Commercial manager

Votre rôle

Key accountabilities
Key result / decision areas (outcomes)
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, and 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 presented 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

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.

Customer solutions that have been validated by the various internal stakeholders resulting in improved customer satisfaction through anticipated and deliverable services

In support of commercial structure inclusive of:

• Customer & Opportunity discovery & assessment including due diligence
• Partnership / vendor management / third party flow-down / flow-up
• Heads of Agreements / MOU / LOI
• Technology refresh
• Termination & termination liability
• Penalties and liabilities
• Governance model
• Migration planning
• Change management

Key terms and conditions that meet customer and internal business objectives and are aligned with the objectives of the financial business case.

Competitive solutions that are validated by key stakeholders whilst ensuring the customers business needs are fulfilled
In support of financial structure inclusive of:

• Total cost of ownership
• Design to cost
• Capex & leasing
• Optimum pricing structure for growth
• Revenue assurance & benchmarking
• Financial incentives (i.e. gain sharing)
• Billing, currency, and payment terms
• Taxation & Treasury

Creative financial solutions that meet both internal and customer business objectives.

Deal financials that support internal financial objectives to include forecasting, business planning and corporate initiatives and policy
In support of risk evaluation inclusive of:

• Risk management
• Mitigation action planning & accountability
• Financial accounting of residual risk

Risk is understood, documented and mitigated
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. Define and negotiate terms to mitigate risk
Identified and evaluated risk with recommended terms to mitigate such risk
Recommend optimum commercial & financial structure to meet internal / external win themes at minimum risk
Creative customer solutions that are operationally and financially sound
Ensure all identified risk is documented and assessed, with mitigation action plans and owners in place with progressive monitoring
Cross-functional risk assessment by bid team members ensuring full view of risk is understood and transitioned to delivery teams
Ensure residual risk is minimized, reported and financially accounted
Internal deal P&L visibility to support the decision process and transition of business case to Finance for contract delivery P&L
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

Well coordinated bids with cross functional stakeholders.

Alignment between proposed solution and internal delivery capabilities and financial objectives resulting in improved customer satisfaction

• Ensure technical solutions are:

• viable (internally and externally with customer / partners / third parties)
• in concert with commercial requirements
• 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.

Bids that transition into successfully deliverable solutions and meet the anticipated financial objectives

• Single point of contact for conflict escalation / resolution on all commercial issues

A well coordinated bid process and quick resolution to customer issues

• Ensure compliance with company regulations, including bid process, Schedule of Authority, human resources (local employment law) and investment guidelines

A well coordinated bid process and compliance with corporate governance

• Significant travel required

Votre profil

Knowledge and abilities
Ability to engage and partner with customers, vendors and third parties to create winning financial and business solutions in a competitive marketplace
Customer facing, develop and negotiate commercially and financially sound contracts that provide high value to both Orange Business Services and its customer throughout the full life cycle of the contract with accommodation for growth. Negotiation experience in multiple geographies including ANZ, APAC and Europe including CH
Keen understanding of risk and risk mitigation techniques, ensuring risk is understood and under control
Strong finance skills; including ability to understand and articulate deal impact to company and customer financial objectives

Education, qualifications, and certifications
Bachelor Degree in relevant area. Prefer technical degree coupled with secondary business or finance degree or MBA
Master of Business Administration, or concentration in Finance or International Business Law
Training in Contracts and Negotiations, IACCM certification-preferred not required

Experience
10+ years of business experience

• at least 5 years of commercial management bid experience in the telecommunications / IT environment working on large, complex and outsourcing deals for large multinational companies. 3 years minimum experience managing P&L operations in IT or Services Market

Experience in creating and negotiating complex terms and conditions that are supported by a detailed financial business case coupled with risk strategy and mitigation planning – in a competitive and global marketplace
Broad technical knowledge of managed data networks and associated services including Security, Hosting, IPT, Voice & Mobile, Convergence and Integration Services
Strong communication skills (verbal and written), particularly related to articulating specific corporate strategy and commercial solution for large, complex and outsourcing customer proposals to both internal and customer executive decision makers

Le plus de l'offre

Entité

Finance

Orange Business manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business

Contrat

CDI