Head of Commercial Excellence, North America

Head of Commercial Excellence, North America

Key Purpose

The Head of Commercial Excellence leads and directs the commercial financial framework to measure and guide contract

performance, ensuring that business processes are conducted and correct in accordance with ISS corporate policies. This position requires excellent organizational, leadership, communication, and time management skills.

Success Criteria

• Innovate and grow an efficient and world-class Commercial Excellence program
• Develop own skill base in line with agreed appraisal, taking responsibility for increased performance, and ensuring continued self-improvement
• Participate and embrace the development opportunities within group

Key Areas of Collaboration and Influence

• Lead the Commercial Excellence team (PMO and Content, Proposal Design, Bid Management, CRM Analyst, and Pricing) and report to the Chief Commercial Officer
• Communicate effectively with colleagues across the company so that information is disseminated effectively and participate in project groups and meetings as required
• Promote the IFS model within the ISS community

Ideal Candidate Experience

• Bachelor's degree in business, Finance, Economics, Accounting, Sales, or Marketing
• 10+ years of relevant experience in outsourcing/consulting industry, or other integrated facilities industries; a solid understanding of Company’s market: products, players, technologies, and established contacts in related markets
• End-to-end Pursuit Management leadership experience
• Executive level communicative skills, and financial acumen
• Ability to influence cross function teams in a large, fast-paced, high volume, matrixed organization

Key Accountabilities       

• Review and continuously improve of the IFS procedures, processes, and working documentation    
• Develop a detailed understanding of contracts and terms while working to optimize profit and protect ISS from any Commercial/Partner/Internal risks
• Ensure timely and accurate production of month-end close information and region forecasts
• Analyze results to highlight risks and opportunities
• Develop strategies with clearly defined tactics to improve commercial performance
• Proactively manage operations input to billing information
• Building strong and influential relationships with the regions, and clients, by providing value-added services
• Manage the budget preparation for the Region
• Act as the Contractual Expert for the contract
• Support in contract negotiations
• Actively identify all significant contract risks and opportunities, prioritizing activities to secure opportunities and mitigate risks, keep business fully informed and aware
• Assist in management accounts review and analysis in accordance with strict reporting timescales
• Review of above base quotes and work orders
• Follow up with on-site teams to close work orders for completed projects
• Review of purchase orders for proper coding and approval
• Review of open POs at month end for cost accruals
• Review of CJF’s with Operations
• Maintain work in process accounting for large projects 
• Manage and review of operations input in billing process (work orders and logs)

Physical Demands & Work Environment

• Sitting at a computer for 50% of the time       
• Walking/Inspecting the site 50% of the time
• Must be able to lift a minimum of 10 pounds
• Must be able to work under pressure and time deadlines during peak periods
• Travel requirements: Up to 50-70% (during busy season)

ISS offers full-time employees a variety of benefits, including medical, dental, life, and disability insurance, as well as a comprehensive leave program based on employment status. The annual salary range for this position is $180000 per year - $230000 per year. Final compensation will be determined based on experience and skills and may vary from the above range.

As a global organization, ISS Group is committed to making the international community more resilient and just for all people. We encourage diversity and inclusion in their broadest terms, including ethnicity, race, age, gender, gender identity, disability, sexual orientation, religious beliefs, language, culture, and educational background. We look to lead our industry by example and to influence the market positively wherever we operate.