Senior Manager - Commercial Management

Leadership Stage,India
  • Bangalore
  • 10-20 lakh
  • 10-15 years
  • 30 Nov 2015

  • Sales & Marketing

  • Telecom/ Mobile Operator/ ISP/ Telecom Vendor
Job Description

Responsible for analysing all commercial offers and escalating for approval, when necessary, to the applicable business unit and/or senior executive management team.
The incumbent will work closely with the Regional Sales Directors and Account Managers to support the sales effort in finding innovative solutions to meet customer business needs with commercially viable solutions that maximizes Our Client profitability.
Reports directly to the Regional Sales Vice President and dotted line to the Global Business Operations lead.
The incumbent will overseas a team that works closely with Sales, Solutions Sales Management, Product Business Unit teams, Customer Services, Global Operations, and the other functional groups to develop winning pricing strategies that are optimized to increase profitability, meet customers business needs, and ensure pricing/margin goals are met and documented.
Responsible for some aspects of sales operations, such as pipeline management, sales process creation and implementation, working with finance to identify gaps on quarterly numbers and support design of sales compensation.
Support the Regional Sales teams with commercial expertise required so as to meet/exceed regional revenue, bookings and margin goals. This will include proactive opportunity development, promotion of Our Client solution capabilities in conjunction with sales and take primary ownership for all business case development, pricing and contract terms.
Responsible for framing all commercial offers as part of RFI/RFP/RFQ or general business proposals within the respective region or account responsibility.
Responsible for developing business case Deal Sheets on each and every opportunity to facilitate accurate margin analysis and deal escalation, approval, and documentation as necessary, using the available in-house tools which facilitate the deal approval process.
Develop and maintain a strategy for competing in the regional market with assigned product / solution sets.
Awareness on what the competition is doing is essential, as well as strong analytical skills to compare bids and identify trends in the market
Support regional VP with pipeline management and deal tracking
10 to 15 years of telecommunications experience in marketing and business management.
Results oriented with the ability to work independently while following team goals.
Attention to detail, with strong organizational skills
Excellent knowledge of Microsoft Excel is required.
Excellent communication skills are required.
Good working knowledge of common industry specific contracts terms & conditions and general contract frameworks.
Good understanding of revenue recognition rules
Strong commercial and contract negotiation skills are essential
High proficiency communicating in English, both written and verbal, ability to write and speak other regional languages would be an advantage.
Excellent understanding of the regional telecommunications service providers.
Understanding of the network considerations and rationale for evaluating possible alternative / multiple network designs which would influence the business case development.
Able to construct creative and novel commercial proposals based on best use of technology, service, network optimization process efficiency, and cost.
Be in a position to understand at basic functional level the configuration and application rules that drive Our Client solution configurations.
Display solid understanding of contract terms and conditions and impact on revenue recognition.

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Leadership Stage,India