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Commercial Manager

Requisition Number:  10469
Contract Type:  Permanent
Location(s): 

Betzdorf, LU

ROLE DESCRIPTION SUMMARY

As our Commercial Manager, you will support the relevant business segments and will be responsible for the commercial validity of commercial deals and will organize and lead capture efforts for end-to-end satellite solutions. In this role you will oversee the management of the step review process (Bid/No Bid, Pursue/No Pursue) in coordination with the Sales Lead and Customer Account Manager and ensuring timely pricing approvals. You will delegate decision making authority on deal pricing as per applicable business approval process matrices.

 

Extended Job Description:

 

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

Opportunity Qualification

  • Business partner with commercial teams to provide pro-active, value-added financial support in the qualification of opportunities, reviewing the costs, benefits and risks of proceeding with the opportunity, and supporting the team with coming up with a winning sales strategy to enable deal and product profitability.
  • Facilitate the Opportunity Review, ensuring key stakeholder involvement and acting as the support between the sales department and the business.

 

Pricing & deal approval

  • Responsible for the deal profitability analysis for sales opportunities to ensure alignment with corporate policies and procedures, including risk assessment, margin analysis, pricing analysis and market benchmarking in co-operation with market intelligence and commercial performance management. Throughout the sales process, the commercial manager will own the commercial solution and deal P&L and ensure it’s aligned with the budget, business plan and forecast, as applicable.
  • Support the commercial sales team in negotiation of the deal with the customer. Responsible for the deal profitability in coordination with Finance & Product; responsible for ensuring the deal is in line with all business guidelines.
  • Responsible for ensuring on time drafting of customer contracts and ensure key commercial terms and principles are reflected in the customer agreements in cooperation with the legal department; balancing the opportunity with adequate protection for SES at all times.
  • Decision making authority on deal pricing as per the business approval process matrices
  • Responsible for obtaining all the necessary approvals per the corporate policies, where applicable this includes preparation of the deal approval pack and presentation of the deal to the senior management teams and sales and pricing committees.

 

Sales Process, Forecasting and Other Responsibilities

  • Ensuring pipeline data integrity as input to the sales forecasting in cooperation with the Segment Sales Lead and other key stakeholders.
  • Supporting the implementation and delivery of the Sales forecast. This will include working with Sales on the delivery of the inputs to the revenue model and completion of the forecast in coordination with all key stakeholders.
  • Apply revenue recognition policies, provide timely input to Finance on revenue and cost of sales related accruals and assure prudent inputs to forecasts, budgets and business plans.
  • Work closely with the Credit & Collections team and other key stakeholders to monitor and manage credit risk, receivables and adequate financial security for commercial opportunities. 

 

COMPETENCIES

  • Ability to interface effectively throughout SES
  • Good commercial negotiation skills, strategic awareness and business acumen
  • Good people & influencing skills including the ability to interface effectively with external and internal customers at all levels
  • Strong process skills required, in particular for the sales process and financial systems
  • Ability to integrate into an international environment
  • Hands on approach to responsibilities is required
  • Strong commercial and business acumen together with strategic awareness
  • Strong cross-functional team leadership skills and ability to work with teams remotely
  • High emotional intelligence in reading a situation and adapting leadership style to achieve results
  • Ability to prioritize and multi-task within a fast-paced, challenging and deadline-driven environment
  • Ability to take initiative, interact with all levels of management, and solve customer problems
  • Excellent critical thinking, structured written, verbal communication and presentation skills
  • Strong analytical, problem solving and negotiation skills
  • Exceptional project management skills and hands-on approach to responsibilities is required

 

QUALIFICATIONS & EXPERIENCE

  • University Degree, Finance, Economics or related discipline
  • Minimum of 7-10 years’ experience in bid management, product management, business analysis or pricing
  • Experience in a commercial environment; satellite or telecommunications industry experience preferred
  • Fluency in English (written and verbal), other languages are an advantage
  • Willingness to travel as required

 

OTHER KEY REQUIREMENTS / COMMENTS

  • Also responsible to support the Cloud business segment and the Global Service Provider market channel

 

SES is an Equal Opportunity and Affirmative Action Employer

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