Deputy Manager

Job Description

JD - Lead / Associate Manager Business finance CA with 3 to 4 years of relevant experience or MBA/Bcom with 5-7 years relevant experienceRevenue analysisProfitability analysis & suggest improvement plansCash flow monitoringBudgeting & driving annual operating plan within Pricing, risk assessment & preparation of business modelsKnowledge of SAP/ ERPPerformance monitoring & team developmentExecutive/ CA Fresher - Executive/ Sr. Executive (4A or 4B grade) - JD - Executive/ Sr executive business finance - CA with 0 to 3 years of relevant experience or MBA/Bcom with 3-4 years relevant experienceRevenue analysisProfitability analysis & help in improvement plansCash flow monitoringBudgeting & help in annual operating planKnowledge of SAP or any other ERP is preferable1 Sr. Executive/ Specialist (4B or 4C grade) JD - Executive/ Sr executive business finance - CA with 2 to 3 years of relevant experience or MBA/Bcom with 3-4 years relevant experienceRevenue analysisProfitability analysis & help in improvement plansCash flow monitoringBudgeting & help in annual operating planKnowledge of SAP or any other ERP is preferable Job Description Executive Commercial - Pricing
• Part of the IT commercial - pricing Team
• Understanding of different models used in IT industry
• Knowledge of terminologies used in IT industry
• Help in financial modeling
• Reading and writing commercial clauses for commercial proposals & SOWs
• Preparing and helping presales team for deal structuring.
• Providing support to business leadership team during pricing of new deals.
• Knowledge of excel and able to prepare dashboards & other reports.
• Good to have experience of working on pricing tools
Job Description Manager Commercial - Pricing
• Experience of leading IT commercial Pricing
• Well versed with different models used in IT industry and impact of the same on deal commercials
• Well versed with terminologies used in IT industry and impact of the same on commercial pricing
• Hands on experience of Financial modelling of multimillion It deals
• Responding to commercial section of Request for Proposals (RFPs) for IT outsourcing deals. Preparing Birlasoft and customers business case
• Work closely with sales and delivery teams including senior management
• Create and review commercial construct of the deals. Responsible for creating Deal P&Ls and Financials for each opportunity to keep track of margins
• Identify commercial risk involved and propose risk mitigation framework
• Able to Analyze and report statistical data comprising of Revenue/FTE, Cost/FTE, Zero Revenue resources, efficiency, billed head count
• Clear understanding of RFPs, MSA and SOWs. Should have an understanding of reviewing from Business Finance function stand point and highlighting the key risks/issues
• Review of and Mark-up commercial terms and conditions in a proposal
• Well versed with excel and able to prepare dashboards & other reports
• Develop and maintain pricing tool
• Create narratives & simulations to help inform decision-making
Job Description Head Pricing & Commercials
• 10-15 years experience of leading IT commercial Pricing
• Well versed/ worked on different commercial models used in IT industry and Analysis of impact on deal commercials
• Well versed with terminologies used in IT industry and impact of the same on commercial pricing
• Hands-on experience of Financial modelling of Large /complex IT deals
• Identify commercial risk involved and propose risk mitigation framework
• Clear understanding of RFPs, MSA and SOWs. Bench mark contractual clause (used by other IT company)
• Review of and Mark-up commercial terms and conditions in a proposal
• Negotiate with customer/ legal team on contractual TC s directly
• Reports on Win/loss analysis
• Implement learning from a bad commercial deal into future deals
• Responding to commercial section of Request for Proposals (RFPs) for IT outsourcing deals. Preparing Birlasoft and customers business case
• Work closely with sales and delivery teams including senior management
• Create and review commercial construct of the deals. Responsible for creating Deal P&Ls
• Able to Analyze and report statistical data comprising of Revenue/FTE, Cost/FTE, Zero Revenue resources, efficiency, billed head count
• Tracking Deal Financials for each opportunity and with some bit of analysis on large opportunity (say above $5M)
• Working knowledge of excel and able to prepare dashboards
• Pricing Tool: Vision on what should be pricing/commercial tool
• Create narratives & simulations to help inform decision-making
What kind of output we expect:-
• Lead end to end commercials
• Create good team to ensure high quality performance
• Power to convince and negotiate with internal and external stakeholders
• Business partnering, means people reach out to him for all kind of support
• Agile decision making support data, models,
• Creation of Standard rate card
• Approval Matrix: regular monitoring and updates
• Contract play book along with Legal/risk team
• Reports of deal submitted without approval do we see any trends/patterns
• Various kind of dash board:-
  • Win / Loss Analysis
  • Open pipeline reports
  • Must win deals
  • Actual performance vs commercials
  • HC / Pyramid analysis on actual vs planned
  • Realized rates
  • Discount on existing deals
  • Trend analysis of how deal margin move over a period consolidated
  • Discount vs standard rate cards
  • Forex benefit
  • Margin impact of large deal say $ 100/200 Mn on current operating model
  • Order book
• Analysis of market trends
• Track customer with high risk or potential high risk
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Keyskills :
insurancerisk assessmentmisfinancial modellingfinancefinance function