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Senior Commercial Manager (001825) in Sydney at Inmarsat

Date Posted: 5/26/2018

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Job Description

Primary role purpose:

The primary purpose of this role is to be able to bring together all of the commercial elements of any offer, deal, contract or agreement to ensure that the Global Government Sector teams are issuing and completing low risk and executable offers at speed with our customers.


Job Requirements

Key Responsibilities:

  • Support the development of high quality formal Sales proposals and in the case of the Australian, Canadian and Maritime sector teams – lead on this development. This includes supporting the relevant sector team leader and his team to drive the deal to closure.
  • Ensure that all offers and proposals are commercially valid, include appropriate and relevant information.
  • Work with Inmarsat’s Legal and Contract Operations teams to ensure the correct and appropriate T’s and C’s are used in any offer and to negotiate any relevant contracts. This includes contract renewals and draft contracts in bids.
  • Become an expert in all aspects of the service pricing models used by the five sector teams.
  • Either directly or in concert with a commercial manager within a dedicated sector team, ensure an offer is deliverable including meeting all of the required legal, regulatory and logistics requirements taking into account the entity we are making the offer from and the location of the customer entity (e.g. which country is the customer based in and how does this affect the offer we are making).
  • Work with the Finance team to ensure that the financial model of any offer is appropriate. Have we got the right margins, including all that is required and ensured that we’ve described what we’ve included? Do we need to consider any capital to make the deal work? Have we considered the different margins between airtime and hardware?
  • Ensure that the written offer is of high quality (fit for purpose and well written)
  • Ensure we have obtained the required internal approvals so that we can make the offer to our customer.
  • When required, take the lead on all commercial aspects of a particular sector teams business or support an existing commercial manager within one of the sector teams (including appointing partners, creating MOU’s etc).
  • Act as a stand in for the VP when the VP is unavailable, on leave etc.
  • Adhere to the WHS responsibilities and policies of Inmarsat


Essential Knowledge and Skills:

People with broad, practiced knowledge across:

  • Experience in Contracts and legal inc. T’s and C’s
  • Financial analysis including DCF and revenue/margin modelling.
  • Excellent writing skills combined with high level of skill in using Microsoft Office products.
  • Good interpersonal skills to ensure the approvals requirements are fulfilled
  • An enquiring mind to test that we have captured all that is required to capture an order
  • Negotiation skills that ensure either a mutually acceptable outcome is achieved between the customer and ourselves or a recognition that such an outcome is not achievable and that as a result we should walk away.
  • Must be capable of obtaining an Australian government security clearance.


Desirable Knowledge and Skills:

  • Degree Qualified in finance, legal or commerce


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