Senior Commercial Manager, Trading Performance and Strategy

Job Description

Locations: London, Birmingham, Bristol, Manchester

Flexible Working: BT have moved to a hybrid working model - you can work from home 2 days per week. This means you’ll be at your contractual location 3 days a week.

Why Wholesale?

We have around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications. We also provide network IT services to corporate and public sector organisations in the Republic of Ireland.

Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services. Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including Fleet Solutions and BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

The Wholesale Sales function partners with and delivers capability to our biggest customers (across the UK and beyond), who in turn deliver communication services to their customers. In Wholesale, we leverage BT’s assets, diversity and sales excellence to provide these customers with best in class, innovative technology that empowers their customers’ future.

Why this job matters

As the Senior Manager Trading, Performance and Strategy, you will play a pivotal role in driving commercial performance across Trading and Sales Effectiveness. Leading a team of commercial specialists, you will be responsible for developing and executing strategies that optimise trading outcomes, deliver actionable market intelligence, and enhance sales performance through effective commission and target structures. You will head up cross‑functional teams spanning trading, pay plans, bid management, risk and governance, and strategy and planning, turning data and customer insights into clear actions that drive performance and long‑term growth. A key focus will be on coaching, developing, and managing the team to ensure high performance and future capability.

What you’ll be doing

• Lead end-to-end commercial strategy and trading performance for Wholesale, balancing day-to-day operations with long-term growth aligned to market dynamics and customer needs.
• Translate trading, customer, and market data into actionable insights that inform strategic decisions and drive commercial performance.
• Design and oversee sales pay plans, incentives, and target frameworks to motivate the sales organisation and align with commercial objectives.
• Lead and govern the bids process and risk management activities, ensuring commercial rigour, robust evaluation, compliance with group standards, and alignment with business priorities.
• Build and develop a high-performing team of commercial specialists, providing clear leadership and coaching to shape the operating model and drive a culture of accountability and excellence across cross-functional partnerships.

The skills you’ll need

Commercial StrategyCommercial ManagementStrategic PlanningRelationship BuildingBid ManagementCustomer Insights

What we would like to see on your CV

• Proven experience in commercial management, trading performance, or related commercial strategy roles.
• Strong leadership skills with experience managing multi-disciplinary teams and shaping operating models.
• Demonstrable expertise in strategic planning and turning data and customer insights into actionable commercial decisions.
• Solid understanding of bid management, risk and governance, and sales incentive/pay plan design.
• Excellent stakeholder management, communication, and relationship-building skills, with the ability to influence at senior levels.
• Ability to operate in a fast-paced, dynamic environment and balance both long-term strategic work and day-to-day trading priorities.

Benefits include

• 15% on target bonus​
• Health Care
• Car Allowance
• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%​
• From January 2025, equal family leave: receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.​
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.​
• 25 days annual leave (not including bank holidays), increasing with service​
• 24/7 private virtual GP appointments for UK colleagues​
• 2 weeks carer’s leave ​
• World-class training and development opportunities​
• Option to join BT Shares Saving schemes.​

Flexible working

BT have moved to a hybrid working model - you can work from home 2 days per week. This means you’ll be at your contractual location 3 days a week.

About us

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We’re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses.

We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

We will also offer reasonable adjustments for the selection process if required, so please do not hesitate to inform us.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.