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Commercial Manager - Software

Closing date
28 Jan 2022

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Contract Type
Full Time
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The Commercial Function is accountable for the overall commercial risk framework in relation to client (sales) deals and contracts end-to-end, including any third-parties and suppliers involved.

Overall Commercial Function Accountabilities:
Assess the revenue opportunity versus the risk & cost profile of the pricing/commercial model
Support and lead the contract negotiations including the direct supplier negotiations and flow-downs
Provide proactive contract management and manage commercial implications of service performance
Manage in-life contract changes
Advise on strategic commercial implications resulting from legal & regulatory changes
Support & advise on the commercial dispute management strategy
Define & oversee adherence to commercial policies & procedures
Own and apply commercial scrutiny via governance gates e.g., divisional and group contract review committees

Responsibilities specific to the role:

Assist the sales team to secure profitable and deliverable new business
Provide commercial support in deal shaping, negotiations & contracting
Review pricing of existing and new business proposals to ensure they are aligned with company margin, risk and contingency provisions
Ensure all customer and supplier bids/contracts are approved and reviewed in line with deal approval governance and policy prior to submission/signature
Identify, manage and report on key commercial / legal risks (legal risks to be communicated to Legal function and ongoing appropriate support / liaison to be maintained)
Be main point of contact for principal client contract(s) and provide in-life client contract management support
Review, interpret and advise on existing contract rights and obligations
Lead change management of contracts including production of BAU contract variations
Support production of regular contract reporting in line with governance and contract requirements
Ensure that contract records are maintained and accessible as directed
Record, ratify and circulate commercial / negotiation meeting minutes when required
Support the business by owning and performing the ongoing admin of contracts (including the provision of contractual templates / tool kits, and delivering notices)
Support of sub-contractor relationship management.
Support of due diligence and MI / audit data request activities
Work as part of client specific management teams, including managing a pipeline of activity and contributing to client specific strategy, review and performance

Engagement & Reporting Levels:

Functionally reports to Senior Commercial Manager or Commercial Director
Engages internally with colleagues within the account and/or business, Commercial Director, and across other internal divisions and businesses as required
Engages externally typically with client-side commercial and operations teams
Engages externally typically with supplier-side account management, commercial and operations teams

Skill Set & Personal Profile:

Desirable 2+ years' contracts experience and demonstrable track record of owning and delivering pre and post contract activity, including:
Good understanding of bid preparation and submission processes (ITT, RFP, BAFO)
Ability to identify and analyse key commercial risks such as KPIs, SLAs, contractual dependencies and milestones
Strong contract drafting and negotiation skills
Strong knowledge of contract law and its application in SW / IT / BPO / Professional Services environments
Good working knowledge of GDPR
Good basic financial acumen (P&L, cashflow, balance sheet) and understanding of financial modelling, contract pricing and differing pricing models
Producing reports and summaries (ad hoc and regular) which clearly articulate key matters for a senior and/or non-commercial audience
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