Head of Commercial

2 weeks ago

Dublin, Ireland IT Alliance Group Full time

Head of Commercial & Bid Management Auxilion are seeking a dynamic and experienced Head of Commercial and Bid Management to lead our commercial and bid function. Reporting to the Commercial Director, you will play a pivotal role in driving revenue growth, enhancing customer satisfaction, and solidifying our market position as a leading managed services provider. Purpose of the Function: To support sales with Pre Sales & Solutioning, Contractual Relationships, Pricing Strategies & Controls, Bid Preparation & Management and successful Transition to delivery for closed business. Also support Revenue Management. What will you be doing: Scope of Role Contract Negotiation: Drafting, reviewing, & negotiating contracts with customers. Pricing Strategy: Developing & implementing pricing strategies to maximize revenue. Revenue Management: Tracking & managing revenue streams. Contract Compliance: Ensuring adherence to contractual terms & conditions. Pricing Analysis: Analysing pricing data to identify opportunities for optimisation. Opportunity Stage Gate process Bid Mgmt Understanding RFPs, developing proposals, coordinating bid teams, working with competency & marketing to developing suite of presales collateral. Partner Management: Managing relationships with strategic third-party vendors and partners. Manage Pre Sales Solutioning Team Drive value from initial customer touchpoints Lead out on Pre Sales & Lead Design on Bid Find and deliver billable consulting engagements Develop & Publish relevant Thought Leadership Help drive new solutions and offerings Co-Ordinate Deals from Opportunity to Transition to Delivery Strategic Leadership: Develop and execute a commercial and bid strategy aligned with the broader business goals. Opportunity stage gatekeeper: Assessing new sales opportunities ensuring compliance with the governance process. Bid Management: Oversee the entire bid lifecycle, from opportunity identification to contract award and handover to delivery. Contract Negotiation: Lead contract negotiations, ensuring optimal commercial outcomes. Pricing Strategy: Develop and implement pricing strategies to maximize revenue and profitability. Revenue Management: Track and manage revenue streams to ensure accurate forecasting and reporting. Partner Management: Build and maintain strong relationships with strategic third[1]party vendors and partners. Solutioning Team Leadership: Drive the solutioning team to proactively identify and develop new business opportunities, particularly in Managed Services, Modern Workplace, and Enterprise Architecture. Cross-Functional Collaboration: Foster strong relationships with Strategy & Innovation, Customer Delivery, and Shared Services to ensure seamless collaboration and execution. Team Leadership: Build, develop, and lead a high-performing team of commercial, solution architects and bid professionals What experience will you have: Strong Technical Expertise: Deep understanding of [relevant technologies or industry]. Strong understanding of the managed services industry, including technology trends and customer needs. Strong Negotiation Skills: Proven ability to negotiate favourable terms and conditions with customers. Contract Management Expertise: In-depth knowledge of contract law and experience managing complex contracts. Experience managing Proposal generation for complex solutions in the Public and Private Sector Desired Experience: Sales Enablement: Experience in developing and delivering sales enablement programs. CRM and Sales Tools: Proficiency in using CRM systems (e.g., Salesforce) and sales enablement tools. Industry Certifications: Relevant industry certifications (e.g., [specific certifications]). Advanced Degree: A master's degree in business administration, engineering, or a related field Business Competencies: Proven track record in leading commercial and bid functions within a managed services organization. Demonstrated experience leading and mentoring technical teams. Excellent leadership and people management skills. Strong analytical and problem-solving abilities. Excellent Communication Skills: Ability to communicate complex technical concepts to both technical and non-technical audiences. Customer Focus: A strong customer orientation and commitment to delivering exceptional customer experiences. Problem-Solving Skills: Ability to identify and resolve complex problems in a timely and effective manner. Experience in developing and executing strategic plans. Proficiency in proposal writing and presentation development. Strong financial acumen and understanding of commercial contracts Our Company, Auxilion About Us Work matters. Its where we spend a third of our lives. At Auxilion we strive to be a great place to work, with career opportunities and development of people in our DNA. Our competitive advantage is how we support our clients on their journey. Our people have a passion for their work, our culture and values. Whether your focus is technical, sales, finance or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow. Skills: Negotiating experience Commercial Contracts Strategic Management Strategic development Commercial Business Development Bid Management

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