The Commercial Manager is responsible for leading the commercial, financial, and contractual management of large-scale Telecommunications and ICT projects. The role ensures commercial viability, profitability, compliance, and governance across strategic initiatives, enterprise deals, and government projects. The incumbent will support executive decision-making through financial analysis, business case development, commercial reporting, and risk management.
Key Responsibilities
Commercial Management
- Lead commercial planning, pricing strategies, and financial evaluations for telecom and ICT projects.
- Develop and validate business cases, profitability models, and investment analyses.
- Support bid management activities, including commercial reviews and deal structuring.
- Evaluate commercial risks and recommend mitigation strategies.
- Review, negotiate, and manage commercial terms and contractual obligations.
Financial Management & Reporting
- Prepare detailed commercial reports highlighting revenue, costs, margins, risks, and project performance.
- Develop financial models and forecasting tools for strategic projects and opportunities.
- Monitor project profitability, contract performance, invoicing, and revenue realization.
- Provide executive dashboards and periodic management reports.
- Support budgeting, forecasting, and financial planning activities.
Contract & Risk Management
- Ensure compliance with contractual commitments and commercial governance requirements.
- Identify commercial, financial, and contractual risks throughout project lifecycles.
- Collaborate with legal, procurement, and finance teams on contract negotiations and approvals.
- Monitor change requests, variations, claims, and commercial disputes.
Governance & Stakeholder Management
- Ensure adherence to company policies, approval frameworks, and delegation of authority.
- Coordinate with Sales, Finance, Legal, Procurement, and Project Delivery teams.
- Present commercial insights and recommendations to senior management.
- Support strategic decision-making for renewals, partnerships, and investment opportunities.
Strategic Support
- Participate in long-term planning and strategic initiatives.
- Improve commercial processes, tools, templates, and reporting mechanisms.
- Contribute to continuous improvement initiatives aimed at increasing commercial efficiency and profitability.
Qualifications
- Bachelor's Degree in Business Administration, Finance, Accounting, Engineering, Economics, or related discipline.
- Master's Degree (MBA or equivalent) preferred.
- Professional certifications such as CA, ACCA, CIMA, CPA, CFA, or equivalent are highly desirable.
- 8–12 years of commercial, financial, or contract management experience within Telecommunications and ICT industries.
- Proven experience managing large-scale enterprise, government, or infrastructure projects.
- Strong background in commercial analysis, pricing strategy, financial modelling, and contract governance.
- Experience supporting bids, tenders, and strategic commercial negotiations.
- Experience working with cross-functional teams including Sales, Finance, Legal, Procurement, and Project Management.
Technical Skills
- Advanced Financial Modelling and Business Case Development.
- Commercial Pricing and Profitability Analysis.
- Contract Management and Commercial Governance.
- Financial Forecasting and Budgeting.
- Advanced Microsoft Excel and PowerPoint.
- ERP and Reporting Tools (SAP, Oracle, Power BI, Tableau, etc.).
- Strong analytical and data interpretation capabilities.
Core Competencies
- Commercial Acumen
- Financial Analysis
- Strategic Thinking
- Contract Negotiation
- Risk Management
- Business Performance Monitoring
- Stakeholder Management
- Communication & Presentation Skills
- Problem Solving
- Decision Making
