Senior Commercial Manager - IT

Senior Manager - Commercial Manager (12 - 18 years overall experience)

Roles & Responsibilities:

Pre-Sales phase :

- Creating a negotiation strategy, providing guidance on a situational basis to the sales and delivery teams towards managing the negotiations, strategically, tactically and psychologically

- Leading negotiation of deals (both with clients and suppliers) for large and mid-sized deals. Assist with negotiation of other deals.

- Developing appropriate commercial solutions for the business taking account of issues/risk related to Sales, Delivery, Legal, Finance and Risk.

- Ensuring that Radical Rightshore requirements are addressed appropriately to achieve Group and Strategic Business Unit (SBU) approval of deals

- Creation / coaching related to the deal negotiation strategy including ongoing status monitoring as the negotiation progresses.

- Providing commercial handover from pre-sale to post-sale teams.

- Re-negotiation of major contracts, such as extensions and major changes.

- Escalation to Head of Risk where appropriate

Delivery phase :

- Responsible for the commercial relationship with the customer

- Responsible for setting up the commercial parameters defined in the contract in the systems after the contract is won

- Identifying and managing commercial risk, issues on the account

- Responsible for updating the YOY client facing rate card and ensuring that the systems are updated.

- Preparing customized BCS (Bid Control Sheet) for engagements Providing deal specific coaching and support to delivery team post sales.

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 Capabilities

- Ability to make decision

- Willingness to go to dwell into the details

- Quality management and control

- Good familiarity with delivery processes and rules Soft skills

- Positive attitude

- Ability to communicate actions, ideas and plans clearly

- Ability to work in multicultural and virtual environment

- Assertiveness and Rigor in appropriate situations

Required Experience: 8 to 14 years

Required Designation: Senior Manager

Location: Mumbai