Commercial Manager - GCR

About the role

Overview We are looking for a results-driven and tenacious individual with a passion for sales and management. Own delivery of outcomes across the GCR region, by leading, developing, and performance managing a high-performing sales team. Drive consistent execution across renewals and new business while building cross functional alignment, scalable commercial processes, and a culture of accountability, insight, and continuous improvement. Main Duties and Responsibilities Revenue & Commercial Ownership Own a defined sales territory (GCR) and full revenue quota, including?renewals, upsell, and new business. Manage ~4 direct reports?to deliver collective revenue targets. Deliver?personal bookings target?(as defined in commission plan) as a minimum standard. Achieve bookings targets?monthly, and by?guide and product, ensuring balanced delivery across the portfolio. Create, own, and execute?commercial plans?that drive sustained growth across accounts, guides, and products. Proactively assess?gaps, risks, and dependencies, implementing corrective actions to stay on track. Co-ownership of quota linked to GCR events, which will be managed in coordination with the Events Sales team, but operationalised into the GCR team sales reps' plan to ensure consistency of commercial experience across our customer base in the Greater China Region Performance Management, Reporting & Forecasting Ensure?accuracy, clarity, and discipline?in pipeline management, forecasting, and reporting at all times. Establish and maintain a?frequent cadence of relevant performance data?to inform decision-making and highlight risks and opportunities early. Leverage analytics to identify trends, diagnose issues, and run targeted programmes to close gaps. Present clear performance updates, insights, and exceptions to senior internal stakeholders. Be fully prepared in?1-to-1s?to articulate performance vs target, supported by data and clear action plans. Renewals Leadership Through rigorous 1-to-1s and structured due diligence, maintain a clear and current view of?live churn and retention risk. Demonstrate confidence and control in hitting renewal targets?weekly, across all guides and products. Drive consistency in value articulation, renewal strategy, and execution across the team. New Business & Growth Execution Proactively initiate and?programmatically execute?new-business campaigns across all products. Build and deliver agreed growth programmes by: Setting clear objectives and success metrics Developing detailed execution plans Coaching and enabling reps Communicating priorities and recognising progress Measuring outcomes and adapting approach as required Key focus areas may include?Insight (NB & Retention), Overviews, Profile Platform conversion, uplift / supersede conversion, and other priorities as they emerge. People Leadership, Coaching & Capability Building Build and sustain?high-performing teams?with a strong culture of accountability, learning, and development. Manage the ongoing?training, coaching, and certification?of the GCR team across products, value-selling, and commercial execution. Develop and expand the?commercial knowledge?of your direct team and the wider team. Evaluate individual performance regularly and provide?clear, constructive feedback?to support personal growth and progression. Lead your own team sessions and contribute to?wider team sessions?where appropriate. Talent, Recruitment & Onboarding Fill open headcount rapidly with?high-quality candidates, owning recruitment end-to-end. Ensure new hires are onboarded effectively, with?minimal time to full productivity. Create strong foundations for success through?clear territory allocations, quotas, and commission plans. Performance-manage decisively and fairly where required. Key hiring and onboarding considerations include: Interview preparation and candidate assessment quality Positioning of the role, team, and Chambers proposition Negotiation of notice periods, gaps, and start dates Fully planned onboarding schedules Value-selling capability development Product certification planning Territory design and timing Cross-Functional Collaboration & Continuous Improvement Collaborate closely with GCR?Customer Success, GCR Research, and Product?to ensure smooth workflows and effective cross-department communication. Identify opportunities to improve?commercial processes and operating cadence, continuously innovating best practices. Act as a connector between teams to ensure insights, feedback, and priorities are shared and acted upon effectively. Why you should apply Opportunity to manage a highly successful GCR sales team as we continue to grow Skills, Experience & Personal Attributes Skills and qualifications:? Significant experience in sales and marketing as a proven Sales Manager in the GCR region Significant experience in liaising directly with clients and building relationships Significant experience in or associated to the legal pr

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