Commercial Sales Manager

Job Description

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

Job ID: 190926

Organization: Smart Infrastructure

Company: Siemens LLC

Experience Level: Early Professional

Job Type: Full-time

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