Commercial Manager

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Commercial Manager ( Pricing)

Looking for the next step in your career? Enjoy a challenge? Do you have an ambition for innovation? Want to make a difference?

If you join our growing global team, you’ll be working for an industry leader with offices across five continents, in over 47 countries and more than 28 000 employees.

You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies who are all relying on Dimension Data to help them use the power of technology to achieve their ambition in this digital era.

You’ll be part of a team who’s passionate about making a difference to the way technology shapes how we live and work whether it’s protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.

You’ll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success.

You provide the skills, passion and ideas, and we’ll provide the platform to realise your ambitions.Great talent. Great teams.

Great work. Great opportunities.

Want to be part of our team?

Commercial Managers are the expert level commercial management job in Dimension Data. Commercial Managers are part of in-

country operations where they take the financial / commercial lead across multiple lines of business or Dimension Data brands for medium to high level complexity bids for local clients.

In some instances, the Senior Commercial Manager may form part of a bid organisation in Dimension Data.

The Commercial Manager ensures that contracts and projects sold by Dimension Data result in sustainable profit for the organisation.

They achieve this objective by collaborating with other Dimension Data stakeholders in the preparation, tracking and general management of the commercial aspects and financial strategy of client contracts.

Prepare sales proposals

Commercial Managers take the responsibility for preparing the commercial parts of sales proposals for submission to clients.

They consolidate, analyse and review the pricing and costing of deals in a manner that will ensure maximum benefit and minimum risk for Dimension Data.

Commercial Managers ensure the accuracy and alignment of costing and pricing of proposals.

  • Managed Services (MS) : The Commercial Manager will also work with the Business Development Manager and collaborate with a variety of stakeholders to compile and build pricing models for specific client proposals.
  • Where these pricing models are constructed, they develop standardised pricing models that reflect the services catalogue of Dimension Data.

    Review pricing and costing

    Where colleagues contributed to the pricing and costing information, they review the pricing and costing to ensure that what was provided is defendable and acceptable.

    This review includes providing a commercial summary, benefits, internal margin sharing, financial options and assumptions and the Commercial Managers consolidates this into the client’s template.

    Data analysis

    They present key pricing assumptions and risks for sign off at relevant levels, in line with the authority matrix. These individuals contribute to the commercial management strategy and are capable of evaluating deal costs and margin as it evolves through the process.

    Commercial Managers take accountability for the provision of data analysis and with the development of cost / price proposals.

    Develop client facing models

    Commercial Managers ensure that client proposals and contract clearly incorporate the Dimension Data necessary terms and conditions for optimal commercial and financial engagements.

    They are required to determine what those terms and conditions consists of. They work closely and negotiate with financial institutions to structure client financing models to meet client needs.

  • Managed Services (MS) : Where the various Business Units provide hardware, standard terms and conditions in the form of a master service agreement are included in the negotiation.
  • At times, clients provide their own terms and conditions and these are negotiated in the bid phase.

    Client and service orientation

    The Commercial Manager also engages with and leverages off relationships between Dimension Data and vendors and / or subcontractors and strategic alliances, including the Legal Team during the conception, construction and review of client proposals, soliciting information and resolving queries.

    They display a strong client and service orientation to internal and external clients and are able to engage with vendor owners.

    Ensure deal profitability

    They determine the commercial aspects of and provide input into the qualification of tenders and presales engagements. They calculate the long term profit of deals, evaluating and concluding on foreign currency issues and the impacts of these both financially and contractually.

    In so doing, he / she ensures deal profitability is not eroded over time.

    The Commercial Manager takes ownership of the taxation implications of deals and bids ensuring that deal profitability is maximised.

    They evaluate and conclude on all tax issues and risks ensuring that there is no indirect tax inefficiency in respect of deal structuring.

    They consider inflationary movements and cost of living issues, ensuring that this does not impact negatively on deal profitability over the long term.

    Managed Services (MS) : Taxation implications are addressed with relevant input from the global and guidance and input from relevant senior specialists in the business.

    Maintenance of vendor warranties

    Individuals in this role ensure that is no ambiguity in respect of support and maintenance for vendor product warranties.

    They ensure that product warranties offered by vendors flow down to clients. They assist with and are at times involved in pre-

    sales process, negotiating vendor pricing and terms and conditions, mitigating risk and exposure in respect of these third parties.

    In the Managed Services (MS) environment, the Commercial Manager’s responsibility in relation to vendor warranties is to ensure that these are considered and co-

    ordinated in the construction of deals but is then handed over to the account manager to manage.

    Evaluate pricing profiles

    He / she evaluates and concludes on invoicing profiles and payment terms and related impacts. They take responsibility for ensuring that deal cash flows regarding payments to vendors and receipts from clients are understood and maximised.

    They advise on the build of pricing model profiles as required and financially assess client requirements and related pricing impacts.

    Commercial Managers in Dimension Data perform an impact analysis on these profiles and ensure that the credit worthiness of the client is adequately addressed.

    In the Managed Services (MS) environment, the pricing impacts will extend to cash flow impacts for the client in terms of leasing or full payment.

    Evaluate financing, leasing and accounting

    Commercial Managers critically evaluate financing, leasing and accounting impacts of deals. They ensure that deals take advantage of and consider revenue recognition in line with Dimension Data policies.

    They ensure that accounting policies are understood by all relevant stakeholders, maximising and protecting margins and group metrics.

    Negotiate deals with clients

    They assist with / lead or participate in the negotiation of deals with clients. They provide assistance in the form of interpretation and advice to the account management team to enable conclusion of the deal.

    The Commercial Manager advises on, identifies and mitigates risk impacts relating to deals, including :

    The commercial viability of the opportunity

    Duration of the contract and the legal processes in relation to the structure of the contract and Service Level Agreement

    Service credit and liquidated damages

    Delivery capability relevant to client requirements

    Incorporation of subcontractors and deal partners

    Commercial contractual and financial analysis

    Commercial Managers perform detailed commercial contractual and financial analysis on existing clients and complex sales opportunities.

    They evaluate and decide whether opportunities are and continue to be commercially viable. They evaluate and contribute to the financial strategy of deals, i.

    e. the value add for the client , including conducting a competitor analysis to ensure the best offering and differentiating Dimension Data from the competitor.

    Risk analysis

    Commercial Managers takes ownership of compliance and mitigate risks in terms of penalties, contract termination, building agreements, limitation of liability and non-

    solicitation for bids and / or deals and provide feedback to the key stakeholders regarding these.

    Manage stakeholder relationships

    They collaborate with stakeholders and arbitrate between various functions, regions and divisions internally within Dimension Data.

    They use their well-developed understanding of various business principles and apply these to the solutions devised.

    They require extensive knowledge of Dimension Data’s operating methods and services. They also need to understand and advise on local operating, commercial and general business conditions.

    People management

    They act as people managers for a group of Commercial Managers. They partner with the organisation to attract the right talent and ensure that their team is staffed according to requirements and that all team members are fully utilised.

    They ensure that employees reporting into them are engaged and understand their career opportunities, by taking responsibility for the development and training of their direct reports.

    He / she ensures that the team is rewarded and remunerated according to their performance. The Commercial Manager ensures that his / her team has access to the relevant commercial management tools and have the general means to perform their jobs.

    Behavioural skills

    Commercial Managers are assertive in their approach and display excellent business acumen and strategic thinking ability.

    They use their expert negotiation skills to ensure service delivery solutions and agreements meet both client and business objectives.

    They resolve problems and issues escalated by delivery staff. They act as the point of escalation for the client.

    They possess excellent communication skills (both verbally and written) and employ these skills to interact with a variety of stakeholders.

    They use their initiative to drive innovation and identify potential opportunities and risks within the accounts, contributing to the commercial management strategy achievement.

    Required Work Experience :

    10 12 years’ working experience,

    At least 10 years’ working experience in a related environment

    What would make you a good fit for this role?

  • Working closely with Finance / Commercial teams and Bid Managers on large and complex opportunities to apply commercial knowledge to the building and modeling of costs, determining profitability and client prices whilst evaluating and mitigating the financial risk.
  • You will ensure that all deal risks and assumptions are correctly defined, assessed and quantified.
  • You will liaise with legal, treasury, tax and banking in-house and external specialists as required
  • You will own and manage the contracts between DD and the client, with reference to the legal etc teams above and ensure all risks are understood and mitigated.
  • You will work with other team members to present and discuss the commercials with clients sometimes this may need to be done on your own
  • Ensure that Dimension Data is optimizing its commercial offerings through understanding the commercial models and programs in place with our vendors.
  • Ensure compliancy to regional and global authorization matrices and corporate governance.
  • Partner business financially on modelling & decision supporting to Transformational deals.
  • Manage pricing & costing strategy / process, and commercial analytics; review the pricing and costing to ensure that what was provided is defendable and acceptable
  • Oversee all Transformational deals, via ensuring alignment to the organization’s growth target rate, revenue, cost, profit, return on investment, cash flow projections and other non-
  • financial guidelines, in order to meet stakeholders’ expectations.

  • Collaborate with Marketing and Sales leaders to drive pricing decisions and implement various pricing / utility models to win in the marketplace.
  • Join our growing global team and accelerate your career with Dimension Data. Apply today.

    Diversity in Dimension Data

    Dimension Data is an equal opportunity employer with a global culture that embraces diversity. All qualified applicants will receive consideration for employment and will not be unfairly discriminated against on any arbitrary ground including race, colour, sex, religion, national origin, veteran status, disability, gender identity, sexual orientation, or other protected category.

    Sejak 19 Agustus 2019
    Berakhir 27 November 2019
    LAMAR via

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