Senior Manager - Customer Growth

Job Description About The Role

The role is accountable for leading the definition and cross functional execution of Revenue Plans that drives growth in our existing installed base of over $500m ARR each year. You will do this by:

• Translating and localizing our Business Unit strategy and propositions (as defined by Product Marketing) into regional revenue strategies.
• Ensuring clarity and alignment across functions of what we want to achieve and how.
• Leading across functions to build single, end-to-end execution plans that have high confidence for delivery of our revenue/growth targets, within our cost/margin targets.
• Reviewing commercial performance with x-functional trading teams, and refreshing prioritization on a periodic basis to ensure risk and opportunities are fully utilized
• Leading the end-to-end execution of the plans across functions including ensuring we are tracking performance, understanding risks and opportunities and adjusting the plan accordingly to mitigate or take advantage of these.
• Using customer, market, competitor, performance and execution insights/learnings to influence and shape Business Unit Strategy and propositions… in order to unlock even higher growth.
  
  
  
  
  
  

Success in this role is achieving:

• Leading a team and leading senior cross functional stakeholders to achieve clarity, belief and alignment in the revenue plan and the ability of the commercial team to achieve the desired business outcomes.
• Consistent revenue achievement (specifically achievement of net £ARR growth, margin and customer satisfaction targets)
• Making our GTM teams successful
  
  
  
  
  
  

The role requires a senior-level leader who has a strong background in product marketing and/or growth strategy/execution and/or commercial/sales execution; together with in-depth market and GTM knowledge. Success will be delivered through building strong, collaborative partnerships with VPs and Senior Directors of Sales, Marketing, Commercial Operations, Product Marketing (etc) who lead the functions that need to work together to execute our plans. It is therefore essential that this leader posses strong ability to work across functions and senior leadership teams to build aligned strategies and end-to-end execution plans – balancing the need to inspire and empower teams together with the detail-focused, fast pace execution required to achieve our growth ambition. First class, senior leadership level influence, communication and problem solving skills are essential.

These outcomes will also be delivered through a team of (direct and/or in-direct reports) Growth professionals who will take responsibility for various parts of our revenue plans and/or support the translation of Business Unit strategies and propositions into what’s required for the region (positioning, messaging, customer journey, briefs into marketing/sales/service, launch execution leadership etc). This leader will be accountable for inspiring, developing and coaching this team of professionals.

Key accountabilities and decision ownership:

Through leadership (direct and/or in-direct) of a team of Growth/Product Marketing professionals:

• Understanding Region customers, market, competition, performance: accountable for understanding the needs of customers; the size, shape trends and conditions of the market; activities and strategies of competitors and the performance of our business. Works together with key functions to source the required data and insights… developing conclusions with “so what” actions.
• Go To Market Strategy: owns the translation of Business Unit Growth Strategies into Region Go To Market Strategy – outlining what propositions, to which parts of the market, how and when that achieves our growth targets and aligns to our global Strategy.
• Localize value propositions, positioning, messaging: partners with other PMM/BU colleagues to support the definition, design and build of value propositions; injecting the needs of Region market and customers to ensure they are fit for purpose. Then leads on the localisation of these, with positioning and messaging, that perfectly fits the needs of the region.
• Designing Revenue Plans: leads across functions to build end-to-end revenue execution plans that have high confidence for delivery of our revenue/growth targets, within our cost/margin goals.
• Revenue Plan Execution: leads the end-to-end execution of revenue plans across functions, ensuring we are tracking performance, understanding risks and opportunities and adjusting the plan accordingly to mitigate or take advantage of these.
• Launch: leads the end to end launch execution of new/updated products, propositions, campaigns etc that need to be delivered into the GTM. Lead the execution of each Launch, following the Launch process, ensuring GTM readiness and partners with GTM functions to ensure launches achieve the desired commercial results.
• Influence, challenge, improve: acts as the voice of the customer and/or the region to proactively influence and positively challenge both BU and GTM to deliver better strategies, proposition, experiences, GTM execution that has more impact. Constantly thinking about ways to accelerate growth, take advantage of opportunities and unlock greater impact. Does this through building strong, trusted relationships with key stakeholders.
• Evangelizing: is accountable for the proactive communication and influence into key stakeholders across the GTM to ensure they are clear and confident about our growth strategy, revenue plans and launches.
• Trading Optimization: accountable for optimizing in-market propositions through participation in the daily/weekly/monthly trading cycles/meetings; and strong, collaboration with GTM leaders (e.g. Sales, Marketing etc).
• Team Leadership: accountable for leading, inspiring, coaching and developing a team of talented Growth/PMM professionals who execute required jobs and outputs; and fuel achievement of our commercial ambitions. Includes delivering strong colleague engagement, recruitment and active performance management.
• Culture: plays a leading role in instilling a high performance, high support, high challenge and high fun culture across the RTR Growth team. Actively coaches, nurtures, positively-challenges leaders, peers and team members to display the behaviors and values required to achieve this. Also plays an active role in ensuring diversity of background and thinking within RTR Growth.