Job Summary
The Commercial Manager owns end-to-end commercial operations for the account: accurate and timely billing, a healthy and well-controlled P&L, disciplined procurement and PO management, and effective vendor and contract management. The role leads a team of three commercial specialists and is the primary interface between delivery, sales, central finance, procurement (CPO/GPS), and the customer on all commercial matters, with accountability for revenue assurance, cost optimization, commercial governance, and internal financial controls (IFC) compliance.
Key Responsibilities
Billing, Invoicing & Contract Management — Own the monthly billing cycle across all service tracks and country entities: RU reconciliation, pre-billing sheets, customer approvals, invoicing, and dispute resolution. Oversee milestone/project billing per SOW, cloud (AWS/Azure) billing, ARC/RRC deviations, WIP/UBR conversion, and payment follow-ups. Manage execution of Change Requests (CRs) and Project Work Orders (PWOs), contractual documentation, and the central document repository, ensuring full IFC compliance. P&L Management & Controls — Own the account P&L: monitor revenue, cost, and margin, and drive corrective action. Lead weekly projections, quarterly and annual budgeting, and controls over billing inputs. Align account numbers with sales and central finance, including reconciliations with GBO. Maintain monthly IFC reporting, support rate cards and RU pricing, and track the new business (EN) pipeline. Procurement & PO Management — Ensure all PRs for vendor POs (new and renewal) are validated against budget, justified, approved across Delivery/Finance/GPS, and released before contract end dates. Manage new purchasing with CPO, GPS, Finance and Delivery. Oversee PR/PO trackers, PO utilisation and balances, timely GRN with correct cost booking, short closure of POs and timely approvals of invoice payments to vendors. Vendor Management & Contracts — Manage vendor relationships and resolve commercial issues (POs, invoicing). Negotiate terms and align internal stakeholders on vendor agreements; manage contract renewals, AMCs, and warranties with no lapse in coverage. Drive vendor-side cost optimization, PO consolidation, and delivery/stocking improvements. NSSR Commercial Operations — Oversee the NSSR lifecycle commercially: quotations, approvals, execution tracking, stock management, and invoicing (PM, technical, and third-party cost splits). Run daily governance with PMs, ensure SO-to-PO billing completion, and monitor cost vs revenue for the EN portfolio against revenue targets. Commercial Governance — Lead monthly commercial governance with the customer on RUs, billing, and contractual points; own governance packs and reporting, drive action closure, manage escalations, and support ad-hoc quotes and asset-related commercial activities (buy-backs, reconciliation, asset billing). People Leadership — Lead, coach, and develop a team of three specialists covering billing/contracts, P&L/finance, and procurement. Set objectives and KPIs, ensure cross-training and backup coverage, and enforce SOPs and internal controls. Key Performance Indicators Cost optimization on budgeted service costs plus optimization of non-budgeted costs; achievement of NSSR/EN revenue targets ($1M+); on-time billing and customer approvals each cycle; UBR/WIP conversion and timely collections; 100% renewal PRs released before end dates;
Skill Requirements
- 10–14 years in commercial/account management within IT or managed services, including 3+ years leading a team.
- Proven experience running commercial operations of large managed services accounts: RU-based and milestone billing, multi-country invoicing, P&L ownership, budgeting, and margin improvement.
- Hands-on PR/PO lifecycle and GRN experience with central procurement functions; strong vendor management and negotiation record with OEMs and service providers.
- Solid grasp of contract management (MSA, SOW, CR, PWO), revenue recognition, provisions, and IFC/audit requirements.
- Advanced Excel and reporting skills; familiarity with ERP/procurement tools (e.g., SAP).
- Strong stakeholder management, negotiation, and presentation skills, including customer-facing governance; organized and dependable in managing daily/weekly/monthly commercial cadences.
- Bachelor's degree in Commerce, Finance, Business, or Engineering; MBA/CA/CMA preferred.