Functieomschrijving
The Senior Commercial Manager works with in-country teams to prepare, track and coordinate the commercial aspects and financial strategy of medium to highly complex deals. They will also take accountability for mentoring and coaching more junior members of the regional commercial team to support the overall competence development of the team. Responsible for negotiating, structuring, and/or administrating contractual documents that establish business relationships with vendors, customers and/or partners. Works with sales and service teams as well as the legal department to structure contracts. Analyzes contracts to ensure compliance to company policy, government specifications and other requirements.
Key roles and responsibilities:
Prepare the commercial parts of sales proposals for submission to clients.
Provide recommendations and review the pricing and costing of deals to ensure maximum benefit and minimum risk to NTT (Ltd).
Build and compile pricing models for specific proposals and provide input into the development of standardized pricing models.
Provide a commercial summary, benefits, internal margin sharing, financial options and assumptions to be consolidated into the client's template.
Present key pricing assumptions and risks for sign off at relevant levels, in line with the authority matrix.
Engage with and leverage off relationships between NTT(Ltd) and vendors and/or subcontractors and strategic alliances, including the Legal Team during the conception, construction and review of client proposals, soliciting information and escalating queries.
Ensure that deal profitability is not eroded over time by calculating the long term profit of deals, evaluating and concluding on foreign currency issues and the impacts of these both financially and contractually.
Incorporate NTT (Ltd) terms and conditions into the structure of client financing models and master services agreements.
Ensure deal profitability by investigating taxation, inflationary movements cost of living issues, etc.
Provide support to relevant team by assisting with the maintenance of vendor warranties to ensure inclusion in construction of deals.
Analysis of pricing impacts on cash flow for the client and take responsibility for building pricing profiles. Lead or participate in the negotiation of deals with clients by interpreting information and providing advice on the commercial viability of the opportunity. Evaluate the financing, leasing and accounting impacts of deals. Mitigate risks in terms of the calculation and payment of penalties, contract termination, building agreements, limitation of liability and non-solicitation for bids and/or deals and provide feedback to the key stakeholders regarding these. Contribute competitive pricing intelligence data to SCOEs. Provide input to process/business requirements development.
Requirements
Good understanding of the local operating, commercial and general business conditions.
Well-developed negotiation skills.
Lateral thinking ability.
Excellent attention to detail and organizational skills.
Good business and commercial acumen coupled with an analytical mind.
Ability to work under pressure without compromising quality and accuracy.
Solid team skills, particularly engaging with the team to continuously develop own expertise.
Good communication skills, especially related to facilitation, documentation and reporting.
Good Microsoft Office skills (Excel/Word/PowerPoint).
Highly numerate and display high levels of integrity.
Academic qualifications and certifications
Bachelor's degree in a relevant field of study (Finance, Commerce, Business).
Relevant certifications.
Required experience
Solid experience working in the field in a similar role within a global ICT services provider.
Substantial experience working with pricing assumptions and developing pricing models.
Substantial deal structuring, pricing review and negotiation experience.
Solid experience working with vendors and/or suppliers.
Previous experience in an accounting type role.
Previous coaching experience.
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