Manager, Commercial

Purpose of this Role

Required to support the Revenue Management function primarily in managing the renewal book and deal desk / deal evaluation processes. This position will perform reporting and financial analysis of upcoming commercial opportunities based on timing and valuation/pricing. Through partnership with the sales and customer success / customer value teams, this role will also be responsible for the governing of commercial sales opportunities to ensure they are constructed in such a way as to realize the expected immediate and long-term value for the organization.

Responsibilities

• Work with the business to ensure sales opportunities are constructed to realize maximum value for the organization.
• Identifies and resolves issues with opportunity proposals and contracts that may erode or degrade long term expected value.
• Communicates with internal stakeholders to ensure that the financial aspects and impacts of sales opportunities are clear to all internal stakeholders.
• Provides risk assessment on commercial opportunities and makes recommendations based on a thorough analysis of all factors involved in a sales situation.
• Offers direction and instruction to ensure deals are constructed appropriately.
• Applies innovative control methods that ensure the business consistently delivers the expected contract and revenue values.
• Analyses sales and other reports and provides insight into how the business can make adjustments to sales opportunities to improve performance.
• Oversees financial KPIs in regards to renewal reporting.
• Identifies areas that are not in-keeping with ACI's renewal & pricing policies and practices.
• Supports financial, sales and operations teams and give financial advice and/or recommendations to directors, managers and other executives.
• Implements financial concepts for financial planning and control purposes.
• Plans and distributes work assignments; selects, trains and supervises staff; conducts performance and salary reviews; coaches and motivates team members; monitors and evaluates staff performance and provides counseling and career mentoring.
• Performs other duties as assigned

Requirements

• Bachelor’s degree in related field or equivalent experience.
• 8 years related experience.
• Previous management experience desired.

Preferred

• Software or Technology company experience.
• Software revenue recognition experience.
• Commercial risk management experience.
• Strong Excel skills.
• Able to clearly articulate financial commercial deal aspects to a variety of stakeholders.
• Effective verbal and written communication skills.
• Flexibility in handling multiple tasks at the same time.
• Negotiating skills.
• Problem solving.
• Attention to detail.

Work Environment

Standard work environment - Majority of time spent on PC (Phys. Req.)

Core Capabilities

• Ensure Accountability: holding self and others accountable to meet commitments.
• Drives Results: consistently achieving results, even under tough circumstances.
• Customer Focus: building strong customer relationships and delivering customer-centric solutions.
• Cultivate Innovation: creating new and better ways for the organization to be successful.
• Collaborates: building partnerships and working collaboratively with others.
• Courage: stepping up to address difficult issues, saying what needs to be said.