Commercial manager

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Key Accountabilities

Senior advisor with significant experience and ability to support structuring and negotiations of large, complex deals. Risk is understood and mitigated through design and negotiation of business terms and conditions, linked to the business case. Act as the senior Commercial representative, internally with bid teams and externally with the customer, including reviews and presentations to internal and external executives. Clearly present an overview of pricing and commercial terms to customers as well as business case and onerous terms and risk to internal executives to support the decision process.

Responsibilities

1. In support of Sales, and in coordination with Legal, Finance, and Solutions teams, create, structure, and negotiate (internally and externally) commercial, financial, and risk structure of bids from qualification through to customer proposal submission, negotiation, and contract signature.
2. Customer solutions that have been validated by the various internal stakeholders resulting in improved customer satisfaction through anticipated and deliverable services.
3. In support of commercial structure inclusive of:
1. Customer & Opportunity discovery & assessment including due diligence
2. Partnership/vendor management/third party flow-down/flow-up
3. Heads of Agreements/MOU/LOI
4. Technology refresh
5. Termination & termination liability
6. Penalties and liabilities
7. Governance model
8. Migration planning
9. Change management
10. Key terms and conditions that meet customer and internal business objectives and are aligned with the objectives of the financial business case.
4. In support of financial structure inclusive of:
1. Total cost of ownership
2. Design to cost
3. Capex & leasing
4. Optimum pricing structure for growth
5. Revenue assurance & benchmarking
6. Financial incentives (i.e., gain sharing)
7. Billing, currency, and payment terms
8. Taxation & Treasury
5. Creative financial solutions that meet both internal and customer business objectives.
6. Deal financials that support internal financial objectives to include forecasting, business planning, and corporate initiatives and policy.
7. In support of risk evaluation inclusive of:
1. Risk management
2. Mitigation action planning & accountability
3. Financial accounting of residual risk
8. Review and evaluate an opportunity’s commercial structure and risk (including a complete financial understanding), as well as issues related to contractual, regulatory, delivery, and life cycle.
9. Define and negotiate terms to mitigate risk.
10. Ensure all identified risk is documented and assessed, with mitigation action plans and owners in place with progressive monitoring.
11. Cross-functional risk assessment by bid team members ensuring full view of risk is understood and transitioned to delivery teams.
12. Internal deal P&L visibility to support the decision process and transition of business case to Finance for contract delivery P&L.

Qualifications

Possess strong financial skills and attention to detail to coordinate/execute bids with Financial Architect Terms that are aligned with the business case. Champion commercial bid support at the senior management level from all functions, ensuring well-coordinated bids with cross-functional stakeholders. Ensure technical solutions are viable (internally and externally with customer/partners/third parties) in concert with commercial requirements and deliverable from a technical and financial perspective. Solutions are validated through scorecards ensuring risks are identified and mitigated resulting in improved customer satisfaction. Prepare and present deal review collateral to internal executive committee, providing deal overview and key sales, technical, commercial & financial proposal details and associated risks. Clearly presented deal overview to include business case, business terms, and risk assessment, to support the decision process. Coordinate timely bid to contract transition of all commercial requirements, with key stakeholders identified, to optimize contract start-up/performance. Single point of contact for conflict escalation/resolution on all commercial issues. Ensure compliance with company regulations, including bid process, Schedule of Authority, human resources (local employment law), and investment guidelines. Significant travel required. #J-18808-Ljbffr