Job Title: (Position Filled) Commercial Manager
Location: London
Salary: Dependent upon Experience
The Company
• A market leader in Game Data Science, using AI and machine learning to provide actionable intelligence to help our customers – games studios and casino operators - grow responsibly with measurable improvements that enhance the casino player experience for everyone.
• Quality of service, independence, trust and deep expertise are at the heart of everything we do.
• We combine data, technology and consulting to offer Game Data Science as a Service to the global gambling industry.
• Our products and solutions analyse, understand and predict how players engage with casino games while our solutions empower casino operators and games studios to optimise their content portfolios.
• We use the latest techniques in AI coupled with our global market network and knowledge to deliver results to our clients in a transparent and speedy manner. Responsible gambling is at the heart of everything we do.
• The team believes that understanding gameplay with a data lens is fundamental to providing an engaging and responsible player experience in casino.
• Game data is an under-utilised asset in the global gambling industry that can help build a more engaging and socially responsible casino experience for everyone.
• We aim to help our customers grow responsibly in an increasingly competitive marketplace.
• To help deliver our growth strategy through developing new engagements with casino operators and games studios, we are seeking to recruit a superstar sales and commercial leader who, in partnership with the CEO, will drive our commercial activities in an important phase of our journey.
• We are an innovator in the global gambling sector, bringing a fresh approach to games management, building our reputation and client base in a progressive manner. Interacting with the highest-ranking executives of the industry, you will strive to understand the strategic initiatives and business problems of our clients in order to educate and motivate them to embrace our data & service solutions.
• You will be managing the complete sales lifecycle and will be treated as a customer evangelist and our brand ambassador, collaborating with our technical, data and internal teams.
Role & Responsibilities
• The Commercial Manager role will seek to grow the revenues and profitability of the business, through attracting new clients and upselling / continuing existing accounts.
• The role owns the commercial sales plan, as well as proposition development and the sales narrative.
• The role will also lead client relationships from early conversations through proof of concept deliveries and into ongoing contracts.
• Whilst primarily focused on working with clients, the role also acts as an important bridge between the Product and Data functions internally, ensuring alignment and client-driven deliveries and solution developments.
• Selling and building the consultancy side of the business in a profitable, cash generative manner is a key focus for the role.
Overall Objectives
New business: Successfully attract new clients through co-ordinating external sales & marketing efforts, pursuing target lead accounts, leading pre-sales activities to credentialise the business and scope client needs / opportunities, defining relevant proposals and commercial terms, plus achieving closure.
Manage, track and report against a clear pipeline.
Deliver web-based and in-person sales presentations and demonstrations of variable technical complexity, responding to changing business needs
Client care: Maximise potential value of clients by developing trusted relationships, ensuring deliveries are relevant, demonstrate clear value and wow clients to exceed their expectations, whilst identifying and successfully engaging clients with continuation and up-sale opportunities
Product and business development: Maximise the revenue potential of the business, working with the CEO and senior leadership team to develop new capabilities and services to realise commercial opportunities, as well as defining new models, where relevant – both locally and internationally
Specific Areas of Focus
New Business
• Develop and own the commercial sales plan, generating new leads through identifying and targeting new clients, working to agreed targets of new client recruitment and revenue/profit generation.
• Working in partnership with the CEO to target strategic, high-growth clients for products and services
• Lead new client engagements, positioning the company in the best way to spark interest, working with the technical team to identify the right opportunities for both the company and the clients before translating them into successful proposals that result in proof of concepts
Client Care
• Manage client relationships and consult of delivery of content during proof of concepts, ensuring the work lands on time, showcases the best of our capability, demonstrates the ongoing need for it and clearly articulates the commercial size of the prize for executing ongoing
• Skilfully navigate relationships to up-sell the right capabilities / opportunities, at the right time so that we are always seen as a trusted partner, focused on maximising the performance of our clients whilst maximising the value of relationships
• Monitor the P&L of deliveries to ensure we’re growing profitably and identifying any causes for concern, where relevant
• Business development
• Work with the CEO to plan and establish a number of service lines that are complimentary to the core AI product, including setting revenue forecasts, resourcing plans, go-to-market strategies and client acquisition
• Collaborate with the Product and Solutions Owners to influence the development of our technical capability, ensuring it’s as commercially relevant and attractive as possible and that the bridge and interactions between the technical and commercial sides of the business are as strong as possible.
• Play a pivotal role in the marketing launch and ongoing external communications programme to ensure that the marketing activities position the company as a market leader and innovator, supporting sales activities and directly influencing new business generation.
• Be informed on the industry, conducting desk research, as well as attending industry events to listen out for potential new competitors, as well as opportunities arising from any significant changes in prospective clients
• Bring new commercial proposition ideas to the table when possible to ensure we regularly consider how we can extend our set of services to maximise the potential of the business
Essential qualifications:
• Bachelor’s degree or equivalent in a related subject
• Experience in data science, gambling or in software sales (SaaS) preferred
Functional skills:
• Consultative Approach to Selling
• New Business Development
• Outstanding presentational skills
• Contract Negotiations
• Financial analysis
• Appreciation of data science
• Understanding of or interest in gambling
Personal Skills:
• Initiative, self-starter and bags of enthusiasm
• Ability to work independently with a strong sense of drive
• Flexibility to travel to customer locations for onsite meetings
• Support teamwork and create team spirit
• Build loyal relationships with colleagues and our clients and partners
• Act quickly on new ideas
• Set challenging goals
• Support and motivate
• Drive delivery excellence
• Develop and deliver practical solutions to problems
• Support learning and innovation
TO DISCOVER MORE CONTACT STEVEN JACKSON ON STEVEN@GRS-RECRUIT.COM