Pre & Post Sales Contract Management
Project Contract Managers are supporting the full E2E contract life cycle – from presales into operational project execution support - with the target to prevent and minimize value leakage, maximize value capture and ensure contract adherence of all contractual partners, including the alignment between customer- and supplier-contracts.Based on a sound legal / contractual training and experience with proven expertise in commercial roles within the Construction (Q.S.), IT or Telecommunications industry. Project Contract Managers are acting as key enabler to implement the Nokia Commercial strategy as set out under the terms of the contracts, and to ensure the realisation of the same during contract execution.
Pre-Sales Support
Review, draft and negotiate all techno-contractual annex documents during pre-sales activities in close interaction with the L&C and Sales-team, with the target to implement and protect Nokia commercial strategy and strategic levers in the customer contracts, while triggering and guiding related b2b alignments with supplier contracts.
All resulting in a transparent and sustainable knowledge and strategy transfer into the contract execution phase.
Facilitates and drives professional contractual negotiations during presales phase in order to ensure optimal contract conditions and annexes, by
- Ensuring the main body and all annexes / schedules / exhibits of the contract have been drafted to align seamlessly to support
- Maximisation of additional works and associated margin enhancement (Change & Claim Management)
- Minimise cost leakage
- Ensure coverage of all opportunities and associated caveats as well as of maximizing risk mitigation and protection
- Subsequently negotiated and duly signed off by respective subject matter experts prior to final contract signature.
- Operational & Technical annexes / schedules / exhibits would include, but not exclusively, the following documents:
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- Share of Responsibilities
- Acceptance Procedures
- Project Implementation/delivery Plan
- Ordering and Demand Planning
- Initial Order (Order Commitment)
- Change Control Procedures
- Scope of Supply & Services
- Site Acquisition and Civil Works processes and specifications
- Technical Standards and Specifications
- KPIs and SLAs
- Availability of Network Elements
- Liquidated Damages, KPI/SLA penalty
- Quality Aspects
- Test Bed and Trial Equipment
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- Understands and protects the commercial strategy elements in close alignment with the L&C, CO, Delivery and Pricing
- Preparing Statements of Compliance (SOC), structure the offer in alignment with the CO CT
- Supports the reviews and feedback process of customer RfXs.
- Facilitating contractual risk management.
- Early identification and mitigation of potential areas of ambiguity in operational and technical aspects, with a view to avoiding claims and disputes during the project realisation
- Protecting the Quote-2-Cash and Revenue Recognition process steps
- Increases transparency in decision/deal making supporting approvals
- Provides input to the approval- and e2e-risk management-process
- Ensures smooth, transparent and sustainable knowledge transfer into continued deal life cycle
- Supports procurement in aligning contracts with suppliers
- Supports contract interpretation, contract assessment
- Supports resolution of all commercial / contractual matters during the contract lifecycle, including changes, escalations of disputed contractual changes, renegotiations and extensions if required.
Main Responsibilities in Post Contract Support Area
Use the Contract Management levers during the execution phase to drive contract adherence, avoid value leakage, ensure the realisation of the commercial strategy and the business case profitability throughout the contract execution lifecycle, by
- Providing high qualitative Contract Analysis, Handover and Communication to Delivery team stakeholders and establish processes for sustainable adherence
- Support the Supplier Contract Management by ensuring aligned contractual processes, review of contractual risks & opportunities, and assist if required with the contractual Claim & Change process
- Own and drive the contractual Claim, Change, Risk-Management process internally and lead the related discussions with external partners
- Establish ensure and maintain a high qualitative correspondence, documentation & storage / archiving process
Support contract renewal & end activities by providing operational support as well as the commercially driven usage and application gained learnings and experiences
Competencies in Pre Sales Support Area
- Strong ability and experience in drafting, negotiating and reviewing contracts, preferably in the telecommunications and/or IT industry
- Strong negotiation skills and knowledge of legal concepts, comfortable negotiating directly with the client and 3rd parties
- Commercial Management experience with solid understanding of the drivers of profitability.
- Good Project management experience and skills (planning, reporting, processes).
- Understanding of financial management and management accounting.
- Knowledgeable about the telecoms industry and related regulations.
Competencies in Post Contract Support Area
- Good project management experience and skills (planning, reporting, processes).
- Awareness in cost, profitability and drive the coordination of risk management.
- Solid skills in driving change, up-selling during contract implementation.
- Previous experience in Claim management, analysis, drafting and negotiation
- Customer relationship skills and strong expertise in contractual knowledge.
- Experience in reviewing and negotiating contract terms and conditions
General Competencies
- Understanding and experience of
- contractual stipulations and the respective enforcement and consequences (focus area technical/operational aspects)
- identifying, ensuring and enforcing commercial levers
- Committed and motivated to continuously develop the contract management role and drive for constant improvement of the role and processes
- Excellent team player with good soft skills for use in cross functional and international teams
- Good knowledge of Telecommunication solutions and services, future trends, technologies and sales and marketing activities.
- Leadership and customer relationship skills.
- Strong negotiation background.
- Fluent in written and spoken English
Personal Attributes & Experiences
- Legal background or experienced commercial management experience with solid understanding of the drivers of profitability.
- Experience in legal, project and commercial management roles preferred
- Strong and extensive experience in commercial, contract and project management
Driving discipline and focusing on minimizing risk level and optimizing Nokia profitability
