Responsible for excellence in commercial pricing and contract negotiation, effective influencing and managing stakeholders to Vodafone Global Enterprise customers headquartered in Northern Europe, up to Ex-Co level. Creating and managing pricing for complex, managed service and connectivity global opportunities through innovative commercial propositions ensuring customer needs are addressed as well as Vodafone's key financial requirements. Responsible for the commercial aspect of the customer relationship including contract negotiation through the commercial schedule with focus on the customer whilst meeting Vodafone Global Enterprise objectives and mitigating risk., Commercial Business Impact:
Own pricing for Tier 0 and Tier 1 deals including creation and governance through EDRA stages 1 to 4.
Analysis of bids in order to ensure understanding of profitability using standard business modelling techniques.
Develop multi-country price modelling solutions that reflect the profitability of business propositions for new and existing customers on both a global and local level.
Assist and advise key stakeholders on the structure and development of commercial strategies in order to maximise business profitability across complex multi-facetted commercial propositions spanning multiple geographies.
Provide thought leadership around bid structure to both internal and external customers in order to drive incremental profitability for Vodafone.
Customer Facing Credibility:
Responsibility for presentation, discussion, negotiation and overall lead of commercial discussions of offer with customer.
Lead complex commercial negotiations in line with and business principles.
Once the deal is signed, work closely with the contracts manager, bid manager and commercial in life to ensure the right commercial structure and financial metrics are developed and implemented globally.
Influence and Communication:
Excellent relationship builder, with the necessary personal impact to build credibility with customers, account and sales managers.
Work with our Operating Companies, Partners and Affiliates to ensure delivery of timely pricing to enter into customer opportunities
Provide guidance to all stakeholders of Vodafone OpCo's and Partners pricing propositions and the regulatory constraints operating in the respective markets.
Provide C-Level written briefs and operate within a multi-language environment
Work closely with Vodafone Global Enterprise Sales, Service, Finance and the wider Commercial Bid and Pricing team with a specific focus on supporting the Central Europe Sales and Service team
Negotiation knowledge and experience
Influencing and managing large corporate customers and senior stakeholders.
Strong customer facing capability,
Proven Telecoms and/or IT managed service experience
Proven experience developing compelling commercial & pricing propositions in telecoms, fixed, mobility and managed services environments.
Knowledge of key market trends and impact on customer commercial offers.
Knowledge and understanding of pricing levels, features and future trends in the global business environment.
Proven experience in a customer facing environment and experience in customer facing negotiation
Demonstrate knowledge of commercial contract issues affecting a regional or global bid.
Management of multiple activities in an appropriate manner within a fluid and fast changing environment.
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