Tata Communications
Associate Director - Global Sales Operations
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About The Company
Tata Communications Redefines Connectivity with Innovation and Intelligence
Driving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications
Broad outline of the Role
The role is responsible for commercial modelling and (or) bid management process of large and complex opportunities for a region. The role owns the commercial/financial build of major sales opportunities in the region. This would involve understanding of customers commercial expectations, understanding of TCL product offering and solution proposed and developing a Win-Win commercial propositions. The role also facilitates effective bid qualification and is responsible for obtaining all necessary authorization for the successful completion of the bid. This is a tactical role with a significant mid-term impact on business unit overall results.
Minimum Qualifications & Experience
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- 7-12 years of relevant experience
- Graduation in Engineering/ Commerce / Science with MBA/CA/ICWA in Finance preferred.
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Other Knowledge & Skills
- Experience in commercial operations or bid management roles
- Financial and business acumen, knowledge of the industry
- Analytical skills and strategic acumen
- Strong presentation and communication skills
- Proficiency in using MS Excel
- Ability to work with complex data sets.
- Highly analytical role that requires techno-commercial acumen
- Experience in developing complex pricing models and pricing strategies.
- Financial forecasting
- Conversant with financial accounting practices, such as taxation, balance sheet and overhead treatments.
Key Responsibilities
- Facilitate contract negotiations with legal, sales, commercial manager, and the customer, as needed.
- Reviewing key proposal from commercial governance perspective and advising sales team on deviations
- Manage the production of customer proposals, ensuring a win strategy is developed and executed to produce proposals and contain a compelling proposition to the customer, presentation of our solution and the value it brings to our customers.
- Initiate corrective action where necessary by forward planning and forecasting, to ensure optimum utilization of company resources and promote customer satisfaction.
- Manage high value financial contracts and assess changes potentially impacting the underlying business case. Awareness of commercial and legal risks and consequences.
- Facilitate effective bid qualification and obtain all necessary authorization for the successful completion of the bid. Working with sales teams to assist in bid or no bid decisions, bid strategies and partnering decisions.
- Own and maintain the bid risk register and the development of the mitigation strategies required. Flag any issues or risks to the appropriate resources within the business.
- The role may be an individual contributor or may lead a small team.
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