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Commercial Manager

Job id:  14694
Job location: 

London, LND, GB, EC3A 7QN

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure. 


Job Title: Commercial Manager

Location: Europe


Role Purpose:

  • To manage the end to end commercial design of large or complex solutions throughout the bid lifecycle, including supporting bid production and presentations, identifying and managing assumptions, risk and opportunity analysis and negotiation of contractual agreements
  • To ensure that there is commercial and operational integrity throughout the transition and service delivery


 Key Accountabilities:

  • Assist the sales team in the qualification process of sales opportunities by providing impartial advice and guidance
  • Develop, analyse and present the commercial position throughout the bid lifecycle for complex or large service solution bids
  • Develop pricing strategy, model and P&L based on market prices, price targets, costs received from Solution owner, transition manager and other costs (cost of capital, contingencies,…) to increase win chance and maximize profitability of the deal
  • Ensure commercial solutions are completed on time and comply with Colt policies
  • Contribute to and use internal and external benchmarking to validate the commercial offer
  • Negotiate with the various internal stakeholders (sales, operations, legal, finance) to achieve a deliverable & commercially viable proposition
  • Support the sales team in developing and executing a commonly understood negotiation plan
  • Develop and own the negotiation framework and contract structure and use it to actively manage negotiations. Where teaming arrangements may be required, insure consistency between customer and partner’s contract
  • Ensure decision making associated with the risk and opportunity in a bid is made in an informed, approved and transparent manner
  • Assist in the creation and delivery of presentations and supporting bid material
  • Actively participate in internal review and approval processes
  • Act as a gatekeeper, ensuring best value for the customer and Colt
  • Provide commercial guidance and support throughout the transition of solution contracts such that commercially impacting changes are identified, captured and managed
  • Support the service costing and pricing activities to develop a good understanding of the service solution
  • Challenge the service design to assure that the commercial model for the designed service solution is commercially sustainable
  • Assist the virtual team to clearly articulate the commercial model in customer facing documentation and proposals
  • Ensure transparent handover to service delivery of the contract and other commercial information
  • Provide support for and ownership of transformation and improvement initiatives to develop and improve Colt’s commercial capabilities.  This includes leveraging existing capabilities and developing new tools and processes that contribute towards Colt’s strategic goals
  • Ensure that solutions maximise value to Colt over the interests of any individual or team
  • Develop and apply a sound practical knowledge of Colt’s service and commercial mechanisms and policies
  • Suggest and create innovative commercial solutions to meet the customers’ needs
  • Build and maintain effective relationships with the sales (Client Directors, Account Managers, Sales Specialists), and internal service delivery teams to promote commercial understanding within the business
  • Build relationships with customers to obtain the information required to build a commercial offer
  • Demonstrate knowledge of the market and competitive trends
  • Provide peer review for colleagues’ commercial solutions
  • Maintain an understanding of Colt’s solutions including cost drivers, benefits and limitations Support and facilitate the transfer of commercial best practice within Colt’s sales and delivery organisations


What you will need to succeed:

  • Experience of sales processes including bidding, deal structures, negotiations and closures
  • Experience in designing, managing and articulating commercial solutions during the tendering phase of new business opportunities
  • Proven commercial and customer facing capability in a business focused Solutions environment
  • Ability to communicate the price effecting components of a service contract to assure a smooth transition to delivery
  • Analytical and risk aware; this includes the ability to analyse and put into context cost, risk, opportunities, assumptions and dependencies into a commercially viable proposal
  • Build strong relationships & communicate effectively at all levels both internally & externally, including written, verbal & presentation skills
  • Good attention to detail
  • Aptitude for translating, coordinating, balancing, and prioritising the needs of multiple stakeholders
  • Ability work to tight deadlines, multi-task and operate effectively in pressured and dynamic situations
  • Willingness to travel and/or stay away from home from time to time
  • Capable of working alone or as part of a team, and ability to take the lead where appropriate
  • Degree level or equivalent
  • Excellent presentation skills
  • Excellent contract writing and negotiation skills
  • Financial and legal skills


What we offer:

Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location.

In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.

Some benefit examples are:
•Flexible working and relaxed dress code
•Two days annually to spend on volunteering opportunities
•Access to a virtual business school for on-going learning
•Business mentoring
•Free drinks and fresh fruits
•public transport allowance
•option of parking slots in the city
•lunch vouchers

Job Segment: Manager, Data Center, Management, Technology

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