Commercial Manager at Ciena

Job Description

The Commercial Manager role resides in the Commercial Management group. The goals of the Commercial Management (CM) function are the following:

• Partner with the Sales team to close transactions on a timely basis while at the same time getting the best possible business deal for Ciena, considering price, terms, risk and other aspects. CM “owns” the quality of customer deals.
• Achieve a high level of Customer satisfaction in dealing with Ciena. This may translate into a competitive advantage.
• Interact with Customers along with Sales as the commercial interface into Ciena.
• Partner with the sales regions to assist in developing their strategies.

This position requires a highly motivated individual who can add considerable value to a cross-divisional team, in managing the array of elements involved in securing new customers and in providing ongoing support to the sales effort in a designated region. This individual will serve as the central point of contact from the field to headquarters to ensure that all issues pertaining to the sales effort are handled with maximum efficiency, flexibility, and responsiveness. Their primary responsibilities will include overall bid management, pricing and margin analysis, supervising RFP responses, providing strategic and tactical support to Ciena’s efforts to capture new markets or customers, qualifying new business opportunities, and ensuring that problems related to ongoing sales are resolved expeditiously.


PRIMARY DUTIES AND RESPONSIBILITIES:
• The CM typically supports multiple sales teams and is closely aligned with them. It is important to have visibility into their sales order pipeline, competitive strategy, and sales/gross margin goals. The CM also works with Sales to develop product and sales strategies for specific customers and the region overall.
• Manages the deal development process by working with a team made up of Sales, PLM, and Proposals to develop comprehensive proposals/bids to customers. The CM is involved with pricing, product offer, base terms/conditions, and development of the associated business case. The CM prepares a “Business Analysis” for each deal which outlines the business case, including the adjusted margins expected from the deal, the risk terms and mitigation strategy and any unusual or non-standard terms relevant to an understanding of the quality of the deal. Support for the business case work may be provided by the deals desk.
• Work in close coordination with Sales Management, Finance, Legal and Services to ensure all areas of the commercial deal and risk assessment have oversight, understanding and policy approval.
• The CM is responsible for the contract management function which includes contract analysis and drafting. The contract work will be supported by Legal who will provide support in drafting contract language.
• Participates in and often leads customer negotiations during the contracting process and acts as an intermediary between sales and internal stakeholders in resolving issues on a real-time basis. The CM provides notice to stakeholders and secures formal approvals of all proposals and customer commitments as required by the BAAP.
• Is the point of contact for questions from Order operations, credit approvals, and non-revenue shipments.
• Provides input into various reports/repositories such as the Bid Register, RFX activity, OC update, Contract Tracking (CTR), and CPODS.
• Participates in and manages (with Sales/Services) the quarterly/twelve month rolling revenue and gross margin forecast.
• Performs other duties as assigned.
Skills

• Strong business acumen and analytical skills.
• Proven experience negotiating solutions-based sales contracts with end-users.
• Proven ability to work with and lead team efforts.
• Good organizational and interpersonal skills.
• Self-starter, capable of “owning” areas of responsibility and involving senior management for necessary issues. Is able to work independently with limited day-to-day supervision.
• Effective verbal and written communication skills
• Good team spirit
• Experience in Telecom market is a plus

Education & Experience

 BS Business or BSEE or JD or education experience equivalent
 5 - 10 years of Commercial Management experience which may include Business, Finance and/or Contract Management or legal
 MBA a plus.
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