Group Commercial Manager

Role Summary:

leading the commercial strategy

Key Responsibilities:

**Contract Management

Draft, review, negotiate, and manage all customer contracts, service level agreements, vendor contracts, and lease agreements. Ensure risk mitigation, profitability, and compliance with local and international regulations.

**Pricing Strategy & Deal Structuring

Own and maintain pricing models for hardware, services, leasing, consumables, and software. Support sales and presales teams with commercially sound proposals and bid responses.

**Revenue Assurance

Monitor contract revenue streams, billing schedules, and margin performance. Ensure accurate translation of contract terms into ERP/billing systems. Identify revenue leakage and recommend corrective actions.

**Commercial Risk Management

Proactively assess contractual, financial, operational risks in deals; propose risk mitigation strategies including insurance, warranties, penalties, and termination clauses.

**Vendor & Leasing Partner Management

Manage backend commercial negotiations with OEMs (HP, Ricoh, etc.), leasing partners (Grenke, HPIFS, etc.), and subcontractors. Negotiate volume discounts, backend rebates, and preferential terms.

**Cross-functional Collaboration

Act as a bridge between Sales, Finance, Service Operations, and Legal for all commercial matters. Provide commercial inputs into project delivery plans and ensure alignment with customer commitments.

**Reporting & Forecasting

Prepare monthly commercial dashboards, revenue forecasts, margin analysis reports, and executive summaries for leadership review.

**Continuous Improvement

Streamline commercial processes, automate contract-to-cash workflows, maintain contract repository systems (ERP integration). Conduct periodic commercial training for sales and operational staff.

Qualifications & Experience:

• Bachelors degree in Business, Finance, Legal, or related fields (MBA preferred)

• Minimum 10-15 years

  of commercial management experience in B2B industries (office equipment, IT services, leasing, managed print services, or technology solutions preferred)
• Strong experience negotiating high-value customer contracts and vendor agreements
• Expertise in pricing models, revenue recognition, leasing structures, and risk management
• Hands-on experience working with ERP systems (Zoho, SAP, Oracle, ECi e-automate preferred)
• Strong financial modeling, margin analysis, and reporting skills
• Excellent communication, stakeholder management, and negotiation skills

Summary:

critical strategic role