Commercial Manager

Milano, Lombardia
  1. Full Time
  2. Marketing/Communications
Data di pubblicazione:13 Jan, 2020

Purpose of the Commercial Manager role is to build and sell the best possible commercial offers to Vodafone Global Enterprise customers. Creating and managing pricing for complex, managed service and connectivity global opportunities through innovative commercial propositions ensuring customer needs are addressed as well as Vodafone’s key financial requirements. Responsible for the commercial aspect of the customer relationship including contract negotiation through the commercial schedule with focus on the customer whilst meeting Vodafone Global Enterprise objectives and mitigating risk.


Key accountabilities and decision ownership

  • Commercial Business Impact

  • Own pricing for Tier 0 and Tier 1 deals including creation and governance through EDRA stages 1 to 4.

  • Analysis of bids in order to ensure understanding of profitability using standard business modelling techniques.

  • Assist and advise key stakeholders on the structure and development of commercial strategies in order to maximise business profitability across complex multi-facetted commercial propositions spanning multiple geographies.

  • Provide thought leadership around bid structure to both internal and external customers in order to drive incremental profitability for Vodafone.


Customer Facing Credibility

  • Responsibility for presentation, discussion, negotiation and overall lead of commercial discussions of offer with customer.

  • Attend customer visits, coordinate and lead complex commercial negotiations in line with and business principles.

  • Once the deal is signed, work closely with the contracts manager, service manager and commercial in life to ensure the right commercial structure and financial metrics are developed and implemented globally.


Analytics and Commercial Decision Making

  • Strong analytical and decision making skills, including the  ability to balance conflicting interests and make decisions based on incomplete or unreliable information

  • Swift analysis of information and articulation of the results to key stakeholders.

  • Analyse problems, delivering practical and innovative solutions critical to business needs.

  • Negotiate and recommend commercial schedule positions for VGE.


Influence and Communication

  • Excellent relationship builder, with the necessary personal impact to build credibility with customers, account and sales managers.

  • Work with our Operating Companies, Partners and Affiliates to ensure delivery of timely pricing to enter into customer opportunities

  • Provide guidance to all stakeholders of Vodafone OpCo’s and Partners pricing propositions and the regulatory constraints operating in the respective markets.

  • Provide C-Level written briefs and operate within a multi-language environment

  • Work closely with Vodafone Global Enterprise Sales, Service, Finance and the wider Commercial Bid and Pricing team with a specific focus on supporting the Southern Europe Sales and Service team

Core competencies, knowledge and experience

Core Competencies

  • Commercial acumen

  • Pricing

  • Contracts

  • Negotiation knowledge and experience

  • Strong customer facing capability



  • Proven Telecoms and/or IT managed service experience

  • Proven experience developing compelling commercial & pricing propositions in telecoms, fixed, mobility and managed services environments.

  • Knowledge of key market trends and impact on customer commercial offers.

  • Knowledge and understanding of pricing levels, features and future trends in the global business environment.

  • Proven experience in a customer facing environment  and experience in customer facing negotiation

  • Demonstrate knowledge of commercial contract issues affecting a regional or global bid.

Management of multiple activities in an appropriate manner within a fluid and fast changing environment