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Commercial manager

1 month ago

Kuala Lumpur, Kuala Lumpur, Malaysia Orange SA Full time
about the role

Key accountabilities include:

  1. Senior advisor with significant experience and ability to support structuring and negotiations of large, complex deals.
  2. Act as the senior Commercial representative, internally with bid teams and externally with the customer, including reviews and presentations to internal and external executives.
  3. 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.
  4. Support commercial structure including:
  • 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.
Support financial structure including:
  • 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.
Support risk evaluation inclusive of:
  • Risk management.
  • Mitigation action planning & accountability.
  • Financial accounting of residual risk.
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.Recommend optimum commercial & financial structure to meet internal / external win themes at minimum risk.Ensure all identified risk is documented and assessed, with mitigation action plans and owners in place with progressive monitoring.Ensure residual risk is minimized, reported and financially accounted.Possess strong financial skills and attention to detail to coordinate / execute bids with Financial Architect.Champion commercial bid support at the senior management level from all functions.Ensure technical solutions are viable, in concert with commercial requirements, and deliverable from a technical and financial perspective.Prepare and present deal review collateral to internal executive committee, providing deal overview and key sales, technical, commercial & financial proposal details and associated risks.Coordinate timely bid to contract transition of all commercial requirements, with key stakeholders identified, to optimize contract start up / performance.Act as single point of contact for conflict escalation / resolution on all commercial issues.Ensure compliance with company regulations, including bid process, Schedule of Authority, human resources (local employment law) and investment guidelines.Significant travel required.about you

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.
  • 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.
department

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.

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