Sales Operations Analyst

Présentation entreprise :

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.

Contexte et mission :

  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

Profil recherché :

Job Requirements

1.1Qualifications

Formal Qualifications Required

Essential / Desirable

University Qualifications in Finance, Legal and/or Business Management. NQF 7

(Licence – Bachelor Degree)

Essential

Experience

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