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Commercial Client Manager

Posting Country:  Australia
Date Posted:  03-Apr-2021
Full Time / Part Time:  Full Time
Contract Type:  Permanent

At Vodafone, we’re working hard to build a better future. A more connected, inclusive and sustainable world. As a dynamic global community, it's our human spirit, together with technology, that empowers us to achieve this. 

We challenge and innovate in order to connect people, businesses, and communities across the world. Delighting our customers and earning their loyalty drive us, and we experiment, learn fast and get it done, together.

With us, you can be truly be yourself and belong, share inspiration, embrace new opportunities, thrive, and make a real difference.



Location : Melbourne, Australia 


Achieve your ambitions as Commercial Client Manager in a world leading total communications company with operations in 100 countries and rapid expansion in the APAC region.  
Vodafone was born mobile, giving it a heritage that benefits enterprise customers as they look to embrace next-generation business opportunities. Your skill in business to business relationship building and commercial (contract) management, combined with your knowledge of business communication technologies, will play a pivotal role in the growth of Vodafone Group Enterprise. 
Your results-orientated approach will be supported by a collaborative environment where you can learn from seasoned telecommunications executives, benefit from world-class training and have the chance to build a successful, long-term career at a leading global brand.  
In a fast-moving world where the pace of change is accelerating, we won’t slow you down. We evangelize business agility and pride ourselves on quick decision-making and flexible working schedules. Vodafone provides all of the speed, growth and excitement of a start-up, with the financial backing and footprint of a firmly established global corporation.  


Role purpose : 

  • Impact the business: You will define and execute the commercial strategy for Vodafone Group’s most strategic Multi National Corporate customer accounts. You will be instrumental in ensuring the projected profitability and revenue is materialized in life against the key accounts you manage
  • You will manage the commercial obligations between Vodafone and the customer, leading to satisfied customers and maximized revenue and margin
  • Think globally: Vodafone is multi-homed with deep local presence, structured and resourced to support the global operations of today’s borderless enterprise. You will work closely with the Global Account Executive team as well as locally with on-shore sales teams and other Vodafone stakeholders
  • You will be the trusted commercial advisor to the customer and Vodafone’s internal stakeholders. With your in-depth understanding of both the contracts and the P&L performance of the customers’ business, you’ll deliver insights which enable agile commercial governance and decision-making to maximise revenue and profitability of each contract
  • Be the customer: Understand and anticipate the customer’s strategic and operational objectives, commercial and contractual challenges and introduce new innovations, new offers and concepts to satisfy their business needs
  • Be networked: Engage with local influencers and decision makers to assist in local, regional and global growth. Become the go-to person responsible for developing strong long-term relationships with key local decision makers

Job Responsibility


Key accountabilities and decision ownership:  


  • Accountable for the overall commercial management and profitability optimization of named customer accounts, including debt management. This includes managing the P&L of the customer and lead its delivery by actively managing all costs & revenues to deliver and exceed the P&L and revenue targets
  • Responsible for the in-life management of named accounts, including contractual awareness of complex terms and conditions and the financial impacts of different scenarios
  • Provide support and guidance for data analysis activities to confirm usage profiles, contractual changes and spend baselines.  E.g. charge reviews; benchmarking; savings analysis  
  • Create complex commercial models capable of scenario modelling to identify and impact assess contractual risks and issues  
  • Regularly provide ‘line of sight’ back to Vodafone and customer business cases (as necessary) to reconcile expected and actual commercial outcomes
  • Utilize findings for forecasting, planning and risk mitigation purposes 
  • Responsible to deliver any commercial obligations as defined in the customer contract 
  • Deliver insights and executive briefings to key stakeholders on the structure and development of commercial contracts in order to maximize business value, with a particular focus on complex multi-facetted commercial propositions spanning multiple geographies
  • Identify and rectify any process and governance deficiencies to ensure operational integrity within the Commercial Delivery function 
  • Provide insight into the bid and pricing processes within VGE to facilitate continuous improvement actions to deliver business decisions 

Core competencies, knowledge and experience: 

  • Bachelor degree 
  • 8+ years experience in B2B / enterprise environment
  • 3+ years experience in a customer facing role is desirable
  • Experience in sales, commercial and/or contract management (deal negotiations, contract development & change management)
  • Savvy with Excel; able to do basic commercial modelling
  • Excellent relationship builder, with the necessary personal impact to build credibility with customers, the account team (Global Client Director / Global  Account Manager) and Sales Leadership
  • Excellent communication skills, both written and verbal, at Vice-President / Executive-level
  • Ability to identify broken/sub-optimal processes and recommend changes
  • Strong people skills and demonstrable ability to deliver though others who are not ‘Direct Reports’ 
  • Proven commercial acumen, including experience in managing & improving P+L’s  

Vodafone is committed to attracting, developing and retaining the very best people by offering a motivating and inclusive workplace in which talent is truly recognised and rewarded. We are committed to promoting Inclusion for All with the belief that diversity plays an important role in the success of our business. We actively encourage everyone to consider becoming a part of our journey.

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