Commercial Squad Lead - Insights and Monetisation at ShopriteX

Role Purpose

The purpose of the Commercial Squad Lead: Insights and Data Monetisation (IDM), is to identify, develop, and execute new data-driven commercial opportunities and to leverage and enhance existing commercial offering to achieve revenue targets. The successful candidate will work closely with the Head of the IDM Tribe, as well as the Services team and Shoprite Buying and Category Management teams in pursuing commercial opportunities and sales.

Ultimately, the Commercial Lead will identify and grow a sales pipeline, produce, and present sales and marketing collateral to prospects, convey a narrative of value, close deals, and manage contracting. Beyond these sales activities, they will also identify new commercial opportunities in close alignment with the Head of IDM.

Role Description

•  Take responsibility for achieving revenue and sales targets on commercial products and services.
•  Contribute to the development and execution of a data monetisation strategy that identifies and leverages opportunities to generate revenue through the use of customer data and insights.
•  Analyse data to identify insights and trends that can be leveraged to create revenue-generating opportunities.
•  Create internal sales methods and collateral to market and sell our commercial offering into the existing customer base.
•  Plan and execute an outbound sales strategy to promote our commercial offering.
•  Maintain an up-to-date sales CRM system.
•  Achieve a high level of productive sales activity, executing sales activities at the required volume to meet sales expectations.
•  Develop and manage partnerships with external data providers and other relevant vendors to expand our data capabilities.
•  Develop and maintain relationships with key internal stakeholders and external partners to ensure alignment and successful execution of data monetisation initiatives.
•  Manage and maintain commercial contracts.
•  Research, plan, present, and implement viable new commercial products.
•  Identify and implement mutually beneficial commercial partnerships.
•  Create and implement internal cross-sales strategies that promote other ShopriteX business lines.
•  Building and maintaining relationships with key stakeholders, including clients, partners, and vendors
•  Collaborate with stakeholders to produce and oversee the implementation of a marketing strategy, plan, and collateral related to our commercial offering.
•  Creating and presenting proposals, pitches, and presentations to potential clients and partners
•  Collaborating with other departments, such as marketing and sales, to develop and execute integrated campaigns and initiatives.
•  Working closely with related internal parties, negotiate and close deals with clients and partners, ensuring favourable terms and conditions for Shoprite.
•  Analyse and report on the financial performance of data monetization initiatives and make recommendations for optimization and continuous improvement.

Qualifications and experience

•  Degree or Diploma in Commerce or similar field (essential).
•  A background and the ability to competently communicate the value of data and analytics solutions.
•  +10 years’ progressive and diverse experience in business development and sales roles of which a minimum of +5 years’ experience must be in digital, technology,, data analytics, or a related field. – (essential).
•  Advanced commercial / business acumen – (essential).
•  Demonstrable skills in terms drafting, interpreting, and negotiating legal documents – (essential).
•  A track record of successful sales and business development experience – (essential).
•  Demonstrable experience developing and deploying commercial products and/or services – (essential).
•  The ability to work collaboratively with a team that does not report to you, maintaining positive relationships and achieving your objectives by managing through influence – (essential).
•  Strong leadership skills, with the ability to lead cross-functional teams and influence stakeholders at all levels of the organisation – (essential).

Key competencies and work ethic

•  Strategic and conceptual thinker - Combines advanced analytics with strategy and technology to enable long-term decisions and roadmaps. Deals comfortably with unstructured data and thinks creatively around a brief.
•  Analytical, data-driven, and highly numerate – Strong ability to collect, organise and assimilate disparate and multiple pieces of data to guide decision-making and develop optimal solutions.
•  Deep knowledge and passion for data and its range of possibilities, applications, and value for the business. Able come up to speed quickly on our applications, technologies, and processes.
•  Commercial and financial acumen – Understands financial principles and its application within business. Knows how business operates, what the key processes, issues and risks are that drives success; and how they impact on commercial viability and profitability.
•  Leadership skills – Serves the team by driving a positive morale. Adopts a range of styles to deal with challenges. Enables the team to deliver on priorities while contributing to their development.
•  Collaborative partner – Builds relationships both internally and externally. Open, honest and direct, comfortable giving and receiving feedback. Thinks and act independently as well as collaboratively.
•  Change agent - Energized by working both independently and interdependently within the digital network and across functions; is open to change and motivated to work agile.
•  Project management skills - Ability to organize and prioritize multiple projects at various complexities to meet deadlines in a fast-paced environment with overlapping, conflicting priorities.
•  Operational efficiency – Manages multiple demands by working smartly, efficiently, and effectively. Stays on top of the detail while effectively prioritising and delivering on urgent and important tasks.
•  Innovative and solution-orientated – Thinks outside the box to come up with creative solutions while applying sound judgment to generate short- and long-term value. Use technical expertise to question, understand and challenge solutions and software implementation decisions / priorities.
•  Communication skills – Communicates effectively while being able to convert complex concepts and analytical findings into well-articulated verbal, written and visual messages to non-technical and business audiences.