Job Summary
The Associate Commercial Director reports to the Head of Commercial, APAC Enterprise Accounts. Responsible for managing aspects of the pricing and risk function including but not limited to pricing of single and multidisciplinary outsourcing deals across the APAC region, providing commercial rigour and governance, business partnering with sales and other relevant stakeholders and undertaking special projects.
Key Responsibilities and duties:
• Participates in pursuits, solutioning, expansions, re-tenders and retention strategies working with Ops teams and client solutions to improve structure, commercial review and timelines of submissions
• Provide and own the governance requirements around commercial functions within our business, engaging with the appropriate stakeholders and obtaining the appropriate approvals to proceed
• Ability to identify commercial and operational risks, highlight the risks and propose mitigating strategies
• New accounts within APAC typically involve people transfers, the reengineering of the management staff and supply chain, achievement of overall savings profiles. They may form part of a larger global engagement.
• Developing and implementing new pricing techniques and providing valuable insights/metrics into a deal
• Provide commercial solutions to operational challenges to promote risk mitigation and opportunity maximization
• Work with Ops teams and Sales and Client Solutions (SCS) to improve structure, governance and commercial review and timeliness of RFP submissions
• Review client contracts and ensure they align with commercial guardrails
• Advise the business on contractual obligations and commercial interpretation of clauses, KPIs, SLAs.
• Joint responsibility, with SCS, for the preparation and presentation of the Commercial Deal Review to the relevant Pricing Committees
• Assist in the effective mobilisation of deals by ensuring full translation of pricing into contractual terms and ensuring that a commercial handover is completed in sufficient detail to ensure the deal operates in accordance with the commercial terms
• Monitoring account performances post "go-live"
• Work closely with our business lines to develop commercial solutions that benefit our clients and provide the financial outcomes required for the business
• Regular liaison with key stakeholders, including targeted presentations.
• Perform other duties as assigned
Required Knowledge, Skills and Qualifications:
• Bachelor’s Degree required
• CA/CPA/CIMA or MBA (graduate degree) preferred
• Ability to develop commercial solutions that are mutually beneficial to both our clients and our business.
• Ability to effectively interact internally with key stakeholders, team members and the client and respond effectively to the most sensitive issues.
• Ability to accurately explain/report activity in verbal and written communications.
• Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.
• Ability to motivate and work collaboratively with business partners, key employees, top management, and client groups on various projects. Fosters an environment of team-building and an open-door policy.
• Requires in-depth knowledge of financial terms and principles. This position conducts complex financial/business analysis, including the preparation of complex reports. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily
• Excellent interpersonal and consensus management skills with ability to persuade and influence others
• Strong computer skills, including specific knowledge of Microsoft Office Suite (Excel, Word, Outlook, PowerPoint, PowerBI, PowerQuery etc.). Broad experience with other software and financial systems is desired, particularly those platforms being sold to clients. Knowledge of real estate service industry and terminology is helpful. Ability to plan and manage multiple projects and work streams. Strong work ethic and adaptable. Excellent oral and written communication skills, including strong presentation skills and professional appearance/demeanour
• Innovative, analytical and problem-solving qualities, with ability to multi-task in a high paced environment
• Operational experience of driving commercial success
• Corporate Real Estate experience is not a pre-requisite for the role but preferable
