Commercial Solutions and Pricing Architect

As Commercial Solutions Manager (CSM) you will work within the Solutions Department which is the main interface between the Sales and Operations, representing the brand, working with prospects, customers and partners managing all the service aspects of solution activities through a successful deployment.

The CSM proactively manages the complexities of large and major bids, drive and develop the formal bid communication process, coordinate the virtual bid team which will assist in the winning of sales opportunities.

Responsibilities

Work with the Sales & Operations team to set and implement a Commercial and Pricing strategy and ensure the solution team is aligned to meet departmental goalsand objectives

To maximise commercial advantage via the sourcing strategies for the site, at the same time, minimizing the commercial risks by implementing vigorous commercial and contractual terms, whilst reducing costs to the business

Quantify, track and record all savings

Provide effective support on contract negotiations and administration

Provide input to complex bids involving calculation of resource, developing sparing models, confirmation of supplier costs, review of solution design and examination of operational processes.

Identify, manage & mitigate pricing risks to the business

International trading issues/imports/legal, awareness and management

Develop solutions scope and objectives, involving all relevant stakeholders and ensuring commercial feasibility

Attending customer meetings as required to assist the process from developing win themes to contracts

To manage and control opportunity related tasks and activities through the Customer Solutions Group from initial receipt through to completion

Driving the utilisation of intellectual knowledge and resources to deliver results

Ensuring win themes are clearly identified, consistent, appropriate and articulated throughout all formal response documentation

Produce quality assured response documentation that exceeds customer expectation

Working with Subject Matter Experts

Engage as requested by the Sales Director on those opportunities that have been through Sales Pursuit Review and have qualified in as requiring significant Bid and Engagement management

Utilising Project Management Methodology, proactively drive the bidding process from initial contact through to contract signing to meet customer deadlines.

Work with all business areas to identify and communicate win themes appropriate to each particular bid

Identifying subject matter experts and resources and manages them as a virtual team to deliver a complete solution that exceeds customer requirements

Manage all resources be they virtual or direct reports, to provide clear guidance to the bid team on the customer response requirements to deliver an appropriate, high quality contribution to the bid process.

Manage the development, and be responsible for, the quality of the final publication of bids and tenders

Manage the development of customer presentations and post submission documentation to ensure consistency with the submitted bid proposal solution and themes

Collaborates with business developers and account managers to obtain and clarify customers requirements

Carryout out win / loss reviews and provide a report with recommendations to Senior Management to improve win / loss ratio

Ensure that all financial and commercial governance is adhered to and that all relevant approvals are documented.

ESSENTIAL SKILLS & QUALIFICATIONS

Experience of influencing and negotiations are a must along with experience of delivering solutions in a matrix-managed team.

Previous proven experience in the IT Field Service industry with specific reference to hardware remedial services and involving an understanding of the following functions

Bid Management, Customer Account Management, Operational Management, Service Management, Supplier Management, Transition Management, Project Management

Previous working experience in complex, multi-cultural and matrix managed organizations

Excellent supplier management and relationship building ability - strong supplier-facing skill with the aptitude and awareness to bring a high degree of value from the relationship in terms of cost control, working practices and supplier performance.

Results driven - demonstrating a sense of urgency; persisting in the face of obstacles; putting top priority on getting results.

Strategic thinking/Visionary thinking - developing strategies for supplier selection and management to enhance the competitiveness of the company; identify critical success factors in different business and operational situations; see that focused strategies are translated into clear objectives which can in turn be delivered to the benefit of the business.

Drive Execution - driving continuous improvement in supplier relationships by integrating the efforts of the company and the supplier and through operational synergies develop effective working practices for both parties.

Influencing and Negotiating - winning support from others; shaping the opinions of key stakeholders within A&O and our suppliers; working through conflict to create a win/win result.

Sound working knowledge of Microsoft Office Suite

Delegating tasks, responsibilities and authorities effectively

Highly effective written and oral communicator to all levels within an organisation. Ability to tailor approach to audience requirements.

Transition Solutions

Experience of

IT outsourcing, Desktop and other hardware Deployment, Service Transition, Global audits

Logistics/Procurement/Stock Management

Hands on management of solutions running simultaneously

International experience in delivering projects across multiple countries through multiple partners.

Consultative approach

Personable relationship builder

Strategic thinker with good analytical ability

Proven ability to manage external relationships successfully - customer, supplier, partner relationships

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