Job Description
Commercial Management work hand in hand with Sales and other business development teams to win new customer contracts. We bring the financial and commercial expertise to ensure we make our proposals attractive but also protect the interests of Orange Business. While working in Commercial Management you will be exposed to all parts of the business and in particular how a large multinational company evaluates business opportunities (financially and commercially)
Commercial Management within Orange Business is a global, leveraged group of commercial and financial experts working side by side with Sales and Product/Service Management:
- to develop and close complex, non-standard and strategic pre-sales opportunities and post-sales extensions;
- to align sales strategy with Orange commercial and financial targets;
- to understand customer’s commercial priorities and customer internal Business Case, seeking convergence with Orange internal Business Case through various phases and suggested commercial alternatives; and
- to act as a team of independent and unbiased advisors to ensure opportunity approvers make informed decisions on potential future contracts.
Within the Commercial Management family, there are two distinct roles as well as a hybrid fo the two:
Financial Architecture
The purpose of this role is financial analysis and pricing of services for complex multi-BU bids, meeting corporate financial and business objectives in an independent and unbiased manner. Structure, create and manage a comprehensive Profit & Loss model that covers all aspects of a deal over its lifecycle. In a support role to sales, create, structure and assist with negotiation of financial solutions for bids, to address customer needs as well as Orange financial and business objectives and policy requirements.
Commercial
The purpose of this role is to manage commercial activities for complex multi-BU bids. In a support role to sales, create, structure and negotiate commercial and financial solutions for bids with minimal residual risk, to address customer needs as well as Orange financial and business objectives and policy requirements.
What will our Intern learn/have exposure to during their time with us?
* Exposure/Understanding of the basics of the following key Financial Statements:
Profit and Loss (by way of a Business Case)
Cash Flow models using standard Orange tools (Equate)
* Experience working with multi purpose teams (Sales, Technical, Legal) to construct a proposal for a customer
* Understanding of how Pricing models work. How they are built and the key dynamics of pricing
* Track actual business results against what was expected when a contract was signed. Understand the reasons why business performs better or worse than forecast.
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