Manager / Assistant Manager – Commercial Operations
Vadodara, Gujarat, India
4d ago

Summary :

Position is for managing the commercial operations function for one or multiple verticals involving pricing, T&C, technical offering, strategy planning, contract management, financial management, as well as other allied contributions to fully meet the inquiry to order matrix.

Totally responsible to roll out, manage & update the SoPs related to inquiry to order.

SPECIFIC RESPONSIBILITIES (Details of the Job Responsibilities)

  • Manage & operationalize Commercial Operations function
  • Help Sales team to submit quality proposals in time and to achieve Hit / Win rate >
  • 50% for ETO & BTO

  • Provide Inputs & Recommendations to enable Senior Management to make well informed decision
  • Working Outside-in ; closely engaging with customers; working closely to build relations and arrive at T&C with customer before sales doing the negotiations
  • Build and maintain pre sales processes and policies. Generate analysis reports
  • Build processes & database of customer, deal submitted, deal won / lost and generate analysis reports for management
  • Set up a process to capture & track contract T&C changes in the system
  • Cost / order change analysis
  • Formulating input for pricing policy and sales scorecard
  • Act as a cross-functional coordinator to resolve customer issues at the pre-order stages
  • Identifying and evaluating commercial and strategic opportunities
  • Sharpening the competitive edge of an organization
  • Working continuously to identify, monitor and manage stakeholders (Internal & external)
  • Co-ordinate with Sales to establish & finalize Bidding Strategy and develop scope and appropriate Deal Structure
  • Develop risk review deck, risk Management & Mitigation process through Deal Qualification & Deal Review Process
  • Working closely with sales, engineering, manufacturing, quality & project management
  • Resource based monitoring and analysis for productivity of various resources being utilized for the project
  • ATTRIBUTES AND COMPETENCIES (Details of minimum requirements)

  • Minimum Professional / educational qualification and experience :
  • 4-Year bachelor’s degree in Engineering preferably mechanical / chemical
  • Experience Required :
  • Atleast5-10 years of experience on commercial executions / sales & deal submissions having people management skills
  • Important competencies and knowledge required
  • A good team leader
  • Excellent communications skills with decision making ability
  • Regular customer interaction, development of customer relations.
  • Coordination with internal department for gettingrequired input
  • Preparation of deviations to be submitted to customer
  • Preparation of cost estimates based on the back up vendor quotations, market trend, site conditions, social context, risks, claim potential, etc.
  • After getting the NOA / LOI, Contract agreement preparation and handing over to Project management
  • Skills and Abilities
  • A high-energy, self-motivated, results oriented individual
  • Strong technical, communication, and inter-personal capabilities
  • Bias toward speed, strong sense of urgency
  • Comfortable with customers and a customer advocate
  • Listens and works well in team environment
  • Ability to solve salesproblems
  • Ability to manage multiple priorities effectively
  • Searches out the best practice with continuous improvement mindset
  • Fluency in English language is must
  • Stamina and Adaptability
  • Capable of working with cross functional team
  • Adaptability to work with different work culture, time zones.
  • Extensive customer exposure and negotiation activities
  • Working Conditions
  • End-to-end site management
  • Frequent travel, mostly domestic and occasionally international
  • Apply
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