Job Description

About this opportunity !

We are now looking for a Head of Commercial Management – Customer Unit. This role shall act as an authority in commercial matters to secure long and short-term profitable business for Ericsson. As a partner with the accounts, it will define commercial strategies, handle negotiations, and take commercial decisions. It will develop/enhance business models and commercial strategies to grow future revenues and margins.

Responsibilities!

• Lead the commercial management team across the Customer Unit.
• Establish and drive the account commercial strategy in line with our India business strategy.
• Develop and maintain relationship toward customer’s procurement stakeholders.
• Participate in customer negotiations.
• Orchestrate pre-sales commercial activities including stakeholder management and tactical preparations for negotiations
• Create commercial solutions with end-to-end techno-commercial focus to drive business, profitability and working capital management through effective pricing, proposal and contract management principles.
• Develop techno-commercial value argumentation and ensure it is leveraged across our sales activities.
• Be part of Market Area community of commercial directors and the CM leadership team to share best practices and contribute to the Market Area commercial strategy.
• Drive sales efficiency and discipline in the customer unit

Key Qualifications:

• Brings a strong experience along with credibility, integrity & seniority.
• Is someone who has worked with demanding customers and procurement units, and in a challenging business environment.
• Has managed a team in a pre-sales function, and demonstrated ability to develop and encourage talent
• Excellent orchestration, collaboration and facilitation skills, with an ability to include all voices, and drive strategy formulation and execution
• Pricing and pre- and post-sales contract management
• Ability to effectively operate in Ericsson’s pre-sales process, tools, delegation, and compliance framework
• Understanding of how Ericsson manages P&L, working capital, economic profit, and commercial risk
• International experience will be an advantage.
• Understanding of the telecommunications market and technology
• Consultative selling skills including ability to translate technology solutions into customer value
• Negotiation, presentation & communication skills,
• Bachelor’s degree with 15 years of minimum experience.

Why Join Ericsson? At Ericsson, you´ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what´s possible. To build never seen before solutions to some of the world’s toughest problems. You´ll be challenged, but you won’t be alone. You´ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next. What Happens once you apply? Click Here to find all you need to know about what our typical hiring process looks like. Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we nurture it in everything we do. We truly believe that by collaborating with people with different experiences we drive innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity and Affirmative Action employer, learn more. We are committed to providing reasonable accommodations to all individuals participating in the application and interview process. If you need assistance or to request an accommodation due to a disability please reach out to interviewsupport@ericsson.com
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