Commercial Sales Manager

Job Summary

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.

What are my Responsibilities?

Overall Bid Process

• Liaison with customers (pre-acquisition, negotiations and after salescare)
• Support pre-qualification process.
• Liaison with other internal functions, including Legal, SFS, Insurance, Taxes, etc.
• 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.
• Identify, manage and mitigate commercial areas of a contract including, currency / hedging risks, financial security instruments, terms of payment, insurances, export control, and compliance

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.).

Sales Strategies

• Define Business Model based on country specific tax codes/structures (NCM Model, PE, Contract Split, Own Business, Consortium etc.)
• Actively co-create and implement Commercial offer strategy.
• Understand customers’ requirements, evaluation method and criteria
• Understand competitor’s commercial condition and pricing strategy
• Support sales managers and sales team to develop winning strategy with cost calculation information EBIT and gross margin estimation

General support

• Address contractual and financial questions from sales as required.
• Provide inside information on contractually and financially comparable projects (such as Win & Loss).
• Act as Commercial Project Manager where required.
• Support Business Partner process

Dimension Of Function / Volume

• Ensure quality of Sales Funnel and Order Entry Forecast related to the projects in area of responsibility
• The main targets are Order Intake (OI) and OI Margin.

Requirement to qualify for this job?

• 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.
• University degree in business administration, or similar education
• Advanced knowledge in contract law and experience in contractual negotiation.
• 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
• Advance knowledge in business models and contractual setup structure