DescriptionThe Commercial Lead provides excellent knowledge to plan and create commercially attractive bid responses to our customers that lead to the award of contracts, and manages the performance of the contracts to ensure Vodafone meets its obligations and commitments and delivers the expected financial value agreed pre-contract.
The Commercial Lead focusses on activities that provide high quality commercial and finance insights to the commercial function.
Supports driving sustainable value through the planning, negotiation and management of customer contracts, which optimize the customer investment of acquisition and retention cost to ensure profitability.
Typically reports to the Senior Commercial Manager.
Assists and advises on and provides commercial insight and planning to deliver to the short / medium / long term financial targets;
Ensures optimised performance against service level agreements;
Builds challenging but realistic forecasts that deliver on the company s plans;
Maintains the relationship with Financial Planning and Analysis (FPA) and Business Intelligence (BI) to ensure consistent, clear and accurate information;
Uses best practice knowledge to oversee both financial and non-financial numbers and KPIs in relation to full profit and Loss performance;
Understands the dynamics of the programme performance and articulates the impacts from business activity;
Understands and communicates concisely the relationship between the contractual terms and the commercial and financial solution;
May provide informal guidance to junior staff.
Responsibility for presentation, discussion, negotiation and overall lead of commercial discussions of offer with customer.
Attend customer visits, coordinate and lead complex commercial negotiations in line with and business principles.
Once the deal is signed, work closely with the contracts manager, service manager and commercial in life to ensure the right commercial structure and financial metrics are developed and implemented globally.
Strong analytical and decision making skills, including the ability to balance conflicting interests and make decisions based on incomplete or unreliable information
Swift analysis of information and articulation of the results to key stakeholders.
Analyse problems, delivering practical and innovative solutions critical to business needs.
Negotiate and recommend commercial schedule positions for VGE.
Excellent relationship builder, with the necessary personal impact to build credibility with customers, account and sales managers.
Work with our Operating Companies, Partners and Affiliates to ensure delivery of timely pricing to enter into customer opportunities
Provide guidance to all stakeholders of Vodafone OpCo’s and Partners pricing propositions and the regulatory constraints operating in the respective markets.
Provide C-Level written briefs and operate within a multi-language environment
Work closely with Vodafone Global Enterprise Sales, Service, Finance and the wider Commercial Bid and Pricing team with a specific focus on supporting the Southern Europe Sales and Service team
Proven Telecoms and / or IT managed service experience
Proven experience developing compelling commercial & pricing propositions in telecoms, fixed, mobility and managed services environments.
Knowledge of key market trends and impact on customer commercial offers.
Knowledge and understanding of pricing levels, features and future trends in the global business environment.
Proven experience in a customer facing environment and experience in customer facing negotiation
Demonstrate knowledge of commercial contract issues affecting a regional or global bid.
Management of multiple activities in an appropriate manner within a fluid and fast changing environment.