Manager/Senior Manager - Commercial Solutions

Manager/ Senior Manager- Commercial Solutions

1. Develop Pricing strategy, business plan and budget in line with Corporate Strategy.

2. Have Experience in Carve Outs, Rebadging deals , unit Pricing etc.

3. Define and update pricing section's KPI's in line with Corporate Strategy.

4. Develop/review polices, procedure, and processes for the Pricing section.

5. Support on Negotiating commercials contracts (MSA), rate renewals, pricing and other engagement topics with customers in collaboration with our customer facing teams

6. Provide Renewal strategies and support renewal exercise

a. Create pricing strategies. Quantify the risk to predict the impact of business.

b. Effectively maximize profitability while increasing sales by challenging pricing assumptions, developing price recommendations, and conducting research and analysis.

c. Develop detailed reports on cost/price analysis, including recommending price adjustments.

7. Coaching commercial excellence

a. Provide necessary support to CSD global head in Coaching on commercial excellence in practice to SCPs/VL

b. Conduct class room training and on the job training on key commercial aspects during Proposal and bill rate discussion to delivery and Sales leaders

c. Formulate and communicate competitive analyses, industry benchmarking and current trends.

8. Create robust, sustainable and scalable pricing process and tools

a. Bring about process changes designed to increase efficiency within the organization, through the implementation and effective rollout of the pricing policies, process and procedures and automation of tools wherever applicable

b. Help enhance the quote-to-cash process by bringing in discipline in terms of creating one-to-one tagging of opportunities, orders, projects and budget allocation; Involve with cross functional team like pricing, FP&A, Delivery and Sales folks in order to complete Bid Vs Did Analysis.

c. Drive various Automation initiatives like bill rate calculation, financial, modelling, commercial clauses comparison table, bill rate under various services with different customers etc..,

9. Value Pricing: Create Pricing Strategies to deliver premium pricing (move from T&M to other higher margin business)

a. Work on advanced pricing models such as Hourly rates, unit-based pricing, Firm fixed pricing, risk/ reward sharing models with an objective to enhance customer value.

b. Work closely with delivery leaders and key VBU people to work on right strategy and implementation of the strategy to create more value and profit.

10. Develop detailed reports on cost/price analysis, including recommending price adjustments

a. Conduct bid vs Did analysis

b. Provide profitability analysis on all proposals won during the period

11. Implement Profit improvement role & responsibility in selected VBU

a. Partnering with Delivery managers and Global Sales office to ensure integrated profit maximizing approach.

b. Liaise with Strategic Client Partners, technical, delivery, procurement, and sales and marketing teams to strategize and execute profitable account mining initiatives through the Strategic Client Partners.

c. Engage with CFO to set profitability targets and implement strategies and tactics to obtain desired/agreed targets or results.

12. Customer Contract/MSA reviews

a. Analyze contract for underperformance.

b. Conduct commercial contract rating for all new and existing major contracts and identify for key clauses for renegotiation.

c. Review business contracts and recommend solutions for non-standard or complex clauses/situations in order to align contractual obligations with internal financial/risk parameters.

d. Involve in providing and validating all commercial related clauses in Master Service agreement along with Legal team.

e. Conduct Commercial contract.

13. Work with the VBUs to develop Value Pricing Strategies and internal commercial excellence activities to enhance our profitability while delivering greater value to our customers.

14. Support CSD global head to Improve Commercial Savviness across globally Lead commercial dispute resolutions.

15. Monitor competitors pricing for similar products/services and recommend corrective actions.

16. Ensure that the Price is following the Marketing Mix of GO and its proper incorporation with the distribution strategy and the commercial strategy

17. Review all reports prepared by subordinates and prepare periodic reports with respect to the Pricing function activities and achievements to be submitted.

18. Conduct periodic meetings with subordinates to follow up smooth running of activities and discuss their suggestions as well as adopt appropriate procedures and executive plans with respect to these suggestions.

19. Conduct performance appraisals for subordinates according to scheduled plans and recommend necessary actions as per the applied practices

20. Recommend training needs of subordinates and evaluate the outcomes of training courses in coordination with the concerned human resources personnel.

Qualification: CA/ CFA/ MBA

Candidates from IT industry will be preferred.