HRO Personnel is a Human Resources service provider operating under number 6696. We are working as a recruitment provider searching on our Client's behalf for a person in the following role:
Commercial director (SNCR, CEE&Russia) - Budapest or Warsaw
Purpose Of Role:
The role holder owns the commercial strategy and leads opportunities of a high value, complex and high-risk nature (typically outsourcing, solutions and complex contractual arrangements that have an associated high risk) from initial qualification to contract. Alternatively, or in addition, they may manage a team of Commercial Managers of mixed skills, supporting them in their role or organising them into teams identifying their specific responsibility and leading activities on the most complex and risky opportunities, owning the commercial risk for the customer scope during entire contract lifetime.
Key General Responsibilities:
- To effectively lead commercial activities in complex opportunities including contract negotiation and complex commercial tasks e.g. complex benchmarking exercises.
- To provide commercial proposition development for bids and investments of complex opportunities in ICT, in conjunction with bid teams and pricing analysts.
- To support the development of, and manage implementation of, pricing strategies, strategic processes, models and tools.
- To implement Change or Commercial activities and behaviours within the organisation.
- To implement improvements to the trading model.
- To lead the negotiation with external & internal clients and provide ongoing evaluation of potential opportunities, working with Deal Architects, bid teams and -
Contract Management Team as appropriate, making recommendations about how to address an opportunity, if appropriate, leading the creation of a proposition to address complex (tier 3 & 4) opportunities.
- To identify risks and estimate the cost impact of that risk, to help identify mitigation strategies and ensure that the team are focussed on resolution or understand implications when negotiating with the client.
- To undertake risk analysis activities and to ensure that risk transferred to BT is identified so that the client for that activity can identify a real value.
- To own specific commercial responsibilities until contract is awarded to BT and carry out contract handover to the business management team in a thorough manner.
- To ensure that key commercial functions including, as appropriate, transition, due diligence and novation activities are in place and under the direction of an appropriate programme manager.
- Develop and manage the interface with suppliers both internal and external.
- To line manage, develop and coach Commercial Managers on occasion creating specialised hit teams created to address strategic and complex opportunities.
Business Impact:
- The impact is in terms of managing and protecting risk and liability of the Line Of Business of signing up to compromised business.
- The potential exposure at this level could be across the SNCR region, and the risk of failure would be damage to the reputation of BT in the external market, in addition to share-price affecting financial risk in the long term.
Authority/Decision Making:
Significantly influences Line of Business Board on whether a proposition is viable.
Qualifications:
- Typically educated to degree level in business management, finance or a legal field, or equivalent job experience.
Skills/Experience:
- Substantial knowledge in contracts, or commercial experience.
- Effective people management and team leadership skills.
- Project management skills
- Strong risk management and business analysis skills.
Specific Responsibilities:
- To lead the CEE&Russia Commercial management team
- Responsibility to Lead to Cash (Stage 0-6), overseeing Delivery, Gross margin and Revenue Assurance management
- Oversee, drive and develop customer management activities and serve as escalation point
- To lead and develop the SNCR Desk Based Commercial management team
- Quality assurance of the deliverables as part of the work package to CDSS for SNCR contracts contribute to the SNCR Cost Transformation programme, as core member of the CT team
- Lead and coordinate specific programme initiatives within the CT scope
- Act as sparring partner for the SNCR CT lead
- Manage CT reporting and governance
- To manage Risk Governance Controls in SNCR (aka Alexander controls)
- To manage and lead specific projects/activities in line with SNCR operational goals
Please add the following clause to the end of your submitted CV: “I hereby consent for HRO Personnel Sp. z o.o. with their head office in Warsaw at Puławska 182, to use my personal details hereby submitted for their recruitment process (documenting and processing personal information and forwarding said information to their clients within the structure of the client’s recruitment projects) in accordance with the Law on Protection of Personal Data (Dz. U. 2002 r. Nr 101 poz. 926) until I submit a written withdrawal of consent. I confirm that I was informed of the right to modify, access and protect my personal information.”
