Commercial Contracts Manager
(1 day onsite in Newbury per week)
A bit about us:
Gamma is a leading supplier of Unified Communications as a Service (UCaaS): we provide voice, data and mobile products and services to the UK, German, Spanish and Benelux business markets. Gamma is expanding its UCaaS presence in Europe with a family of businesses focusing on digital automation, delivering Gamma-powered services to SME customers via a network of channel partners in Germany, Spain, and the Benelux region.
What will you be doing day-to-day?
As Commercial Contracts Manager you will be joining an existing growing team to provide crucial commercial direction and insight to the Enterprise Markets business unit, ensuring contracts with customers protect the business, drive early revenue realisation and maximise profitability. This role involves close collaboration with Sales, Legal, Bid, Finance and Deal Desk Teams to construct profitable commercial solutions, highlight and mitigate commercial risks, drive robust contracts and ensure governance compliance. This is a varied partnering and enabling role covering a wide scope of commercial and contractual management and governance activities for Enterprise and Public Sector across UK and International territories, primarily for our mid to top tier opportunities (typical range £500K-£5M+ TCV).
Day to day your activity will be defined by proactive opportunity-based engagement working with Bid and Sales teams to shape profitable commercial propositions that align to business objectives, ensuring all submissions and subsequent contracts are commercially and contractually robust and compliant with any business approvals and governance policies. You will also handle escalations and exceptions, becoming contractual subject matter expert, and have a desire to educate and upskill others to promote a consistent standard of commercial best practice. The role has a high level of autonomy seeing you operating independently within established commercial frameworks and your own delegated approvals. Whilst you won't be responsible for the in-life commercial performance of contracts, you will play an important part to ensure our contracts and commercial offerings are constructed to deliver expected revenue and margin and that commercial obligations and contractual milestones are understood by the business to ensure obligations are achieved for both new business and renewals.
Key Responsibilities:
Commercial and Contract Management:
* Proactively participate in multiple high value / complex bid opportunities, helping to provide compliant responses and work alongside Sales on commercial propositions including leading on commercial scenario modelling to differentiate our commercial responses, optimise profitability, revenue recognition and cashflow, also ensuring risk is appropriately mitigated and/or proportionate in the contract through price, schedule, terms or contract scope.
* Lead the reviewing, drafting, negotiation and execution of contractual documentation, seeking guidance and collaboration from Legal as necessary, including RFIs, RFPs, NDAs, MSAs, Terms and Conditions, Framework Call Off Orders, customers' own contractual documentation, variations, addendums and supplier contracts, identifying and mitigating contractual risks in line with approved DOAs, and escalating to governance forums with justifications and recommendations.
* Alongside Sales and Legal representatives, actively contribute in customer negotiations, including instigating and leading internal pre-briefings to agree positioning, concessions and redlines in advance.
* Provide best practice commercial guidance to the Sales, Bid and Deal Desk Teams through continual engagement, providing shadowing capability on commercial deal engagement to more junior support teams.
* Support the resolution of contractual disputes or provide guidance on contractual change including advising stakeholders on contractual rights and obligations within existing contracts and change implications.
* Respond to and provide guidance for any commercial and contractual questions from the Deal Desk team using salesforce work orders.
Governance:
* Monitor governance controls, including Group policies and procedures and ensure any breaches are appropriately escalated and approved or guidance provided.
* Participate in regular Commercial Deal Reviews to provide visibility and status updates to Commercial Management Team on current pipeline and raise patterns or behaviours to drive improvement.
* Act as point of escalation for Sales and Deal Desk Teams.
* Carry out any opportunity validation checks as may be defined within governance controls.
* On a rota basis, monitor group inboxes and work queues for prioritisation and allocation of activity.
Revenue Assurance, Growth and Profit Improvement:
* Identify opportunities to maximise the value from our contracts and minimise margin leakage making recommendations to the business.
* Working with Sales Leadership and Finance, ensure contracts are delivering the expected revenues and margins.
* Identify areas to improve revenue realisation processes and work with relevant stakeholders to drive and implement change.
* Support any revenue and margin true up activity as may be required.
What you’ll need:
* Ideally you will have 5 years’ experience in business telecoms environment in a commercial, pricing or contract/legal role or similar with a pre-contract focus.
* Outstanding commercial acumen and financial awareness with exceptional customer focus and a balanced approach to commercial risk.
* Experience of Public Sector frameworks and procurement methodologies desirable but not essential.
* Experience of International selling and regulation would be advantageous.
* Experience and ability to work in a customer focused deadline-oriented environment where speed and accuracy are essential.
* Experienced in drafting complex contracts and risk identification and mitigation.
* Experience in negotiating complex, multi-stakeholder deals with customers.
* Demonstrate sound business acumen, robust commercial and financial judgment and always advocate best commercial practice.
* Proficient in Office 365 suite including MS Teams, Excel and Word.
* Experience with Salesforce, SQL and PBI is desirable.
* Effective communicator and able to challenge, influence and motivate various stakeholders.
* Exceptional organisational and time management skills and ability to handle multiple tasks effectively.
* Professional, proactive, self-motivated and effective team player with a strong work ethic.
* Positive attitude and strives for perfection with a ‘right first time’ approach.
* Customer focused with a diplomatic approach.
* Excellent relationship-building skills.
* Critical thinker with a flexible approach to problem-solving.
* Highly analytical, numerate and comfortable manipulating data.
* Continuous learner with the ability to transfer skills to improve business performance.
What do we offer?
* 25 days holiday + bank holidays
* Your birthday off
* Private Medical Insurance
* Electric Vehicle (EV) scheme
* Pension plan
* Enhanced maternity and paternity leave
* Share-save scheme
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