Commercial Strategy

Steer the commercial strategy for significant and strategic agreements by crafting pricing, deal frameworks, commercial models, risk mitigation strategies, contract negotiations, and margin enhancement, all while boosting win rates and facilitating innovative business results.

Key Responsibilities

1. Deal Commercial Strategy

·Oversee commercial interactions from the pre-RFP stage to contract finalization.

• Establish a pricing strategy that aligns with the customer's business and financial goals.
• Create Price-to-Win recommendations utilizing market benchmarking and competitive assessments.
• Offer commercial insights to Sales, Solution, Delivery, Finance, and Leadership teams.

2. Commercial Modeling & Pricing

·Manage pricing templates, underlying assumptions, cost models, and financial business cases.

• Craft innovative commercial constructs including:
• Conduct scenario analyses, sensitivity evaluations, and profitability reviews.

3. Deal Structuring & Investment Recovery

·Design multi-year commercial agreements.

• Devise customer investment recovery strategies.
• Create transformation funding models.
• Formulate bundled commercial solutions and strategic incentives.

4. Contract & Commercial Risk Management

·Examine commercial terms, contractual obligations, penalties, liabilities, and pricing commitments.

• Assess contract redlines and pinpoint financial or operational risks.
• Collaborate with Legal and Finance to enhance contract outcomes and minimize leakage.

5. Customer Commercial Discussions

·Articulate and justify the pricing strategy directly to customers.

• Clarify commercial assumptions, value realization, and pricing logic.
• Assist leadership during commercial negotiations.

6. Commercial Governance

·Guarantee adherence to margin thresholds, pricing guidelines, and approval processes.

• Maintain deal documentation and requisite approvals.
• Facilitate governance reviews for strategic agreements.

7. Commercial Innovation

·Develop reusable commercial playbooks and frameworks.

• Create pricing models suited for the AI era and outcome-based constructs.
• Standardize pricing techniques across various service offerings.
• Promote commercial best practices throughout the organization.
• 10+ years of experience