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Deal Manager
About the job
Job Title
Deal Manager
Job Description Summary
Deal Management mission is maximizing the value of each customer deal, fostering upsell and cross-sell, ensuring right time to market through efficient deal processes, sharing best practices and implement acceleration plans.
As Deal Management (North Asia) - Regional Accounts, you will be responsible for the timely development and completion of commercial deals as well as responses to RFP, RFQ or RFI. This role will manage the North Asia Market focusing on:
• Builds workflows to support commercial/ deal desk processes.
• Supports in commercial strategy & tactics and applies different commercial mechanisms to ensure profitability in deals making.
• Captures relevant commercial competitive intelligence.
• Approves/rejects requests outside of commercial & pricing policies and validates contracts
• Avg Revenue of Deal Size reads EUR1M
Common accountabilities:
- Has the required technical/functional knowledge and experience in own discipline. Knowledge of the Amadeus business and how it is related to own area.
- Works using existing procedures or guidelines and provides inputs to support/influence area decisions. Makes recommendations on new solutions and proposes improvements by analyzing different sources of information.
- Works with a moderate level of guidance and direction from manager.
Specific accountabilities:
Lead deal support for complex negotiation :
. Prepare negotiation with Sales / Account Managers
. Manage business case escalation process and outcome
. Ensure the correct execution of the defined commercial strategy through the deal-making process.
. Ensure profitability and sustainability of deals in the long term, in close collaboration with relevant stakeholders (Finance, Business Planning & Performance, etc).
. Ensure sales team are operating within deal guidelines partnering with cross function teams to ensure compliance with policies
Commercial Governance and Pricing:
- Provide input to the Growth Strategy team on commercial policies for your area.
- Cascade commercial governance at cluster level
- Implement Commercial Policy
- Participate in pricing definition for your area.
- Design support and implement Sales methodology & tools
Collaborate with Cross Functional Team
. Manage the governance process for pricing approvals & exemption processes
. Roll out commercial policies directives from HQ
. Support preparation of periodic reporting & metrics on deal desks activities including quoting trends, turnaround times and incentive effectiveness
. Work with Sales Team & Legal Team to ensure timely contract execution
Commercial Strategy & RevOps Interface:
- Actively contribute to strategy definition for Regional Accounts in assigned cluster
- Participate in cluster strategy definition and execution
- Participate in cluster annual business plan development
- Provide input when necessary for other RevOps process like Performance Management and Revenue Planning
- Liaise with Commercial Optimization and Tech for issues on the end2end commercial flow across all back-office teams
Education
University degree or equivalent work experience in Business, Economics, Commerce, Finance, Engineering or Science related
Relevant work experience:
5-8 years of experience in commercial roles / commercial finance roles.
Business understanding
Possess a good knowledge of Amadeus fundamentals: history, business, offer, strategy, technology and organization
Demonstrated knowledge of developing business case & prepare business approval escalations
Ability to interpret & manage financial metrics, cashflow, P&L and advise business on optimal business outcomes
Skills
- Microsoft Office. Business analytics tools / methodologies
- Japanese Fluency (READ AND WRITE) is a STRONGLY DESIRABLE. English fluency is ideal and recommended
- Sales methodologies/policies. Project management - Change management methodologies.
Diversity & Inclusion
We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.
- Department: Management