economics/Sales & Marketing, or a related field.

- 10-15 years commercial experience in security technology /solutions

- Minimum 10 years of demonstrated executive security experience.

- Minimum 10 years of experience with financial statements/budgets.

- Solid experience in reconciliation of income and expenses

- PSIRA Grade A (Advantageous)

- Driver License

Applicants' CVs to be sent to the Vice President: People, Nunu Makhetha, via email at: nunu.makhetha@securitas-rsa.co.za.

Job Type: Full-time

Application Question(s):

What is your expert level in profit & loss?
Education:

Bachelors (Preferred)
Experience:

Work: 10 years (Required)
Work Location: In person

Application Deadline: 2025/02/28