Commercials and Pricing Strategy team:
We have some fantastic opportunities within our Commercials and Pricing Strategy team, across pan India. This team has paramount importance in all kinds of business development activities, deal renewals / extensions, contractual document drafting, margin enhancement initiatives, cashflow management and so on. The roles are highly dynamic where the individuals not only have to bring in best of the finance skillset but also display high degree of business acumen and stakeholder management skillsets. The current positions are in CMT vertical in the IOA service line, which is a multi-billion-dollar business unit. We are looking for dynamic professionals, who meet our requirements and can execute laid-out roles and responsibilities effectively and efficiently.
Associate Director / GM – IOA Commercial
12- 18 Years of Experience with minimum ten years of relevant experience post highest qualification
Roles & Responsibilities:
Core
§ Build and update various kinds of commercial models for new opportunities, scope extension and renewals of existing contracts, scenario analysis, price walks & comparisons and likewise
§ Bring innovative ideas and financial prudency around revenue recognition, cost forecasting, capitalization & amortization, termination calculation and other similar activities
§ Build / contribute in effort estimates, transition estimates, productivity & assessment matrices, due diligence & deal related questionnaires, contract terms, MSAs, SOWs and likewise
§ Safeguard company’s interest with foresight towards assumption risks, educating stakeholders on potential opportunity and pitfalls
§ Validate costings provided by different teams through benchmark analysis and ROI assessment, highlight non-value adding and/or inappropriate costing to stakeholders
§ Drive commercial discussions and meetings with convincing and accurate answers to the queries raised by stakeholders and leadership team through on-the-fly analysis and quick number crunching
§ Obtain necessary and timely approvals in order to meet corporate guideline and stringent timelines
§ Take full ownership of the financial numbers and ensure commercial approach and pricing strategy are in tandem with sales pitch, solution and client ask
§ Prepare pricing associated documents such as power point presentation, word files, emailers, use cases, leaflets, collaterals, etc. for internal evaluation and client submissions
§ Liaise, mobilize and manage key stakeholders such as sales, marketing, finance, commercial, legal, delivery and external consultants at times during proposals to obtain necessary information and solution agreement
§ Thrive to deliver compliant, professionally produced, technically sound, and market representative commercial responses for RFI/RFP/RFQ and manage deal pricing independently
Ancillary
§ Build pricing templates, identify opportunity for automation and undertake key initiative to improve overall productivity of team
§ Create domain specific training materials and run skill development programs
§ Track industry, understand changing client requirements and be cognizant of competitive pricing
Qualification / Requirements
Must Haves
§ Relevant experience in BPO / KPO/ BPS managed service domain and can independently execute commercial models
§ Must be a finance professional with post-graduate in MBA from top B-schools, or qualified CA / CMA / CFA or equivalent master’s degree.
§ Work experience should exclude internship, articleship and likewise
§ Thorough understanding of P&Ls, cash flows, provisioning / budgeting along with strong grasp of finance and numbers are critical to this role; Quick number crunching is vital to this role
§ Must be well conversant with Microsoft Excel and Formulae automation
§ Ability to work on multiple projects / tasks simultaneously; Must be able to perform under high pressure and stringent deadlines
§ Excellent communication skills (both verbal and written), ability to develop trust among stakeholders
Good To Haves
§ Prior experience in investment research / equity research / business modelling / valuation / FP&A / corporate finance / budgeting / likewise
§ Advance Microsoft excel skills with hold on VBA / Macros along with hands-on with MS Office Power Points and Words
Exposure to Communication, Media and Technology sectors and understanding of Outsourcing industry are preferable