Job Description

We are looking for a Head of Finance - Commercial & FP&A to join our Finance team based in the UK. Playing a pivotal role in ensuring that our mission and strategy are achieved, the Head of Finance - Commercial & FP&A will be responsible for two key areas: commercial finance and performance management.

A bit about the team and what you'll deliver...

Working closely and collaboratively with the commercial and product teams on all aspects of revenue generation, you will ensure that we are optimising our commercial performance including everything from product development to pricing and deal structuring. The Head of Finance - Commercial & FP&A will also be responsible for measuring how we are delivering against our strategy which includes building the business’s financial plan, monitoring execution against it, and ensuring that the executive team understand all aspects of performance, identifying risks and opportunities and advising on any corrective action required. There will also be opportunities to play a key part in various projects including corporate development.

As the Head of Finance - Commercial & FP&A, you key responsibilities will include:

Planning and Forecasting

• Own the planning process across the business from strategic planning and objective setting to budgeting and quarterly reforecasting.
• Lead revenue and cost planning with the relevant areas of the business including Sales, Product, Partnerships and central functions.
• Drive continuous improvement in the planning cycles to deliver more robust forecasts more efficiently including improving use of planning tools.
• Presentation of all plans and forecasts along with insightful analysis to the board and EMK.

Management Accounting and Reporting

• Work alongside the financial control team to provide commercial context and to deliver accurate and informative management reporting to the board and EMK.
• Provide analysis of financial performance and any recommended actions to be taken on areas of opportunity or risk.
• Drive improvements in reporting to deliver better insight and efficiencies in the process.
• Support the financial control team on key financial processes including revenue recognition and any significant cost analysis as required.
• Provide any ad hoc analysis on areas of specific interest.

Commercial Business Partnering

• Partnering Sales and Product team, review deals and provide financial guidance including any tax considerations.
• Design and develop pricing principles and structure to be used by sales teams and deal desk.
• Provide sales volume, revenue and profitability analysis, insights, and recommended actions.
• Provide insights and updates to the commercial teams to drive sales performance and focus during weekly sales reviews.
• Develop deal governance process as the company grows and evolves.

Incentives

• Help design bonus and incentive plans to support business performance.
• Build, maintain, and manage bonus and commissions models, and provide quarterly commission plan updates.
• Working alongside HR, run incentives governance process to set targets and payouts, including providing recommendations, approvals and supporting query resolutions.

Data analysis

• Lead and coordinate specific revenue or customer analysis, guiding the data team as necessary.
• Drive the effective use of Tableau and Third Ray, from design of reports to ensuring data robustness.
• Support the wider team in resolving data related billing queries, including volume reconciliations.

Other

• Corporate Development - Support on any corporate development programmes or activity as required.
• R&D Expenditure Credits – run annual process, working alongside PwC to drive optimum outcomes in addition to other tax projects as they occur.
• Impairment – support annual audit process in the valuation methodologies as and when required.
• ESG – key finance contact for all ESG matters, including the reporting and analysis that is submitted annually to our third party ESG consultants.
• Insurance – management of all insurance queries across Trustonic, including policy renewals, and updates.

Who you are...

As theHead of Commercial Financeyou will be/have:

• Qualified Accountant
• Broad range of senior finance roles with evidence of driving strong commercial performance
• Proven track record in business partnering and/or FP&A roles
• Understanding of corporate governance
• Previous experience operating in the technology or telecoms sector

Who make you, you...

• Ability to build relationships, influence, negotiate and guide decision making
• Strong analytical skills and ability to apply critical thinking to new challenges
• Able to thrive in a dynamic, constantly evolving, small team environment
• Ability to operate at both a strategic level and operational level as required
• Natural commercial and entrepreneurial mindset
• Organised, rigorous and autonomous
• Inquisitive and with a proactive approach
• High levels of integrity
• Flexible, adaptive leadership skills

Qualifications

• Undergraduate degree or equivalent level of skill, experience and knowledge
• ACA, ACCA or CIMA qualification

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Job Description

A bit about the team and what you'll deliver...

We are looking for a Senior Client Success Manager to join our expanding Sales and Business Development team in South Africa. Reporting to the General Manager, MEA Region, you will be accountable for the implementation of the company’s strategy to grow Trustonic’s strategic client base and delivering on sales objectives within the Mobile, Retail and Finance sectors in MEA.

As part of the MEA Sales & Business Development team, we are looking for a customer-focused Senior Client Success Manager to lead scaling large, strategic enterprise clients while driving mutually beneficial relationship and help clients maximize the ROI they achieve with the Trustonic’s solution.

As theSenior Client Success Manager you will:

• Own end-to-end management of commercial engagements within a client portfolio.
• Establish and nurture strong relationships with key stakeholders within strategic and prospective client and partner accounts.
• Lead and identify potential opportunities within a set of strategic accounts, utilising appropriate sales platforms and resources and formulating and proposing solutions with the goal of expanding business.
• Understand, translate, and integrate client strategy and needs into joint client success strategy and identifying pain points as key growth drivers.
• Drive collaboration with client on ways to maximise deployment and integration while providing insight into development of target markets, product development, analytics, and relevant best practise.
• Lead alignment of all strategic initiatives to collaboratively drive new market pipelines, upsell and cross sell opportunities and maintain Trustonic as a strategic partner in existing strategic clients.
• Drive engagement across client and partner base in the region, while ensuring QBRs and Annual reviews are facilitated and actionable next steps are concluded.
• Drive account sustainability, contract renewals, upsell and cross sell initiatives.
• Ensure accurate forecasting based on existing as well as future strategic deployments in line with product availability and client strategy.
• Maintain an ongoing and thorough understanding of Trustonic’s product set, planned product developments while driving more efficient client requirements within the product development planning.
• Sustain and drive commercial methodologies, maintain an in-depth understanding of commercial terms including pricing constructs and general business terms.
• Lead & Support with timeous submissions of regional RFI and RFP submissions.
• Cross-Functional collaboration across Product, Delivery, Finance, Legal and Operations. Lead client advocacy, act as the voice of the client, gathering feedback and collaborating with internal teams.
• Support marketing initiatives within the region to further cement Trustonic as a preferred partner and market leader in the region.  

Who you are...

As theSenior Client Success Manager you will have/be:

• Self-starter with a strong sales acumen, to influence client action to increase value to both parties.
• Analytical thinker and able to analyse performance metrics.
• Strong negotiation skills.
• Strategic and Big-Picture focused.
• Problem solving and solution orientated thinking.
• Strong verbal and written communication skills, ability to speak effectively and to any audience - written and conversational.
• Forecast accuracy.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
• Ability to understand complex commercials and commercial legal concepts.
• Strong presentation skills, advanced Excel, PowerPoint, Sales Force and Tableau skills.
• Internal and external Innovation agent, driving change, grow faster reaction to changing market requirements.

What makes you, you...

Knowledge and experience in the following:

• Solid sales track record and driving revenue growth within the Telco industry.
• Strong understanding and experience in the Telco industry (mobile devices, mobile network operators, mobile services). 
• Experienced Client Success Manager dealing with high value strategic customer base at a technology company. Experience within a SaaS based company an advantage.
• Strong understanding of complex commercial models and legal acumen.
• Forecasting and reporting.
• Experience with CRM software (e.g. Sales Force) an advantage.
• Good understanding of mobile financial services, micro-finance and key smartphone penetration trends in Africa.
• Strong understanding of cloud-based platforms an advantage.

Qualifications

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