Role

• Post Sale Commercial Manager supporting the Xerox UK & Spain Service Delivery Business.
• Independent contributor
• People management responsibility – either virtual, direct or dotted line management may be required at a later stage
• Profit and loss responsibility for account or business area (<£100m rev / £25m gp)
• Accountable for discernment and presentation of causals (actual vs outlook)
• Needs to understand and where required present and recommend to senior management the commercial hydraulics for account or business area including key profit drivers, risks and opportunities.
• Accountable for commercial governance and control for account / accounts within business area
• Client facing commercial contact / negotiator
• Responsible for signing off new and additional business and supporting the commercial modelling of renewals / extensions
• Responsible for establishing and supporting programs to improve business performance and GP
• Commercial point of contact for Sales and Service Delivery Leads
• Required to influence sales and service delivery to consider Commercial impact in their day to day operations.

Major Responsibilities

•  To provide commercial excellence for one or more strategic account(s) – which typically include accounts which bill in excess of £10m pa or where client contract funds the head in support of their own contract governance.
• Responsible for owning the P&L and reporting causals, risks, opportunities and enforcing commercial and contract governance for strategic account(s)
• Responsible for providing internal and client facing budgets / outlooks
• Client point of contact / escalation for commercial risks and issues
• Attend routine client commercial review meetings (governance requirement)
• Own Commercial Risk register for account(s)
• Responsible for driving increased profit performance for account – to be detailed in Commercial Action Plan (CAP)
• Responsible for drafting Contract Change Requests and for owning the contract change process with the client
• To be the subject matter expert on the client contract and to ensure compliance and or mitigation of all contractual obligations
• Attend and present Account Reviews to Senior Leadership Team as required
• Attend and present to the Customer as required

Background, skills, experience and qualifications

• Excellent analytical, numerical and problem solving skills
• Excellent attention to detail
• High level of ethics required
• A knowledge of general accounting practice
• Ability to work on own initiative
• Excellent working knowledge of Excel.
• Knowledge of SAP systems preferred
• Ability to prioritize and work to deadlines
• Good verbal and written communication skills – including English to a fluent level
• Good presentation skills
• Risk management experience useful
• Prior negotiation skills useful
• Ability to work across a variety of departments and functions to achieve objectives

Ability to travel

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