Commercial Client Partner

Milano, Lombardia
  1. Full Time
  2. Sales
Data di pubblicazione:28 Nov, 2019

Achieve your ambitions. A world leading total communications company with operations in 100 countries is recruiting for Commercial Client Partners within Commercial and Service Management in Group Operations, where you will be taking a senior position and will be responsible for owning and managing the commercial, contract relationship with the Vodafone’s largest Enterprise Customers.

Your skill in business to business relationship building and contract management, combined with your knowledge of business communication technologies, will play a pivotal role in the growth of Vodafone Group Enterprise. You will have the opportunity to manage the region’s largest, high-growth contracts and nurture and grow a client-base from the world’s largest multinational businesses.

Your results-orientated approach will be supported by a collaborative environment where you can learn from seasoned telecommunications executives, benefit from world-class training and have the chance to build a successful, long-term career at a leading global brand.

Role purpose

  • Impact the business: you will define and execute the commercial strategy for Vodafone Group’s most strategic Enterprise customer accounts with total annual revenue up to €50m. You will manage the commercial obligations between Vodafone and the customer, leading to satisfied customers, maximized revenue and margin and mitigated risk

  • Thinking strategically: Vodafone is multi-homed with deep local presence, structured and resourced to support the global operations of today’s borderless enterprise. You will work closely with the Global Account Executive team as well as local with Vodafone stakeholders.

  • Delivering tactically: you will understand the scope of Customer contract & its requirements, identifying/exploiting any up-sell opportunities.  You will ensure Vodafone and the Customer delivers against their own contractual commitments; orchestrating internal and external suppliers to successfully deliver & maintain the contracted scope.

  • Profitability gate holder: The role has distinct contract revenue and profit targets which fit within (and contribute to) the overall Account P&L which is owned by the relevant Sales Client Director. Working closely with Finance teams and other functions to ensure detailed knowledge of Account P&L and be responsible for driving profitability, leading change and tracking P&L impacts.

  • Be the customer: You will be the trusted commercial advisor to the customer and Vodafone’s internal stakeholders, inspiring the customer’s confidence and trust. With your in-depth understanding of both the contracts and performance of the customers’ business, you will understand and anticipate the customer’s strategic & operational, commercial & contractual challenges and introduce new innovations and concepts to satisfy their business needs.  

  • Be networked: Engage with local influencers and decision makers to assist in local, regional and global growth. Become the go-to person responsible for developing strong long-term relationships with key local decision makers

Key accountabilities and decision ownership:

  • Accountable for the commercial management and the profitability of accounts in total worth up €50m per annum.

  • Gain deep understanding of the contracts. Identify and mitigate risks. Seek and pursue opportunities to increase revenue and/or profitability.

  • Gain the trust of the customer and Vodafone Global Enterprise leadership as strategic advisor to key stakeholders

  • Deliver executive briefings to internal and customer senior stakeholders  

  • Manage senior stakeholders in case of potential or actual escalation

  • Collaborate with relevant counterparts in Sales, Commercial, Finance, Legal, Service, Vodafone Operating Companies, Partners & 3rd party vendors to maximise profitability of the managed accounts.

  • Perform deal discovery; undertake verification of customer existing telecommunications estate, baselining existing cost/service structure in order to understand the true value and breadth of customer requirements

Core competencies, knowledge and experience:

  • Bachelor degree.

  • 10+ years’ experience in B2B / enterprise environment.

  • 10+ years’ experience in senior customer facing role.

  • 10+ years’ experience in sales, commercial and/or contract management (deal negotiations, contract & change management).

  • Experience in commercial delivery of contracts, preferably in telecoms.

  • Excellent relationship builder, with the necessary personal impact to build credibility with customers, the account team and Sales Leadership.

  • Excellent communication skills, both written and verbal, to Executive-level.

  • Ability to identify broken/sub-optimal processes and recommend changes.

  • Strong coaching skills and demonstrable ability to deliver though non ‘Direct Reports’

  • Experienced in building, managing & improving P+L’s with complex cost structures.