Family Description

Sales Strategy, Operations & Support (SS) contains the support of sales organization through main building blocks. I) Creation and driving of business pricing strategy as well as identification and understanding of the drivers of short and long term business profitability. Provision of appropriate sales support to facilitate sales excellence. II) Supports development of sales opportunities and offers and ensures timely delivery of high quality offers. Contains analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy. III)  In charge of price execution and negotiation as well as pricing-related Limits of Authority (LoA) input for responsible business line. Helps performs pricing optimization in strong alignment with end-to-end pricing strategy. Assists in the development and implementation of global / customer / case-specific commercial strategies ensuring short- and long-term competitive positioning and profitability of the offered solution portfolio.

Subfamily Description

Commercial Support (CSU) comprises the driving of long-term profitability of the business by applying commercial discipline to optimize business value (e.g. commercial models, price levels, scope optimization, risk management, discounting structure, and contract definition). Covers provision of commercial support to sales team and business units ahead of the actual sales of a product, service, or solution. Creation and implementation of optimal commercial strategies, models, and prices in alignment with the overall business strategy. Comprises analysis, setting, and monitoring of prices and conditions (e.g. service pricing, product pricing, tender pricing, solution pricing) as well as development of sales opportunities and offers by collaborating with sales team and business groups to leverage effective use of resources and prioritization in developing sales offers. Ensures timely delivery of a high quality offer through managing offer creation across involved teams and during negotiation phase and handover to delivery including translating of offer prices into specific offer submission format (CPF) required by the customers. 

 

Impact: A Skilled problem-solver, strong commercial acumen with capability to create complex business cases. Strong communication skills and a global mindset are essential, along with a deep understanding of CNS products and processes. Delivers high-impact business offers that drive project, organization success. Accountable for quality, accuracy and efficiency of own and/or contribute to team objectives. Actions and errors can have program, project, functional impact.

Scope & Contribution
Individual Contributor: Performs and/or coordinates day-to-day activities to meet departmental/project objectives. Carries out root/cause analysis in more complex problems like cost optimization and can develop and implement recommendations. Carries out variety of complex activities according to plan within broader area of responsibility, analyses problems. Decision-making typically according to established solutions.

Innovation
Accepts responsibility for and demonstrates support for delegated decisions. Requires minimum supervision. Uses nonstandard out of the box approaches to resolving issues. Suggests improvements and seeks opportunities for innovation. Demonstrates initiative & adaptability to changing business environments. Is willing to take on new roles or jobs appropriate to skill set in different environments and/or locations.

Communication
Requires ability to communicate with functional leadership regarding Commercial & technical matters at a high level. Conduct briefings with senior leaders within the job function. May at times be required to negotiate regarding operational issues. Has cross-cultural knowledge and global mindset

Knowledge & Experience
CNS product knowledge and commercial acumen involving the integration of theory and principles with organizational practices and precedents. Typically requires 10+ years relevant experience with a graduate equivalent degree (or higher).

• Provide best-in-class tactical pricing and CPF support to market commercial management and sales teams for all deals.

• Responsible for the application of defined commercial models and pricing models to new offers.

• Responsible for internal business case development to support the securing of approval for new offers.

• Supports creation and deployment of supporting value pricing argumentation and other training materials for the commercial models developed.

• Supports validation of commercial strategy for key cases (including pricing of strategic cases within defined geography).

• May provide recommendations on how to further develop disruptive pricing models in line with commercial strategy defined.

• May provide feedback on pricing model feasibility for new products / services (product development and potential acquisitions).

• Provides insights into customer commercial models in new technology domains.

• Delivers proactive preparation for upcoming requests for proposals (RFPs) and deals.

• Combines CNS product and business knowledge and uses understanding of how relevant areas integrate to achieve objectives.

• Uses advanced analytical skills to solve complex problems or problems that do not have routine solutions and takes a new perspective.