Commercial Supervisor

Description

Job Summary: The Commercial Supervisor (Implementation Project) will be responsible for implementing and structuring the office’s commercial department, building commercial predictability and sustainable growth. Key Highlights: 1. Lead the end-to-end implementation and structuring of a commercial department from scratch 2. Focus on commercial predictability and qualification of client acquisition 3. Direct reporting to the Executive Board/CEO in a growth initiative **1\) Brief Description** The Commercial Supervisor (Implementation Project – Structuring Phase) will be responsible for implementing and structuring the commercial department of Sá das Neves Advocacia law firm, ensuring clear processes, management routines, KPIs, and effective integration with internal departments. This is an implementation role (not a sales position), focused on building commercial predictability, qualifying client acquisition, and sustaining organized and sustainable growth, with direct reporting to the Executive Board/CEO. On-site work model, PJ contract, remuneration **to be agreed upon** (fixed \+ performance-based variable), with scope and remuneration review scheduled after 90 days, based on performance and deliverables. **2\) Requirements** **Technical Requirements** * Proven experience in commercial coordination/leadership, preferably in service-oriented companies. * Practical experience in implementing and/or organizing a commercial area during its initial phase (“from scratch” structuring). * Experience managing SDR and/or Closer teams (structuring, training, monitoring, and performance evaluation). * Proficiency in CRM systems (HubSpot, Pipedrive, RD Station, Pipefy, or similar), including implementation and consistent daily usage. Solid understanding of the sales funnel/pipeline (lead → qualification → closing* → documentation). * Ability to create and manage goals and KPIs, as well as conduct routine monitoring. * Numerical literacy and analytical skills for data-driven decision-making (conversion rates, productivity, response times, and closing times). * Ability to generate concise, objective reports for executive leadership and propose data-backed improvements. * Bachelor’s degree in Business Administration, Commercial Management, Marketing, Business Processes, or related fields (legal education is not required). * **Behavioral Requirements** * Structural and execution-oriented profile, with strong discipline in implementation and follow-up. * Organizational skills, prioritization ability, and capacity to hold others accountable firmly and respectfully. * Clear and objective communication (leading alignment sessions, trainings, feedback, and course corrections). * Ethical and professional demeanor, safeguarding institutional reputation and acquisition quality. * Growth mindset grounded in responsibility, consistency, and process focus. **3\) Responsibilities** * Implement and organize the office’s commercial department, defining structure, routines, and operational standards. Define, document, and maintain commercial process flows (lead → qualification → closing* → documentation), ensuring predictability and quality. * Structure roles and responsibilities for the team (SDR, Closer, and Post-Sales), including handover criteria and quality standards. * Implement and ensure effective CRM usage (contacts, stages, activities, follow-ups, records, and pipeline governance). * Coordinate, train, and develop the commercial team, including onboarding, refresher trainings, and continuous coaching. * Create and standardize outreach, qualification, and closing scripts, focusing on efficiency, ethics, and alignment with the firm’s profile. * Monitor individual and team performance, delivering feedback, course corrections, and development plans when necessary. * Define and track commercial KPIs (e.g., leads received, conversion rate, response time, closing time, number of cases closed per day/month). * Prepare simple and objective reports for executive leadership, including performance analysis, bottlenecks, and recommendations. * Propose and implement continuous improvements based on data, reinforcing execution consistency and performance gains. * Collaborate closely with Customer Service, Legal, and Finance departments to ensure operational alignment. * Ensure only viable clients aligned with the firm’s profile advance through the funnel, preserving quality, ethics, and institutional reputation. Minimum Education: Bachelor’s Degree