Sales Operations Analyst
Management Service Consulting
MSC recrute pour le compte de son client:
Job Title: Sales Operations Analyst
Organization: Telecom
Workplace: Kinshasa
Effective: 1
Deadline: August -20 -2021
NB: Only selected candidates will be contracted for the next step,
Apply to this address: [email protected]
Performance Criteria
1 - Key Performance AREA (Objective): Weight: 25%
Contractual Management and Compliance.
Key Performance INDICATORS
Performance Standards/Targets
1.1
Develop business engagement models in support of effective execution of the Business and Commercial support across all operational divisions of the organisation
Per project/customer, detailed per project/customer annually
1.2
Develop functions within CBO aimed at contract revenue growth and margin protection through alignment to customer and Liquid sales strategy and delivery competencies
Per project/customer, detailed per project/customer annually
1.3
Establish compliance criteria and parameters for cross functional efficiency measurement
Per project/customer, detailed per project/customer annually
1.4
Implement business and commercial management maturity in line with best practices that accurately reflects commercial, contractual, and legal negotiations in accordance with company policies
Per project/customer, detailed per project/customer annually
1.5
Develop and Manage contract master obligations list per contract with various departments in the organisation
Per project/customer, detailed per project/customer annually
1.6
Manage contract amendment process with customer against approved variations or adoption of new services for allocated contract/s.
Per project/customer, detailed per project/customer annually.
2. Key Performance AREA (Objective): Weight: 25%
Commercial Management / Support
Key Performance INDICATORS
Performance Standards/Targets
2.1
Ensure contract execution aligned with business cases, operational and financial targets to maximise revenue and margins and to contain costs
Per project/customer, detailed per project/customer annually
2.2
Manage cross functional operational efficiency based on contract performance data and KPI’s
Per project/customer, detailed per project/customer annually
2.3
Establish third party supplier channels in conjunction with Sourcing to enable effective contract performance and in view of supplier cost containment
Per project/customer, detailed per project/customer annually
2.4
Ensure revenue improvement plans are established per contract
Per project/customer, detailed per project/customer annually
2.5
Support Sales with strategic planning and development of strategic input associated with business plans
Per project/customer, detailed per project/customer annually
2.6
Develop financial analytics on assigned contracts through economies of scale and efficiency gains to ensure targeted revenue, margins and costs are maintained and or improved
Per project/customer, detailed per project/customer annually
2.7
Control that contract deliverables remain within budgets and report the managed variances within contract structures
Per project/customer, detailed per project/customer annually
2.8
Approve, manage, and recommend all price adjustments annually with billing teams for accurate invoicing
Per project/customer, detailed per project/customer annually
2.9
Approve and confirm that all sales proposals are in line with contract principles
Per project/customer, detailed per project/customer annually
2.10
Act as single point of contact all legal, financial or commercial aspects and assist with negotiations associated with allocated contracts through liaison with Legal, Financial department, Commercial department
Per project/customer, detailed per project/customer annually.
3. Key Performance AREA (Objective): Weight: 20%
Sales/Presales Enablement
Key Performance INDICATORS
Performance Standards/Targets
3.1
Work with the Presales and Pricing teams to respond to customer requests, taking responsibility for commercial aspects of the response
Per project/customer, detailed per project/customer annually
3.2
Assist the Presales/Sales with customer engagements and presentations as required.
Per project/customer, detailed per project/customer annually
3.3
Work with customer sourcing and governance structures to ensure compliance and alignment to contractual and commercial obligations.
Per project/customer, detailed per project/customer annually
3.4
Engage with third party suppliers in conjunction with or on behalf of Sales/Presales for optimization of existing contracts or future requirements
Per project/customer, detailed per project/customer annually
3.5
Design, Manage and Adapt contractual obligations with Sales/Presales teams to evolve in line with customer/business requirements.
Per project/customer, detailed per project/customer annually
3.6
Provide a consolidated financial and commercial view on the impact of proposed variations or alterations to contractual and commercial terms
Per project/customer, detailed per project/customer annually.
4. Key Performance AREA (Objective): Weight: 25%
Reporting and Business Analytics.
Key Performance INDICATORS
Performance Standards/Targets
3.1
Develop financial and commercial scorecards
Per project/customer
3.2
Develop scorecard for and work with cross-functional teams to implement optimizations and improvements identified through the review and assessment of performance.
Per project/customer
3.3
Ensure that Reporting and Analytics is developed in line with company strategic objectives
Per project/customer
3.4
Work with Pricing/Finance to develop long term contract budget across multiple contract elements associated with sales account roadmap and plan that will drive the strategic direction of the customer to align to strategic direction set by executive management.
Per project/customer
4.Key Performance AREA (Objective): Weight: 10%
Governance and Risk Management
Key Performance INDICATORS
Performance Standards/Targets
4.1
Develop governance processes and structures aimed at sound and accurate execution of contractual obligations and operational requirements
Per project/customer
4.2
Develop and Implement structures that will ensure QoS internally and externally to the customer and assist with the reporting, presentation, and delivery of contracted services
Per project/customer
4.3
Develop cross functional Business and Commercial capability and alignment to achieve operational requirements for Strategic contracts under management
Per project/customer
4.5
Drive risk resolution and feedback loop as a key risk management function
Per project/customer
4.6
Develop Budgets and Risk Management Models across the organisation to support areas associated with contracts
Per project/customer
4.7
Manage cross functional business and contractual risks through the contract risk register
Per project/customer
5. Key Performance AREA (Objective): Weight: 15%
Customer Centricity
Key Performance INDICATORS
Performance Standards/Targets
5.1
Develop Customer relationship management model within organisation related to contracted governance structures and business support functions as per contract allocated.
Per project/customer
5.2
Develop continuous commercial and financial improvement plans and drive commercial engagement value propositions with customers and across the organisation
Per project/customer
5.3
Drive continuous improvement on customer experience across other Liquid cross functional divisions
Per project/customer
Key Decisions:
Develop Administrative and communication process improvements around sales commission, customer experience, and contract management
Develop commercial and financial structures to meet customer requirements specific to each customer requirement.
Develop and Set Budgets and Key Strategic Plans associated with company Strategy on Strategic Projects across different operational areas.
Accountable for:
Accountable to manage overall Contract across Operational divisions of the organisation and report to CBO accordingly
Accountable to ensure that Risks associated with contract is mitigated and managed
Accountable for overall governance, compilation and analysis of contract performance and risks, operational performance, and Budget development of the contract
Job Requirements
1.1Qualifications
Formal Qualifications Required
Essential / Desirable
University Qualifications in Finance, Legal and/or Business Management. NQF 7
(Licence – Bachelor Degree)
Essential
1.2Experience
Job Related Experience Required
Time Span
Essential / Desirable
Managerial experience
4 years
Essential
Business, commercial and contract management experience in the ICT environment
4 years
Essential
Total experience needed
8 years
Essential
1.3Knowledge Areas
Job Related Knowledge Required
Essential / Desirable
Strong financial, legal and business skills
Essential
Business and Commercial management skills
Essential
Contract management skills
Essential
Customer management
Essential
1.4Skills
Job Related Skills Required
Essential / Desirable
Analytical
Essential
Strong management skills
Essential
Excellent communicator
Essential
Excellent knowledge of Microsoft Office (MS Word, Excel, PPT, MS Projects)
Essential
1.5Span of control
Supervision / Coordination of People and Work
Number of jobs
0
Number of people
0
