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Oversees the negotiating, structuring, and management of contractual documents that establish business relationships with vendors, customers, and/or partners.
Reviews and approves documents for protection of the company's contractual posture and adherence to company policy.
Advises management of contractual rights and obligations and provides interpretation of terms and conditions.
Selects, develops, and evaluates personnel to ensure the efficient operation of the function.
Working at NTT
Commercial Management forms part of in-country operations and collaborates with multiple stakeholders to oversee the commercial function with the goal of ensuring profitability for NTT(Ltd) and maintaining relevance to clients. They are accountable for leading a team of individual commercial architects and/or commercial managers who work across multiple lines of business in the region.
Key Roles and Responsibilities:
- Take the responsibility for preparing the commercial parts of sales proposals for submission to clients.
- Ensure adherence to commercial policies and procedures in the compilation of client deals.
- Coordinate activities amongst relevant stakeholders to ensure accurate evaluation of deal costs and related deal terms and conditions.
- Interpret and enforce commercial management governance and methodologies to be used in deal structuring.
- Provide guidance and coaching to the team on what steps must be taken to improve the execution of the commercial contracts.
- Act as a trusted advisor to field sales teams on all commercial matters to ensure deal viability and assume a critical role in structuring large, strategic opportunities that are complex and of high value.
- Assist with the definition and manage the implementation of approval matrices and workflows for deal approvals.
- Actively participate in deal reviews with prospects, sales teams, and management.
- Measure, monitor, and report on deal metrics, including items such as discounting and pricing practices, taxation, etc.
- Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure, and educate the sales team on our latest product bundles and offerings.
- Review and vet complex deals.
- Ensure timely delivery of compliant and commercially sound offers.
- Manage a team of commercial specialists and/or managers.
Knowledge, skills, and attributes:
- Demonstrate a strong and broad understanding of compliance and internal controls
- Deep understanding of commercial concepts and familiarity with standard legal terms
- Ability to develop, execute and improve new and established processes
- Ability to collaborate with and influence others
- Ability to read, interpret and draft financial terms and conditions
- Strong logic and analytical abilities
- Highly organized with an ability to balance being detail-oriented as well as seeing the big picture
- Collaborative style with the ability to communicate clearly and precisely on technical and operational issues
- Must be detailed and results-oriented with an ability to work in a cross-functional, fast-paced, and constantly evolving environment
Academic Qualifications and Certifications:
- Relevant tertiary level e.g. Finance, Accounting
Experience required:
- Demonstrated track record of working cross-functionally with multiple teams
- Previous experience in a commercial management function within a similar environment or industry
- People leadership and management experience
- Demonstrated experience in commercial deal structuring & contract negotiation
- Prior experience in translating leadership discussions into an analytical decision-making framework
What will make you a good fit for the role?
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