Job Description Summary

Job Description

Essential Responsibilities

Commercial Governance & Deal Review

• Lead the overall commercial governance framework including deal review and approval processes ensuring full compliance with internal policies (including Policy 5.0) and alignment with the companys risk and profitability objectives.
• Cochair key deal review forums for strategic / complex opportunities challenging underlying assumptions deal structure pricing and risk allocation.
• Establish communicate and maintain clear commercial guidelines standards and tools (e.g. approval matrices templates checklists) to drive consistency across regions.
• Monitor and report on commercial risk exposure and emerging trends; proactively escalate key issues and recommend mitigation actions to senior leadership.

Sales Operations & Process Excellence

• Design standardize and continuously optimize endtoend commercial and sales processes across regions from lead generation and qualification through proposal negotiation and order booking.
• Define and institutionalize standard operating rhythms (e.g. weekly pipeline reviews monthly operating reviews quarterly business reviews) that drive accountability and predictability.
• Define track and communicate key commercial KPIs (e.g. funnel coverage win rate cycle time pricing / margin metrics compliance to process) that are part of our Lean Bowler and drive actions to close performance gaps.
• Sponsor and lead crossfunctional initiatives to simplify processes eliminate bottlenecks and improve the overall commercial customer experience.
• Leads ITO demand forecasting as a key stakeholder in the GSI S&OP process ensuring accurate data-driven forecasts that support operational and financial planning.

SFDC & Digital Tools Ownership

• Own SFDC (or equivalent CRM) at global level as the primary platform for commercial and sales management.
• Owns the digital tools as well as the associated roadmap and continuous improvements
• Define the system architecture data standards workflows and governance model to support highquality forecasting and performance management.
• Ensure data integrity and user discipline through clear policies training audits and continuous feedback to regions.
• Develop and maintain standard dashboards and executive reports that provide realtime visibility into pipeline orders and key commercial metrics.

Pipeline Management & Orders Planning

• Lead the global pipeline management process ensuring that opportunities are properly qualified updated and aligned with strategic priorities.
• Build consolidate and maintain the global operating orders plan in partnership with regional sales and finance ensuring alignment with annual and multiyear business plans.
• Provide ongoing visibility of pipeline coverage versus orders and revenue targets highlighting risks upsides and required corrective actions.
• Support scenario planning including sensitivity analyses on pipeline assumptions to inform strategic decisions and resource allocation.

Best Practices Lessons Learned Capability Building & Change Leadership

• Capture and institutionalize commercial and sales best practices across regions including deal structuring negotiation strategies pricing approaches and process improvements.
• Owns the Lessons Learned process and return on experience between the OTR and ITO organizations
• Sponsor and guide training and capabilitybuilding programs for commercial and sales teams with focus on policy compliance SFDC usage and commercial excellence.
• Act as a key change leader for new commercial initiatives tools and processes ensuring effective communication alignment and adoption across all regions.
• Foster a culture of commercial discipline accountability and continuous improvement aligned with the companys values and strategic objectives.

Additional Information