Commercial Manager

Edit Print

Job Details

Description

Principal Tasks:

The Commercial Manager is the single point of contact for the Americas Sales organization regarding contract management, business cases, and general contract and commercial support. The primary responsibility is drafting, reviewing, advising on, negotiating, revising, and executing contracts that involve the sale of products and/or services in line with ADVA’s core business practice(s). Further responsibilities include the development and analysis of business cases and customer projects, to provide accurate pricing analyses, and act as a sparring partner to Sales management to ensure sales’ and corporate objectives are well balanced and considered. The Commercial Manager will formally report to the Director Commercial Management Americas and will functionally reside in the Finance organization. 

  • Oversee and ensure the Commercial Management support for the Sales organization in the Americas
  • Be the single point of contact for commercial support and all new and existing agreements within the Americas Sales organization (including Business Development)
  • Together with the Sales leads explore and evaluate opportunities, develop strategic business propositions, measure client/account capabilities, and provide flexible pricing models and options to improve Revenue Management
  • Review, draft, negotiate, and administer a wide variety of agreements in accordance with organizational and departmental policies and procedures. As part of this, perform a risk assessment of proposed terms and conditions to understand legal, audit, and budgetary implications and work with the Sales' leads to develop recommendations to minimize potential risks to the business
  • Ensure business cases and agreements are aligned with all stakeholders, completed on time, and all final contract documents are received, properly stored in the contract database, and periodically reviewed
  • Prepare correspondence, termination letters, renewals, amendments, representation forms, and other pre- and post-contract documents
  • Compute and analyze customer projects and business cases and provide support on pricing/bidding (e.g. create price lists and e-auction tools via Microsoft Excel)
  • Manage approval of projects according to the Limits of Authority's pricing/discount policy
  • Set and oversee customer credit limits, run customer credit checks, and work with Finance to manage credit limits
  • Support quarterly revenue forecasts in close work with Accounting, Sales Controller, and Sales Operations
  • Must be able to keep matters confidential and handle a wide variety of confidential and time sensitive matters

Supplementary Tasks:

  • Support of Sales, Controlling, and Accounting (e.g., revenues, margins, forecasts)
  • Lead or support projects to improve pricing decisions, the contract management system, and contracting process

Customers (Internal & External):

External

  • ADVA’s customers

Internal

  • Sales, Customer Service, Customer Focus Team
  • Accounting, Controlling, Tax, Legal, Global Trade Compliance
  • PLM, Quality, Production, Purchasing

Skills/Qualifications/Training/Experience:

Essential

  • 8+ years previous experience in commercial contracting
  • Bachelor’s degree or equivalent experience in Finance or Business Administration
  • Fluent in English and a second language, ideally Spanish or Portuguese
  • Excellent verbal and written communication and problem-solving skills
  • Ability to communicate clearly, solve problems, and provide commercially focused advice
  • Good judgment and attention to detail
  • Learns quickly and thinks creatively
  • Ability to work with discretion
  • Stress resistant
  • Customer centric approach
  • Ability to develop positive working relationships at all levels
  • Proficient in Microsoft Excel

Desireable

  • Working knowledge in Tableau, SAP, and, SalesForce
  • Understanding of Accounting standards

Requirements & Work Environment:

  • Office environment
  • Must be able to lift 5 lbs.

Success Criteria:

  • Must be a team player, flexible, open-minded, and display creative thinking
  • Providing accurate and valuable information within short response times
  • Willingness to take responsibility for business decisions
  • Ensuring execution of profitable contracts that are within ADVA’s guidelines 
  • Ability to work effectively in a team-oriented environment and also to work independently through initiative and self-motivation
  • Ability to communicate effectively, in particular by summarizing complex data/information into concise, meaningful words, graphics, tables, and schedules, and also in an oral form to a wide range of audiences

Team and Department:

  • Commercial Management
  • Finance Department

Licenses/Certifications Required:

  • World Commerce & Contracting CCM Certification desired but not required

Travel Requirements:

  • 5% or less travel
  • Annual trip, usually international
  • As required domestic, usually quarterly or bi-annually

Scope of Employment:

  • Fulltime
  • Employee
  • Permanent
  • Salaried position
  • Must be authorized to work in the United States

Primary Location:

  • Norcross, GA (office location) or remote

Work Schedule:

  • Weekdays
  • 8:00AM – 5:00PM
  • Office hours: Monday – Friday (flexible work schedule as agreed with manager)

Compensation Scheme:

  • Goal pay compensation scheme
  • Base salary + individual goal pay + company goal pay
Job ID
98
Job Title
Commercial Manager
Application Deadline
July 10, 2021
Salary Range
no minimum salary specified - no maximum salary specified
Min. Years of Experience
8.0
Job Location
Norcross, GA
Website
https://adva.wd3.myworkdayjobs.com/en-US/ADVA/job/Atlanta-GA/Commercial-Manager_R000345-1 

Contact Information

Name
Mark Richard
Phone Number
(678) 728-8799
Email
mrichard@adva.com 
Best Method of Contact
EMAIL
012422