We are seeking an Commercial Business Enablement Manager to join our dynamic team and innovative company.
About Us
Ctrack is a leader in vehicle tracking and fleet management solutions, offering innovative products and services tailored to meet the needs of businesses. We pride ourselves on delivering cutting-edge technology, exceptional customer service, and sustainable growth strategies. Join us as we continue to expand our market presence and drive commercial excellence across South Africa.
The Role
We are seeking a strategic, data-driven, and results-oriented Commercial Business Enablement Manager to join our team.
In this pivotal role, you will be responsible for enabling sustainable revenue growth, profitability, customer retention, and sales productivity across our telematics and data analytics business. You will translate commercial strategy into measurable business outcomes by leveraging sales performance management, commercial analytics, customer insights, pricing governance, sales enablement, and process optimization.
Working closely with Sales, Finance, Operations, Product, Customer Experience, and Technology, you will ensure that the business effectively commercializes its telematics solutions—including vehicle tracking, fleet management, driver behaviour monitoring, fuel management, asset tracking, and data-driven fleet intelligence—across the end-to-end commercial value chain.
Key Responsibilities
- Commercial Strategy & Performance Management: Translate commercial strategy into annual operating plans, revenue targets, and budgets. Monitor monthly and YTD performance, identify revenue gaps or emerging risks, and develop corrective action plans alongside leadership.
- Sales Effectiveness & Enablement: Establish consistent sales processes, methodologies, and playbooks. Improve lead management, pipeline coverage, conversion rates, and sales forecasting while equipping sales teams to sell value-driven business outcomes.
- Commercial Analytics & Business Intelligence: Develop executive dashboards and commercial reports covering revenue, new business, recurring revenue, churn, profitability, and salesperson productivity. Convert complex telematics and customer usage data into actionable insights.
- Recurring Revenue & Customer Lifecycle Management: Monitor Monthly Recurring Revenue (MRR), Annual Recurring Revenue (ARR), churn, and customer retention. Implement commercial interventions to protect the customer base and identify upsell/cross-sell opportunities across existing accounts.
- Commercial Finance, Pricing & Profitability: Evaluate revenue quality, gross margins, and contribution margins across hardware, installations, connectivity, and software subscriptions. Support pricing strategies, discount governance, and contract profitability assessments.
- Process Optimisation & Systems: Optimise the end-to-end sales lifecycle—from prospecting and contracting to installation, activation, and revenue assurance. Drive the adoption of CRM, business intelligence, and workflow automation tools.
- Market Development & Competitive Intelligence: Analyse competitor positioning, pricing trends, and product propositions in the South African telematics industry to support go-to-market strategies for new products and adjacent revenue streams.
What We’re Looking For
- Commercial Acumen: Strong financial and strategic understanding of recurring revenue models, subscription economics, and sales-channel dynamics.
- Data-Driven Decision Making: A proven ability to translate analytics, business intelligence tools (e.g., Power BI), and customer data into strategic execution.
- Operational & Process Focus: Proficiency in optimizing end-to-end commercial workflows, improving cross-functional alignment, and driving sales productivity.
- Stakeholder Influence: Excellent communication skills with a track record of leading cross-functional projects and influencing senior stakeholders and executive teams.
- Industry Insight: A solid understanding of telematics products, fleet operations, data analytics, and customer value propositions.
Qualifications & Experience
- Education: Bachelor's degree in Commerce, Business Management, Finance, Economics, Information Systems, Marketing, or a related discipline. (Certifications in business analytics, project management, CRM, or process improvement are highly advantageous).
- Experience: 5–8 years of experience in commercial management, sales operations, business enablement, business intelligence, or commercial strategy.
- Sector Background: Demonstrable experience within a technology-led, subscription-based, telecommunications, fleet management, or data analytics business.
- Technical Skills: Advanced proficiency in CRM platforms, revenue forecasting tools, and business intelligence suites (e.g., Power BI).