Job description
Req ID: 39878
Purpose of Job Role
Industry expert developing commercial strategies and executing them through
- creation and positioning of commercial value;
- improvement in terms and conditions from a commercial, legal perspective;
- creation and protection of upsell opportunities;
- Risk Management across the contractual lifecycle;
- Monitoring and working with the colleagues, for improved financial (margins, cash, working capital and upsell) performance of contracts, from the prior Sales baseline;
- Ensuring governance, through adherence to Sales Directives and obtaining requisite approvals;
- Relationship management for enduring customer relationships and satisfaction, both internally and externally.
CRUCIAL responsibilities are :
- Provide (internally and to Customer) very accurate contractual information coming from signed Contracts,
- Provide very accurate data calculation information (Erlangs and KPIs calculation based systems extracts),
- Identify and mitigate potential contractual and commercial risks,
- Keep track always of non-Contractual services and deliveries supplied so as to generate add-on sales.
- Participate to monthly financial Reconciliation.
Full responsibilities scope:
- In charge of Legal aspects, Change Management & Variations.
- Aware of different countries laws & regulations (Sub Saharan Africa).
- In depth knowledge/comprehension of existing Contracts.
- Preventive, curative risks analysis & mitigations.
- Drive the creation of the contract strategy
- Drafting, negotiation and finalization of the contract (new Contracts, MoUs, Exhibits, Amendments, etc.)
- Formulation of commercial conditions and clauses
- Coordinate preparation of different contract document (main agreement plus appendixes).
- c. Co-ordinate all reviews with internal stakeholders prior to Legal final review.
- Review and annotation of contractual terms in proposed and/or existing customer contracts and agreements and mapping versus the applicable directives and the offered/contracted prices and scope
- Ensure Contract Sign off and Handover.
- Analysis and Assessment of potential contractual and commercial risks including proposal to mitigate risks
- Advise Head of Contract Management, KAM/Core-3 in commercial contract matters and participate in contract negotiations.
- Advise on correct contract type and appropriate contract template in conjunction with Market Unit and/or Legal Department.
- Create and maintain a GAP List of deviations for review
- Develop and drive the planning and execution of Contract Governance Preparation and it’s Execution
- Preparation and execution of trainings to commercial and project teams.
- Ensure Contract Completion Verification
- Drive Contract Finalization and Closure
- Drive Contract management excellence
- Manage Contracts FAQ and support Accounts and Projects teams with daily questions & answers around signed Contracts.
- Checking and confirmations for all in/out of scope questions.
- Guardian of Contractual scope and SLAs (terms, conditions, responsibilities, Deliverables, obligations, liabilities, KPIs, Erlangs measurement, Acceptances/Approvals, reconciliation processes, etc)
- Drive add-on sales (out of scope), calculations, etc
- Change Management (log file, Customer meetings, etc)
- Good knowledge of Contractual and non-Contractual pricing & Cost / Erlang calculation.
Skills
- Local Laws & Regulations Knowledge
- Highly developed Communication and Negotiation & Argumentation skills
- Risk Management Skills
- Facilitate Diversity & Awareness
- Market & Customer Insight
- Knowledge Sharing & Collaboration Skills
- Administration & Organizing Skills
- Presentation Skills
- Communication Skills
- Consultative Selling Skills
- Team working Skill.
- Attention to Detail and accuracy
- Excellent organizational skills and goal-oriented thinking
- Strong planning and analytical skills
- Understanding of Contract Risk reviews
- Regular quality reporting skills
- Strategic Thinking
- Ability to Co-Ordinate Cross Functional Activities
- High degree of Customer focus and understanding
- Ability to work under pressure
- Self-initiative, enthusiasm and perseverance
- Fluency in English (other Languages such as French or Indian are an advantage).
Education
- Certified Advocate required. University Graduate Degree in Legal Affairs.
- University Degree award showing First class or Second upper class at least.
- Also being a Certified Public Accountant is a plus.
- Degree in Contracts Management / Finance / Telecom Engineering are advantages.
Experience
- At least 5 years of experience in Legal / Contractual activities, possibly in Technical Contract Management.
- Experience in minimum 2 different known companies.
- Experience required in Bid, Risk, Drafting and Contract Management required
- Additional experience in Finance is a plus.
- Proven experience and record.
- Good sales and financial knowledge
- Technical (Telecommunications, GSM) interest and understanding would be of advantage.
- Strong references which will be checked
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