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 goals and 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
Effective stakeholder management
External market understanding and implications for product set.
Ability to demonstrate successful influence over business process without hierarchical authority
Experience of successfully working in a complex matrix environment
Understand the technology underpinning the product set
Broad understanding of technologies and market trends and developments
A&O IT Group
As a successful and growing global IT services provider, A&O IT Group deliver ‘fully managed’ IT solutions and cyber security services. Combining over 50 years expertise, and boasting an extensive global network, whilst remaining privately owned, A&O IT Group is a trusted IT services partner to clients globally.
This role is subject to a post-offer Background Verification in accordance with the local country legislation.
NO AGENCIES
We encourage diversity and seek to attract individuals with unique backgrounds and perspectives. It is important that we build a team with a diverse mix of people and skills, where everyone feels welcome and able to succeed. We are committed to equal employment opportunity regardless of race, colour, religion, sex, sexual orientation, age, marital status, disability or gender identity.
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