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Senior Commercial Manager

Reading, United Kingdom
Sales, Strategy, Marketing, and Commercial Management

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English (US)

Job Description

Date: Nov 22, 2018

The Digital Business Services (DBS) Senior Services Commercial Manager will work across the Digital Services organisation across the Middle East, Latin America and Europe region (MELA) primarily supporting the Solution and Service Lines in driving profitable new business and identifying tactics and commercial solutions to turnaround underperforming deals.  They will be an authority in all end to end commercial matters to secure long and short-term profitable business for Ericsson.

 

The DBS Senior Services Commercial Manager will work alongside the Solution & Service Line and CU colleagues to define commercial strategies, handle negotiations and take commercial decisions. They will also develop/enhance new DBS commercial strategies and models to enable future revenues and margins.

 

The DBS Senior Services Commercial Manager is responsible for driving end to end commercial excellence and best practice by ensuring commercial support for all Accounts in the Market Area.  They will align to agreed Business Area commercial strategies and perform Market Area benchmark analysis, reduce and mitigate commercial risk and improve scoping accuracy, as well as manage commercial models and value argumentation in order to support accounts during negotiations.

 

The DBS Senior Services Commercial Manager reports to the DBS Commercial Director.

 

Key Responsibilities

  • Expert in DBS end to end Commercial Management within MELA

  • Drive Commercial Management excellence within MELA

  • Reduce Commercial risk exposure in pre and post sales

  • Provide domain specific Commercial Argumentation and support

  • Develop, deploy and re-use  suite of best practice commercial assets including CAST templates and IWPs

  • Secure bare-bone scoping aligned with customer requirements in commercial offers

  • Define winning DBS commercial tactics and strategy

  • Facilitate tactical setting of DBS commercial tactics on Cross-CU or Cross-GCU deals

  • Validate or escalate offerings based on allowed commercial models

  • Evolve our commercial models to fit market and customer reality

  • Support the team in negotiations and engage directly with customers

  • Set and implement the BDGS DBS CM Guidelines in MELA

  • Assure CU/GCU training and adherence to all Commercial Strategies

  • Support CU/GCU Commercial Management in escalations

  • Actively seek/collect Commercial Intelligence

  • Provide input to MELA commercial strategy

  • Prepare and Present commercial trends and reports

  • Secure profitable sales by enforcing Commercial Management best practices

  • Create commercial proposals, including price setting, business analysis, profitability analysis, negotiation planning, risk management, cash flow analysis.

  • Support Red Team Review Teams optimization and commercial scoping of selected key deals

 

Qualifications and Competence Requirements

Education:

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

    Qualifications:
  • IACCM qualification preferred

  • Experience of ICT/NMS sales and managing complex projects

  • Knowledge of ICT industry, competitors & value proposition

  • Commercial skills of ICT Programs and Digital Services 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

  • Proficient in negotiating pricing and associated T&Cs from a contractual perspective

  • Proven leadership to mobilize expertize and drive change

  • Customer ICT experience advantageous

Job Role Competencies

  • Extensive experience in project delivery and/or price management/commercial/sales operations working directly with customers.

  • Sound knowledge and understanding of the IT and Telecommunications industries, in particular Digital Services, 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 Digital Services 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

  • Thought leadership in identifying short and long term priorities in order to support business needs

  • Team player, a high degree of accountability, creative and result oriented, able to work under pressure.

 

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: United Kingdom (GB) || || Reading || SalesStratMkt&ComMgt

Req ID: 263696