Role purpose:

To manage bid pricing activities or lead the commercial pricing decision-making. To create commercial propositions for Vodafone’s enterprise clients that meet customer’s as well as Vodafone’s internal business requirements. To collect, collate and validate inputs from sales teams, to understand and articulate commercial options during the preparation of bid pricing to the account managers. To provide pricing activities on global and single country business opportunities across the sales organization. To understand the customer’s requirements, to create pricing strategy for deals, to structure commercial propositions and make recommendations all along the life-cycle of an offer from qualification till contract signature. To influence the customers’ decision by quality proposal material and building trust in client meetings. To ensure that the introduced new products and tariffs are profitable and consistent across multiple geographies.
 

Key accountabilities and decision ownership:

Creates/ structures commercial propositions;ensures customer needs are addressed as well as Vodafone’s key financial requirements
• Proactively leads the commercial pricing decision-making across multiple products and services for multinational enterprise customers.
• Based on an understanding of market dynamics, product life-cycles and customer’s requirements, assists the sales teams in creating a pricing strategy for deals and structuring commercial propositions. Makes recommendations all along the life-cycle of the offer from qualification till contract signature.
• Advises key stakeholders on the structure and development of commercial offers in order to maximize profitability, typically in complex multi-facetted commercial propositions spanning multiple geographies.
• Creates commercial models, price books for new products or markets and propositions for Vodafone’s enterprise clients that meet customer’s as well as Vodafone’s internal business requirements.
• Delivers and presents customer usage information to the business, analyzes profitability for forecasting and planning.
• Gives professional guidance to team members and shares knowledge. Drives cross-functional learning reviews, identifies administrative/organizational tasks for audit and tracking purposes.
• Influences the customers’ decision-making process through quality proposal material and building trust in client meetings; participates incustomer negotiations.
• Writes and negotiates commercial contractual clauses for customer contracts and understands various contracting options.
• Drives internal process improvements.
 

Core competencies, knowledge and experience:

• experience in developing commercial & pricing propositions
• experience in customer facing negotiations
• wholesale telecom experience (desired)
• management accounting experience (desired)
• business/ math knowledge
• fluent English
• relationship building skills
• analytical skills
• problem solving skills
• innovation
• flexibility
• prioritizing skills
• accuracy, attention to detail
• communication skills
• decision-making skills
 

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