Commercial Manager - Deal Shaping - IT

We have an opportunity for a Commercial Manager(Deal Shaping) for one of our client.

Responsibilities :

- Improve WIN probability

- Deal shaping from commercial perspective

- Help arrive at Right Price to Win

- Internal Benchmarking

- Alternate pricing and commercial structures

- Client Business case

- Identify margin / price improvement levers

- Develop appropriate commercial solutions

- Develop appropriate commercial solutions taking account of risks related to Sales, Delivery, Legal and Finance

- Review cost modeling

- Review RFX documents to highlight risks

- Review compliance with internal guidelines

- Review pricing sheet responses

- Draft end to end Responses

- Commercial responses including contract markup, assumptions and T&Cs

- Establish MOU's/ agreements with Internal BU's

- Comprehensive contract documents with client and sub-contractors

- Commercial negotiation

- Commercial handover from pre-sale to post-sale teams

Required Skills:

- Excellent communication skills.

- Strong numeracy and understanding of finances.

- Thorough understanding of key commercial principles

- Experience in dealing with senior client and supplier representatives (typically CxO).

- Significant contract and deal negotiation experience in a pre-sales environment.

- Commercial leadership of the negotiation, shaping and winning of large or complex deals.