Banner Default Image

Head of Commercial - Legal

Back to Job Search

Head of Commercial - Legal

Posted about 1 month ago

  • Sector: Sales
  • Expiry Date: 29 July 2022
  • Job Ref: J6745

Job Title: Head of Commercial  

 

Reporting to: Director, Strategic Marketing Projects

 

Overview 

Launched 18 months ago the Access Legal division has delivered strong organic and inorganic growth, realising revenues in excess of £47m.  With an increasing portfolio of legal specific products, we are passionate about helping our 3,500 customers be the very best they can be. Alongside delivering value to our customers, one of our key objectives is to maintain exceptional organic growth of 20% year on year and to exceed £100M revenue before 2026. The organic growth drivers will be augmented by an inorganic acquisition strategy.

 

With key input from the divisional leadership team, the Commercial Manager will help identify and deliver commercial growth plans for the Legal Division and be responsible for tracking business performance against these plans.  You will craft the growth strategy and market plans with careful consideration for market size and segmentation, linking customer need to capability and helping to position the various lines of business to continue on their growth journey.

 

In conjunction with the Product Management, Marketing, Sales and Product Marketing you will conceive and develop commercial plans to map to the divisions’ overall 3-year plan.  This will include delivery of tactical and strategic pricing initiatives across various customer segments, input into divisional acquisition plans, supporting wider management team in the delivery of new propositions and supporting on the realisation of new business, cross sell and upsell activity.

 

While maintaining a data driven, clear and logical approach to commercial strategy you must be adaptable to the ever-changing needs of a highly acquisitive company. You must be able to take multiple propositions from a broad product portfolio and then provide clear and concise commercial recommendations that are well understood by internal and external stakeholders. 

 

Responsibilities 

  • Provide market/customer size and segmentation data to support commercial plans  
  • Support the management team in the definition of ambitious and credible growth strategies based on internal and market research/analysis
  • Maintain an annual commercial strategy aligned to budget for the Legal Division. Innovate on an ongoing basis based on new input data, including changes to market conditions, competitor moves and acquisitions. 
  • Review existing product and price metrics to identify revenue opportunities and enable new business, cross-sell, and up-sell activity
  • Identify optimal cross sell strategies that are quantified and prioritised  
  • Manage and own tactical pricing initiatives across a suite of legal products
  • Craft business case and GTM plans to support the delivery of market leading software bundles across various customer segments
  • Define strategic direction and commercial plans to support migration of on-premise customers onto cloud solutions
  • Provide commercial input to support go-to-market planning to ensure the success of new propositions and acquisitions
  • Be subject matter expert by staying abreast of industry, customer, and technology trends

 

  • Create and maintain a set of KPIs and metrics to help measure performance and track progress against goals

 

 

Experience/Attributes 

  • Proven commercial planning experience, or business consulting roles, ideally for b2b software companies 
  • Proven track record of converting detailed market analysis into robust plans that are understood by all stakeholders. 
  • Have demonstrable and excellent verbal and written communication skills with the ability to manage senior stakeholders 
  • Clear track record and understanding of how to translate insight, analytics, and market dynamics into clear plans to achieve aggressive growth 
  • Experienced communicator with exceptional, oral, and written communication skills 
  • Demonstrated self-starter with an ability to manage and motivate 
  • Experience of influencing the strategy, roadmap and/or go-to- market development of SaaS solutions is desired 
  • Strong collaboration and influencing skills to interact with staff, colleagues, customers, and cross-functional teams, and third parties 
  • Open to new ideas and continual improvement, but also experienced at negotiating the best way forward
  • Comfortable managing multiple strategic projects with tight deadlines  
  • Demonstrated experience of designing and executing strong business cases 

 

 

 

Qualifications: 

 

Basic qualifications. 

 

  • Education: Bachelor’s Degree required; MBA preferred 
  • Proven professional experience in the technology industry 
  • Proven experience in sales, marketing, or product marketing roles 
  • Domain expertise with enterprise application software, cloud computing / SaaS business solutions