Post-Sale Commercial Manager

Commercial Leader

JD:  Minimum of 5-8 years hands-on Commercial Management experience in IT/ITES industry, with overall experience of around 10 to 14 years.

Roles & Responsibilities

Post-Sales Commercial:
Initial Setup
• Responsible for setting up the commercial parameters defined in the contract in the systems after the contract is won
• Presentation of commercial aspects of the deal
• Help setup time reporting and invoicing process
• Develop templates for pricing adjustments, volumetrics, gainshare, calculation of Service Credits/ LDs / earn-back etc
• Develop a checklist of possible revenue leakage areas

Delivery Phase
• Responsible for the commercial relationship with the customer
• 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.
• Client interface for commercial matters
• Engage with Delivery for all commercial issues and ensure optimum financial performance of the account
• Manage contract change and keep billing schedule updated
• Review Change Requests/ Work Packages/ SoW from commercial perspective
• Indexation/ currency adjustment
• Financial Analysis
• In account sales, renegotiation / renewal support

Required Skills
• Excellent communication skills.
• Strong numeracy and understanding of finances.
• Very good MS-office skill; particularly MS-Excel
• Thorough understanding of key commercial principles
• Experience in dealing with senior client and supplier representatives (typically CxO).
• Ability to make decision
• Willingness to go to dwell into the details
• Quality management and control
• Good familiarity with Capgemini 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
• In addition to the above, for Pre-sales
o Significant contract and deal negotiation experience in a pre-sales environment. Commercial leadership of the negotiation, shaping and winning of large Capabilities