Commercial Sales Manager
Commercial Sales is responsible for commercial and
financial topics throughout the whole bid process and is leading the
preparation and negotiation of the commercial and financial terms and
conditions with the Customer.
Dimension of Function / Volume:
main targets are Order Intake (OI) and OI Margin.
quality of Sales Funnel and Order Entry Forecast related to the projects
in area of responsibility
What are my Responsibilities?
1- Sales Strategies
co-create and implement Commercial offer strategy.
Business Model based on country specific tax codes/structures (NCM
Model, PE, Contract Split, Own Business, Consortium etc.)
sales managers and sales team to develop winning strategy with cost
calculation information EBIT and gross margin estimation
customers’ requirements, evaluation method and criteria
competitor’s commercial condition and pricing strategy
2- Overall Bid Process
for financial and commercial activities of commercial sales within the
scope of the applicable business processes in the acquisition phase of a
project (PM@Siemens – from PM010 until PM080).
with customers (pre-acquisition, negotiations and after salescare)
with other internal functions, including Legal, SFS, Insurance, Taxes,
manage and mitigate commercial areas of a contract including, currency /
hedging risks, financial security instruments, terms of payment,
insurances, export control, and compliance
and timely elaboration of all necessary financial/commercial documents
for the sale and bidding process, e.g. contract analysis, evaluation of
risk and chance analysis (risk contingency), project selection, and
participate in the project pricing process by interfacing with Technical
Sales, and Proposals.
3- Customer Negotiations
and timely clarification, annotation and negotiation of commercial
T&Cs with customer and consortium contracts in accordance with the
applicable guidelines, and, in coordination with the relevant
departments (e.g. Legal, SFS, Insurance, Taxes, etc.).
4- General support
inside information on contractually and financially comparable projects
(such as Win & Loss).
contractual and financial questions from sales as required.
Business Partner process
as Commercial Project Manager where required.
Requirement to qualify for this job?
degree in business administration, or similar education
knowledge in contract law and experience in contractual negotiation.
knowledge in business models and contractual setup structure
on the applications of basics of financial accounting-IFRS, controlling,
reporting/preparing procedures and documentation, law of contracts,
public procurement law, foreign trade and customs regulations, general
command in English language and MS Office program.
analytical, driving team player with the ability to handle multiple and
complex tasks in parallel