The In-Life Commercial Manager will handle multiple contracts, Fixed and/or Mobile Services contracts based on the operational needs and requirements set out by the Manager: In-Life Commercial Management.

Purpose:

• Industry experts are developing commercial strategies and executing them through creation and positioning of commercial value; improvement in terms and conditions from a commercial, legal perspective; and creation and protection of up-sell opportunities;
• Contract Management (CM) is the approach adopted by organisations to effectively manage the creation, awarding, evaluation and closure of a contract to ensure operational effectiveness and optimal financial performance. Failure to deliver on contractual agreements and obligations could lead to reputation damage, poor customer experience and financial losses.
• In-Life Commercial Management (ILCM) can be defined as the management of the performance of the contract after the awarding stage and includes monitoring, tracking, resolution of disputes and change management. Once a contract has been concluded, it is important for Vodacom to ensure that the conditions of the contract are met. Contract administration and governance is an important contract management function to ensure the effective execution of the contract, ensure that services are correctly and adequately provided and to ensure relationship management between the contracting parties.
• Risk Management across the contractual lifecycle;
• Monitoring and working with the Sales Team, for improved financial (margins, cash, working capital and upsell) performance of contracts;
• Ensuring governance, through  adherence to Sales Process  and obtaining requisite approvals;
• Relationship management for enduring customer relationships and satisfaction, both internally and externally

Responsibility:

• Initiate contract risk & gap analysis
• Understand and capture customer  and Vodacom requirements
• Identify key contract deviations and escalate contract deviations based on gap analysis
• Create and monitor a risk management strategy
• Perform contract compliance monitoring
• Prepare data analysis for KPIs
• Monitor contract KPI’s
• Review KPI’ of Contracts Management and act as required
• Perform contract risk management
• Ensure efficient contract change control
• Manage dispute escalations
• Manage and monitor claims
• Monitor, log and archive post sales contract communication
• Verify completion of deliverables
• Present contract trends and reports
• Set industry standards in Contract Management
• Develop an integrated systems of tools across the contractual lifecycle; to ensure stakeholders obtain real time and accurate information, on every contract, across several parameters, including financials
• You will manage the commercial obligations between Vodacom and the customer, leading to satisfied customers, maximized revenue and margin and mitigated risk
• Set Contract Management strategy on an ongoing basis for new contracts, renewals and follow up
• Ensure Contract Management becomes a competitive differentiator, by influencing customer's go forward telecom investment strategy, through contractual performance interface and understanding of customer requirements
• Drive the conversion of planned up -sell opportunities and the identification of potential new ups-ell opportunities through post award contract management, in particular the change control process
• 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 Team. 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.
• Drive the pre-emption of claims and disputes to ensure better relationships with customers and stronger financial performance in contracts
• Effectively manage the critical Terms and Conditions to minimize the Revenue leakage and improve profitability.
• Identify Revenue and Profitability improvement opportunities by identifying possible up-sell
• Re-negotiation of unfavourable Terms and Conditions of the contract at the contract renewal.
• You will be the trusted commercial advisor to the customer and Vodacom’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

Working Relationships

• EBU Sales team
• EBU Contract Management
• Service Management
• Project Management
• Legal
• EBU Commercial and Pricing Management

Core Competencies

• Strong Commercial & Financial Understanding
• Problem Solving & Strategic Thinking
• Creative & Analytical Skills
• Change Management Skills
• Leadership & Managerial Skills
• Negotiation & Argumentation
• Presentation & Communication skills
• Risk Analysis & Management skills
• Cultural Awareness
• Customer & Market Insight
• Knowledge Sharing (Tools & Methods)
• Planning & Organizing Skills
• Result Oriented
• Sales & Business Development Skills
• Team Work & Collaboration
• Drafting Skills
• Legal & Regulatory Understanding

Qualification and Experience

Education

• Matric/Grade 12 (or SAQA Accredited equivalent)
• Graduate degree or National Diploma in any relevant discipline (law/business administration/finance/engineering etc.)
• Certification in Contract Management, from a globally recognized institution, within a period of twenty four months of joining; (IACCM – CCM certification)

Experience

• Applicable years of experience, in Contract Management in Pre/Post Award or both
• Minimum 5+ years of experience in the commercial management, negotiation, management or delivery of commercial contracts.
• 3+ years’ experience in B2B / enterprise environment.
• 3+ years’ experience in customer facing role.
• Experience in commercial delivery of contracts, preferably in telecoms.
• Experience in large scale transformation deals, either from a delivery, contract or pricing perspective.
• Strong business and commercial acumen - essential
• Strong negotiation skills and experience in the development of complex contractual documentation.
• Sound knowledge and understanding of the Telecommunications and IT industry and of Business and Operational processes
• Ability to interface with management teams and the customer
• Self-motivated and quality oriented
• Structured and well organized
• IACCM certified at ‘Expert’ level or equivalent will be positively evaluated

Personal Traits

• Trustworthy
• Ability to manage conflict
• Dealing with diversity
• Social ability and Interpersonal skills

Behavioural Competences

• Commercial Thinking
• Formulating Strategies & Concepts
• Persuading & Influencing
• Creating & Innovating
• Deciding & Initiating Action
• Delivering Results & Meeting Customer Expectations