Job description 

In this role, you will be responsible for shaping and negotiating mutually beneficial and sustainable new business relationships between Genpact and its clients.

You will operate as an expert in the commercial negotiation of business transformation and business process services contracts with our leading global clients and our largest and most complex deals.

You will work with colleagues in pricing, finance, operations, relationship management, transition, legal, quality, compliance and other related teams.

Your role will report into the global Commercial function.

Responsibilities

The Commercial Manager is responsible for shaping and negotiating commercial contracts between Genpact and its clients during the sales process of new deals and renewals.

You will work with Genpact colleagues in sales, pricing, solutions, legal and operations to develop compelling commercial strategies that will enable clients to achieve or exceed their business objectives, whilst ensuring effective and appropriate risk management for Genpact. In addition, you will ensure that contract obligations between both parties are clearly defined, in particular statements of work, outcomes (including service levels), charges and other financial structures.

The Commercial Manager will serve as a commercial advisor to our sales and operating teams, providing insightful, innovative and practical diagnosis and solutions to enable the development of compelling client propositions and effective management of commercial change requests and renewals across the client portfolio.

The role of a Commercial Manager on any pursuit ends with an effective commercial handover to colleagues in transition and operations to ensure mutual success for the client and Genpact during implementation and delivery.

The Commercial Manager will also operate as a leading member of the global Commercial team, and will be expected to contribute to the development of reusable assets and tools enabling the consistency, effectiveness and productivity of your colleagues in the Commercial team.

Skills and Experience

We are looking for candidates who can display high levels of performance and competence in a Commercial Manager or equivalent role whilst serving with a leading global provider of outsourcing, transformation and digital services. In particular, we are interested in the following:

• Experience of negotiating outsourcing and transformation services contracts. In particular, shaping legal and commercial terms including pricing and service levels, and identifying and mitigating contract risks and obligations.
• Excellent skills in the drafting of outsourcing and transformation and services contract documentation, in particular definition of roles, responsibilities and obligations.
• Thorough understanding of the full range of pricing and financial structuring options for these services, including fees at risk, gain share, subscription models and alternate commercial models.
• Very good knowledge of relevant Genpact service domains e.g. finance and accounting, sourcing and procurement, supply chain, order management and IT services.
• Excellent understanding of relevant Genpact services types of work e.g. consulting, outsourcing, analytics and digital.
• Financially literate: very strong understanding of management accounting, in particular pricing models, profit and loss and cash flow.