Commercial Director

votre rôle

Manage commercial activities for complex multi-domain bids. In a support role to sales, create structure and negotiate commercial and financial structure of bids with minimal residual risk, to address customer needs as well as Orange Business financial and business objective, in conjunction with policy requirements.

Key accountabilities

Advisor with significant experience and ability to support structuring and negotiations of large, complex deals. Act as the Commercial representative, internally with bid teams and externally with the customer, including reviews and presentations to internal and external executives. In support of Sales, and in coordination with Legal, Finance and Solutions teams, 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. 

In support of commercial structure inclusive of: 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

Key result/decision areas (outcomes)

Risk is understood and mitigated through design and negotiation of business terms and conditions, and linked to the business case. Clearly presented overview of pricing and commercial terms to customers as well as business case and onerous terms and risk to internal executives to support the decision process. Customer solutions that have been validated by the various internal stakeholders resulting in improved customer satisfaction through anticipated and deliverable services. Key terms and conditions that meet customer and internal business objectives and are aligned with the objectives of the financial business case. Competitive solutions that are validated by key stakeholders whilst ensuring the customer's business needs are fulfilled.

Key accountabilities 

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 (internally and externally with customer/partners / third parties); in concert with commercial requirements; deliverable from a technical and financial perspective.

In support of the financial structure inclusive of:

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.

In support of risk evaluation inclusive of:

Risk management; Mitigation action planning & accountability; Financial accounting of residual risk.

Key result/decision areas (outcomes)

Creative financial solutions that meet both internal and customer business objectives. Deal financials that support internal financial objectives to include forecasting, business planning and corporate initiatives and policy. Risk is understood, documented and mitigated. Identified and evaluated risk with recommended terms to mitigate such risk. Creative customer solutions that are operationally and financially sound. Cross-functional risk assessment by bid team members ensuring full view of risk is understood and transitioned to delivery teams. Internal deal P&L visibility to support the decision process and transition of business case to Finance for contract delivery P&L. Terms that are aligned with the business case. Terms that are aligned with the business case. Well coordinated bids with cross functional stakeholders. Alignment between proposed solution and internal delivery capabilities and financial objectives resulting in improved customer satisfaction. Solutions are validated through scorecards ensuring risks are identified and mitigated resulting in improved customer satisfaction.

Key accountabilities

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. 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. Travel required circa 20% time.

Key result/decision areas (outcomes)

Clearly presented deal overview to include business case, business terms, and risk assessment, to support the decision process. Bids that transition into successfully deliverable solutions and meet the anticipated financial objectives. A well coordinated bid process and quick resolution to customer issues. A well coordinated bid process and compliance with corporate governance.