Customer Commercial Partner

On the most complex accounts the Customer Commercial Partner is responsible for:

• ​The management and leadership of the commercial aspects of customer contract and account specific supplier contracts including commercial risk management, dispute management, pricing and benchmarking.
• The quality of the invoicing, the cash collection, and the commercial inventory.
• The alignment with the customer on the actual spent, budget and forecast.
• The customer catalogue and price book.
• The management of the contractual and financial implications of asset transfers.
• Governance of capital equipment expenditure during the life cycle of the contract, if present. 
  

In close cooperation with the CBME representative in pre-sales and/or the Customer Business Unit Director (if present):

• Ensure the appropriate terms and conditions, contractual events and contract governance are described in the customer contract and in account specific supplier contracts.
• Assess the commercial risks associated to the contracts, the billing and the cash collection and suggest appropriate actions to mitigate or eliminate the risks.
• Contribute to the creation of the value proposition and the assessment of the risks from the contractual and financial perspective.
• Estimate the level of effort that will need to be provided by a Customer Commercial Partner during the lifecycle of the contract.
  
  

Creation of the framework required to execute the contract, in close cooperation with the core customer team:

• Ensure the account governance model is efficient from the contract and financial perspectives and allows to minimize the exposure to legal, contractual or financial risks.
• Define and implement the framework required for the end-to-end request to cash solution.​

​Management of Contract and Financial aspects during the contract lifecycle: 

• ​Manage a joint Orange and Customer forum to log and track all activity having an impact on the contract and/or financially.
• Ensure contract awareness and compliance (deliverables and events management) of all relevant internal stakeholders.
• Lead the management of post contract changes, escalations, and contract disputes, working with the applicable internal organizations, to resolve issues with the customer.
• Conduct where appropriate contract negotiations with customers’ senior managers and legal counsels.
• Manage the evolution of the contractual documentation end-to-end from negotiation until contract signature.
• Ensure the efficient execution of the defined request to cash processes.
• Contribute to the measurement of the performance related to the Contract & Financial Management services.
• Manage continuous improvement on all Contract & Financial Management related services and define and execute improvement plans when needed

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Contribute to the growth of Intellectual Capital by organizing regular lessons learned sessions and develop best practices, ensuring high quality documentation is published and maintained in the relevant repositories.

Lead a virtual team of people and stakeholders on the account who contribute to the delivery of the above described services (for example OTC managers).​