Commercial Director

2023-03-20 | po-017845

Company description

A multinational consulting company that provides management, technology, strategy, digital and BPO services with over 500,000 staff worldwide.

Responsibilities

Oversee all commercial aspects of the relationship with a client to optimize financial and business operations results and to deliver client value.
Commercial Director's role is to meet and/or exceed the expected profitability on the account.
Clearly manage risk and the process for tracking contingency to limit surprises on the account.
Function as the "COO" for the account, supporting delivery with day-to-day responsibility for leading a full.

Requirements

Establish credibility as a member of the account leadership team and with other internal stakeholders in order to invest in the development of a necessary foundation of trust and mutual respect.
Ability to build a strong rapport with client C-suite leadership and commercial counterparts based on established common goals and fact-based discussions – while also being principled in negotiations.
Given the account-wide breadth and depth of responsibilities, develop influence with the remainder of the account leadership team in order to affect account-level strategy and decisions
Ability to understand the commercial issues, prioritize accordingly, establish an overall commercial plan for the account, drive client-focused (both internal and external) behaviors – and ensure follow-through and frequent communication with relevant stakeholders.
Strong people skills in order to effectively link the team's responsibilities to the objectives of the commercial team and account, create a challenging and rewarding work environment, and help commercial team members achieve their career aspirations.
Deep understanding of contract management principles required to negotiate optimal terms and conditions, including understanding deal shapes, client solutions, and ongoing risk management.
In-depth financial management capabilities and demonstrated ability to analyze financial information and manage a P&L.
A clear understanding of the commercial levers of an outsourcing and/or consulting contract, and how to manage them over the duration of the contract, in order to both manage the existing business and help grow the account.
Demonstrated ability to direct complex daily activities of multiple work streams, focused on issue resolution while being an effective communicator/leader simultaneously across operating groups, growth platforms, an account, and the client.
A clear understanding of the utilization of risk management and risk/reward optimization
Resilient, self-motivated, goal-driven orientation
Professional, confident, and strong leadership presence Objectives