Job Description
The role is responsible for leading a regional team of Commercial Design Architects (CDAs) responsible for commercial modelling and (or) bid management process of large and complex opportunities for a region. The role owns the commercial/financial build-up of proposals for major sales opportunities in the region, assessment of risks and business cases, negotiation of commercials for renewal of deals, evaluation of requests during the contract lifecycle for credits or reliefs of any nature. This role would involve understanding of customers commercial expectations, understanding of TCL product offerings & solutions proposed and competition /market insights to develop winning propositions. The role also facilitates effective bid qualification and is responsible for obtaining all necessary authorization for the successful completion of the bid. This is a strategic role for improvement of win rates in the markets served, and has a significant mid-term impact on business unit overall results.
Responsibilities
- Facilitate contract negotiations with legal, sales, commercial manager, and the customer, as needed.
- Reviewing key proposals from viability and commercial governance perspective and advising sales team on deviations, risk mitigation, and terms and conditions.
- Manage the production of customer proposals, ensuring a win strategy is developed and executed to produce proposals and contain a compelling proposition to the customer, presentation of our solution and the value it brings to our customers. Role requires collaboration with a wider cross-functional teams supporting the leader in the pre-sales process for pursuit of new business opportunities.
- Initiate corrective action where necessary by forward planning and forecasting, to ensure optimum utilization of company resources and promote customer satisfaction.
- Manage high value financial contracts and assess changes potentially impacting the underlying business case. Awareness of commercial and legal risks and consequences.
- Facilitate effective bid qualification and obtain all necessary authorization for the successful completion of the bid. Working with sales teams to assist in bid / no bid decisions, bid strategies and partnering decisions.
- Own and maintain the bid risk register and the development of the mitigation strategies required. Flag any issues or risks to the appropriate resources within the business.
- As a leader, the role is expected to create a framework for capturing market insights regularly to benchmark and re-adjust pricing of our products and solutions, and strengthen commercial models associated with the propositions. Expected to identify automation areas and enhance productivity through innovation.
The role leads a team of Commercial Deal Architects in the region.
Minimum qualification-
Experience in Finance or Engineering with sound knowledge of fundamentals of finance.
Desired Skill sets
- Experience in commercial operations or bid management roles
- Financial & business acumen, knowledge of the industry
- Analytical skills & strategic acumen
- Strong presentation & communication skills Proficiency in using MS Excel
- Ability to work with complex data sets.
- Highly analytical role that requires techno-commercial acumen
- Experience in developing complex pricing models and pricing strategies.
- Financial forecasting
- Conversant with financial accounting practices, such as taxation, balance sheet and overhead treatments
