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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:
- The
main targets are Order Intake (OI) and OI Margin.
- Ensure
quality of Sales Funnel and Order Entry Forecast related to the projects
in area of responsibility
What are my Responsibilities?
1- Sales Strategies
- Actively
co-create and implement Commercial offer strategy.
- Define
Business Model based on country specific tax codes/structures (NCM
Model, PE, Contract Split, Own Business, Consortium etc.)
- Support
sales managers and sales team to develop winning strategy with cost
calculation information EBIT and gross margin estimation
- Understand
customers’ requirements, evaluation method and criteria
- Understand
competitor’s commercial condition and pricing strategy
2- Overall Bid Process
- Responsible
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).
- Liaison
with customers (pre-acquisition, negotiations and after salescare)
- Support
pre-qualification process.
- Liaison
with other internal functions, including Legal, SFS, Insurance, Taxes,
etc.
- Identify,
manage and mitigate commercial areas of a contract including, currency /
hedging risks, financial security instruments, terms of payment,
insurances, export control, and compliance
- Complete
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
project calculation.
- Actively
participate in the project pricing process by interfacing with Technical
Sales, and Proposals.
3- Customer Negotiations
- Complete
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
- Provide
inside information on contractually and financially comparable projects
(such as Win & Loss).
- Address
contractual and financial questions from sales as required.
- Support
Business Partner process
- Act
as Commercial Project Manager where required.
Requirement to qualify for this job?
- University
degree in business administration, or similar education
- Advanced
knowledge in contract law and experience in contractual negotiation.
- Advance
knowledge in business models and contractual setup structure
- Know-how
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
logistics etc.
- Strong
command in English language and MS Office program.
- Structured,
analytical, driving team player with the ability to handle multiple and
complex tasks in parallel
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