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(Senior) Analyst, Commercial Management

Requisition Number:  11394
Contract Type:  Permanent
Location(s): 

Washington DC, US

The incumbent will support the relevant business segments and will be responsible for the validity of commercial deals and will organize and coordinate capture efforts for end-to-end satellite solutions. The role will oversee the review process (Bid/No Bid, Pursue/No Pursue) in coordination with the Sales Lead and Customer Account Manager and ensuring timely pricing approvals. The incumbent has delegated 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 incumbent 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 management and sales.

 

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
  • Commercial and business acumen together with strategic awareness
  • Project management 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

 

QUALIFICATIONS & EXPERIENCE

  • University Degree, Finance, Economics or related discipline
  • Minimum of 3-5 years’ experience in a similar function
  • 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

 

WHAT'S IN IT FOR YOU?

In addition to a competitive salary and benefits package, we offer you a truly global opportunity in an exciting industry and all the support you’ll need for both your professional and personal development. But most of all, we offer a truly unique opportunity to play your part in making a difference for those who need it most. We strive to uphold honesty, transparency and courage in everything we do. We’re proud to belong to the SES team and collaborate towards success.

 

GOOD TO KNOW

SES and its Affiliated Companies are committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law. In conformity with U.S. Government technology export regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR), and/or other applicable U.S. law, regulation or other requirements imposed by the U.S. Government, certain positions may require U.S. Citizenship, status as a lawful permanent resident of the U.S. or a “protected individual” as defined by 8 U.S.C. 1324b(a)(3), or eligibility to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.


Nearest Major Market: Washington DC

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