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Date: Jan 13, 2018

Location: Budapest, BU, HU

Company: Ericsson

YOU + Ericsson a powerful combination


A connected world is just the beginning. Your passion determines what comes next! Apply your ideas and insights to empowering people, business and society.

Discover what makes YOU + ERICSSON a powerful combination.


Commercial Director

We are now looking for a Commercial Director to act as an authority within Ericsson in commercial matters. Commercial Director implement two primary roles of the Commercial Management organization in the Customer Unit and reports to the Head of Commercial Management for Customer Unit Northern & Central Europe. (Commercial Manager Job Stage 7-8)

  • He/she is the local guardian of the commercial function. Partner with Key Account and safeguarding the Key Account short- and long-term commercial performance to ensure that all commercial functions are completed with the excellence Ericsson depends upon.
  • He/she supports the Key Account in finding the optimal solution for maximizing the deals margins, providing the winning and faster commercial proposals, facilitating and resolving the cross-domain alignment, by coordinating all the competence of the central Commercial Management functions.

Key Responsibilities

  • To be responsible for E2E (pre- & post-sales) commercial management for Key Account team
  • To be accountable for Commercial Strategy and execution of the Key Accounts
  • To provide domain specific techno-commercial argumentation and support Key Account team design rightly scoped solutions (in collaboration with presales)
  • To drive & establish CU Commercial Excellence
  • To ensure E2E governance of Sales Process and Sales Compliance adherence
  • To secure Sales Tools introduction and maintenance
  • To lead & manage communication & alignment with respective stakeholders in Commercial Management
  • To lead escalations within sales delegation decision framework
  • To participate actively in sales engagements (including customer facing interactions)
  • Responsible for coordination with Central Commercial Management Pool units, to secure resources required for Commercial Management related tasks, based on funnel requirements
  • Drive best practice for identifying, monitoring and mitigating Commercial Risk
  • Support with competitor commercial intelligence related to pricing, commercial behavior and reuse of best practice.
  • Support with project price/cost benchmarking and domain preferred delivery pyramid including right shoring strategy 



Qualifications and Competence Requirements


University degree in Business or Engineering, Master’s degree would be advantageous.


  • Experience of ICT /Networks and Managed Services sales and managing complex services projects
  • Knowledge of ICT industry, competitors & value proposition
  • Commercial skills of ICT Programs, AD/AM, Managed Services, HW and Software including industry accepted contract terms and conditions
  • Ability to translate customer needs and shape into a commercial strategy and tactics using industry accepted step-wise approach
  • Ability to negotiate prices, contract terms and conditions
  • Proven leadership to mobilize expertise and drive change
  • Customer Telco and ICT experience advantageous


Job Role Competencies

  • 10 /15 years of experience in sales and/or price management/commercial/sales operations working directly with customers.
  • Sound knowledge and understanding of the telecommunications industry in the region and of Ericsson's operational process.
  • Solid financial knowledge and analytical skills
  • Strong commercial understanding and focus
  • Technical competence, experience and strong networks within the Ericsson organization
  • Domain Competence: Experience in working with multiple competence domains and having led sales & delivery engagements spanning across portfolio and deal types. Focus domain competence is Networks /MS/ OSS, BSS, Cloud, CRM and Telecom Core according to the portfolio competence document
  • Highly developed knowledge and skills in leadership, communications, managing change and cultural awareness.
  • Thought leadership in identifying short and long-term priorities in order to support business needs
  • Team player, high degree of accountability, creative and result oriented, able to work under pressure
  • Risk management competence
  • Excellent negotiation skills


Ericsson Wide Competencies 

  • Cultural Awareness, strong cultural awareness and excellent language skills to enable communication throughout the organization.
  • People leadership, senior capabilities in managing/driving a transformation of Ericsson’s go to market. 
  • Customer presence: Ability to command the attention and respect of senior customer and industry executives, building trust. Excellent interpersonal, social and presentation skills.


  • Primary Hungary or Austria. Other Central Europe countries where we have significant business is an option also.

Why is Ericsson a great place to work?

Ericsson is the driving force behind the Networked Society where every person and every industry is empowered to reach their full potential. Mobility, broadband and the cloud are transforming the world, enabling industries and society to provide better services, capture new opportunities, improve businesses, increase efficiency, and create new user experiences.

Our services, software and infrastructure support every major telecom operator in the world. The transformation that this brings allows people, business and society to fulfill their potential and build a more sustainable future.

With some 115,000 employees and customers in 180 countries, we combine global scale with technology and services leadership. We support networks that connect more than 2.5 billion subscribers. 40 percent of the world’s mobile traffic is carried over Ericsson networks. And our SEK 100 billion investment in research and development over the last three years ensure that our solutions – and our customers – are at the forefront of innovation.

At Ericsson, we give our employees the freedom to think big. Your ideas and innovations can turn into achievements that impact society and change the world. Are you ready to be a change-maker? Learn what makes YOU + Ericsson a powerful combination. Join us today.

Founded in 1876, Ericsson has its headquarters in Stockholm, Sweden. Net sales in 2014 were SEK 228.0 billion (USD 33.1 billion). Ericsson is listed on NASDAQ OMX stock exchange in Stockholm and the NASDAQ in New York.


Ericsson provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, marital status, pregnancy, parental status, national origin, ethnic background, age, disability, political opinion, social status, veteran status, union membership or genetics.

Ericsson complies with applicable country, state and all local laws governing nondiscrimination in employment in every location across the world in which the company has facilities. In addition, Ericsson supports the UN Guiding Principles for Business and Human Rights and the United Nations Global Compact.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, training and development.

Ericsson expressly prohibits any form of workplace harassment based on race, color, religion, sex, sexual orientation, marital status, pregnancy, parental status, national origin, ethnic background, age, disability, political opinion, social status, veteran status, union membership or genetic information.


Primary country and city: Hungary (HU) || || Budapest || 21094

Req ID: 221186

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