Noida, Uttar Pradesh
Job Summary
To handle commercials and contracts with customer to optimize and improve daily sales outstanding (DSO) as per contracted terms.
Key Responsibilities
Responsible for end-to-end commercial governance & management at customer level encompassing invoicing, P&L management and DSO (Days Sales Outstanding).
Ensuring contractual adherence / compliances, managing Deliverables and Obligations. in tandem with Global Sales teams.
Project demand management and it’s documentation through Statement of Works
Own contract change process through identifying and executing the changes needed
Identify and mitigate any contract revenue leakage.
Effective tracking of contracted revenue and P&L to minimize any revenue slippages
Pro-actively interpreting the contract and identify associated risks. Working with stakeholders on a mitigation roadmap.
Bring in process excellence through the needed reviews, identifying the changes needed and owning them till execution.
Establishing customer review mechanism, across aspects of account management / contract / commercial management.
Oversee the holistic business operations.
Coordinate to close business opportunities, working with internal stakeholders.
Manage the internal and external stakeholders of the engagement.
Manage account end to end management from a sales relationship perspective, Coordinate sales & marketing programs, promotions and generate periodic and special reports.
Identify and leverage opportunities to enhance Top-line by way of Contract Reshaping – growing existing and new business opportunities.
Drive offshore customer reviews and visits.
Track account performance and raise Red-Flags in a timely manner.
Conduct internal reviews and maintain the overall account stats health.
Skill Requirements
Business transaction management capabilities.
Business development acumen and documentation (project orders / SOWs).
Contract change management.
Demand management and forecasting.
Commercial management including invoicing & collections.
Customer and internal stakeholder management.
Business workflow management and enhancement.
Business case creation & articulation.
Understanding and/or experience around pricing and associated P&L calculations.
Commercial contract negotiations.
Good understanding of Business Finance concepts & terminologies e.g. Cost of Capital, Working Capital, Gross Margin, Net Margin, Markup, Tax – Invoice, Proforma – Invoice, PAT, EBITDA, P&L, SOW, Budgeting, Forecasting.
Exposure of handling Business Analytics, Accounts Receivables, FP&A.
Excellent verbal & written skills, with hands-on presentation experience, focusing on effective information articulation.
Highly Proficient in MS-Office applications e.g. MS-Excel, MS-Word, MS-Presentation between intermediatory to advanced.
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