Commercial Lead at Vodacom

Role Purpose

• The Commercial Lead role is based within the Enterprise Business Unit. The Commercial Lead is responsible for delivering positive outcomes on Vodafone’s largest and most complex opportunities. This is a customer facing role that requires a deep understanding of Vodafone’s complex global products and solutions as well as the macro-economic factors that influence decision making. The Commercial Lead will understand the Customer’s business and how multiple scenarios might evolve through the opportunity life-cycle.

Your responsibilities will include
Key Accountabilities

• Play a pivotal role in aligning a robust set of internal stakeholders behind a deal strategy that they have developed whilst driving the opportunity through to positive closure.
• Create a strong commercial strategy that delivers against the customer’s objectives, constantly evaluating win chance whilst also ensuring profitable growth for Vodafone and mitigating business risk.
• Provide regular updates and briefings on in-flight deals to C-Level customer and Vodafone stakeholders. Engage with senior stakeholders through all mediums of communication.
• Be accountable for the appropriate governance and approval of their opportunities and will manage a small team of Bid and Commercial professionals from a pool of onshore and offshore teams.
• The role reports to the VGE MEA Commercial Operations Leader and is expected to contribute to the management and direction of the region and/or sales sector.
• Develop negotiation strategies using industry best-practice. Lead customer negotiations to achieve the best possible outcomes for Vodafone.
• Strong stakeholder relationships within all functions involved in the bid process and the Vodafone Operating companies.
• Recognise partner dependencies and ensure accountable functions are held accountable to deliver solution and commercial requirements specific to each deal.

Key Performance indicators

• Achieve regional TCV and revenue targets through the successful delivery of 2-3 concurrent bids (6-8 per year) with average TCV greater than €30m.
• Year on year improvement on win rate and OCR (Opportunity Capture Rate)
• Increasing profitability trend at product/solution level

The ideal candidate for this role will have
Core Competencies

• Highly developed and proven commercial skill set coupled with the ability to program manage cross-functional teams in a technology environment.
• Proven leadership of complex multi-national opportunities working across a complex sales and business environment.
• A track record of working with blue chip customers, demanding internal stakeholders and a strong appreciation of sales processes and methodologies.
• Strong decision making capability. The ability to balance conflicting priorities and strong, individual personalities.
• Above average negotiation skills and the ability to engage with customer and Vodafone C-suite.
• Exceptional understanding of risk. Knows how to identify, prioritise, quantify and mitigate risk to optimise Vodafone’s exposure.

Technical/ Professional Qualifications

• Over 10 years of experience working for global corporate organisations
• Over 10 years of experience in Commercial, Finance, Sales or Operations, leading virtual teams in the delivery of complex, global projects
• Data driven with strong analytical and insight focus
• Understand the competitive landscape of our markets, and of our customer base, and act as a credible advisor to CxO level
• Understand the complexity of Vodafone and how it impacts our customer proposals
• Business or telecoms related Bachelor´s degree compulsory
• MBA or relevant professional qualification desirable

Closing date for Applications: 23 December 2020