90 day plan for a new commercial manager
Here is a 90-day plan for a new commercial manager:
Weeks 1-2: Get Familiar with the Business
- Review company history, mission, and values
- Meet with key stakeholders, including sales, marketing, and finance teams
- Review current commercial strategy and goals
- Analyze market trends and competitor activity
- Review sales data and customer insights
Weeks 3-4: Assess Current Commercial Operations
- Review sales processes and procedures
- Identify areas for improvement in sales, marketing, and customer service
- Analyze sales performance metrics (e.g. conversion rates, sales cycle length)
- Review customer feedback and satisfaction ratings
- Identify key performance indicators (KPIs) for commercial success
Weeks 5-6: Develop a Commercial Strategy
- Define commercial goals and objectives
- Identify target markets and customer segments
- Develop a value proposition and unique selling points
- Create a sales strategy and tactics
- Identify key partnerships and collaborations
Weeks 7-8: Implement Commercial Strategy
- Launch sales campaigns and promotions
- Develop and distribute sales materials (e.g. brochures, presentations)
- Train sales team on new strategy and tactics
- Establish metrics to track commercial performance
- Review and adjust commercial strategy as needed
Weeks 9-12: Optimize Commercial Operations
- Analyze sales data and customer feedback to identify areas for improvement
- Implement process improvements and efficiencies
- Develop and implement a customer retention strategy
- Review and adjust pricing strategy as needed
- Identify opportunities for upselling and cross-selling
Additional Tasks
- Develop a budget and financial plan for commercial activities
- Identify and prioritize commercial projects and initiatives
- Establish relationships with key stakeholders and partners
- Develop a plan for continuous improvement and innovation
- Review and report on commercial performance regularly
Key Performance Indicators (KPIs)
- Sales revenue growth
- Sales conversion rates
- Customer satisfaction ratings
- Sales cycle length
- Customer retention rates
- Gross margin and profitability
- Market share and competitive position
Timeline
Weeks 1-2: Get familiar with the business Weeks 3-4: Assess current commercial operations Weeks 5-6: Develop a commercial strategy Weeks 7-8: Implement commercial strategy Weeks 9-12: Optimize commercial operations
This 90-day plan provides a general outline for a new commercial manager to get started and make progress in their new role. The specific tasks and KPIs may vary depending on the company, industry, and commercial goals.