JD - AM - Commercial Management

Assistant Manager - Commercial
1 scope
function reports to
Commercial Management India Commercial Management team
mission / role purpose

Support commercial management team in india to manage commercial activates for complex multi-service
(BU) bids meeting corporate financial objectives .
In a support role to India commercial management, create structure for the bids with minimal residual risk,
to address customer needs as well as Orange Business Services financial and business objectives, in
conjunction with policy requirements.
Provide india CM team support (beyond deal support) to drive broader commercial initiatives to the
businesses that they support.
key accountabilities key result / decision areas (outcomes)

Act as the Commercial representative, internally Clearly presented overview of pricing and commercial
with bid teams including reviews and terms to internal sales as well as business case and
presentations to internal management. onerous terms and risk to internal management to
support the decision process.
In support of Sales, create, structure and Taking sign offs from the other support organisations
negotiate (internally and externally) commercial, e.g. finance, legal, delivery , pre sales etc.
financial and risk structure of bids from
qualification through to customer proposal
In support of semi-bespoke commercial structure Key terms and conditions that meet customer and
inclusive of: internal business objectives and are aligned with the
 Customer and opportunity discovery and objectives of the financial business case.
assessment
 Change management
 Design to Cost
 Billing, currency, and payment terms
Prepare and present internal deal collateral
providing deal overview and key sales, technical,
commercial and financial proposal details and DAC list and summary of the deals went to Regional
DAC/IC
making a list sheet of the deals went to
IC/regional DAC and share the summary to India
CM or other stakeholders.
MIS to CM, leadership team and other top
Slide pack containing all the details interesting to top
management in Singapore and France. management.
Ensure compliance with company regulations, A well coordinated bid process and compliance with
including bid process and Schedule of Authority. corporate governance.
Coordination with the Vendor / internal teams for Available CM IT Tool with all the functionalities ( Old
Commercial Management IT tools and new both), in case of any bug, coordination with
the relevant internal or external team.
© Copyright Equant Error! No text of specified style in document.

Internal use only 2 of 5
Dimensions
Financial – Does not have individual revenue or order targets
Reporting – No downline reporting to this position ( IC Role)
proposed job band

PRO

2 essential role related knowledge, skills,

certifications, and experience
knowledge and abilities

Ability to engage internal stakeholders to create winning financial and business solutions in a competitive
marketplace.
Skills :
MS Excel – Advance ( Including but not limited to Sorting the data, Lookups, Pivot, SumIFs, Macro
(Preffred))
PPT – Advance (Linking PPT with Excel for realtime update)
Word - Advance
Basic commercial and financial knowledge e.g. Margins /Revenue/Financial Ratios/Inco Terms
education, qualifications, and certifications

B.COM / M.COM/ BBA / MBA/ CA
Experience
3-4years of business experience in IT/ITES/Telecom
Strong communications skills, particularly related to articulating CM view for multi-service customer
proposals to internal management and other decision makers.

job skills and certifications

Define the skills of job and assign target proficiency required by job role (not the person). These job skills will be
used to: recruit, build job development paths, define STEP job skill profiles, and identify group development
gaps. The skill target proficiency levels to choose from are: Developing, Proficient, Advanced, and Expert.
behavioral skills skill target proficiency level expected

1 Influencing and negotiating advanced
2 Results driven advanced
3 Prioritization and balance advanced
4 Listening Skills expert
5 Personal credibility and Impact expert
6 Flexibility advanced
professional skills skill target proficiency level expected

1 Business Finance advanced
2 Commercial Acumen expert
3 Risk Management advanced
4 Customer Facing Skills advanced
5 Microsoft Excel advanced
6 Operational & Financial Excellence advanced
7 Global, multi-cultural working advanced
8 Ability to translate complex topics into easy advanced
to understand
9 Business Etiquette advanced
10 Decision Making advanced
11 Accountability expert
12 Written Communication Skills advanced
13 Time Management advanced
14 Commercial Contracts expert
15 Ability to Communicate expert


JD - AM - Commercial Management

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Assistant Manager - Commercial

Assistant Manager - Commercial

mission / role purpose

key accountabilities key result / decision areas (outcomes)

© Copyright Equant Error! No text of specified style in document.

proposed job band

© Copyright Equant Error! No text of specified style in document.

2 essential role related knowledge, skills,

knowledge and abilities

education, qualifications, and certifications

© Copyright Equant Error! No text of specified style in document.

job skills and certifications

behavioral skills skill target proficiency level expected

professional skills skill target proficiency level expected

© Copyright Equant Error! No text of specified style in document.

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