Are you our new Nordic Commercial Lead? Are you a strong negotiator with proven business acumen?
Your Opportunity
An exciting opportunity to shape and negotiate commercial arrangements in Deloitte's largest and most complex deals, with our most important clients. Help win business and enhance margin through smart pricing, commercial solutions and negotiation expertise. You will be engaged in a diverse range of commercial challenges; from bids, enhancing profitability on key accounts and framework rate card negotiations, through to advising on commercial propositions for new services and being the commercial "knowledgebase".
Your Role
Deloitte has established a clear vision to become the undisputed leader in professional services by 2023. The Pursuit Centre of Excellence (PCoE) strategy is a key enabler of this vision; aiming to build enviable client loyalty with the largest and most influential clients, in our chosen markets, such that these clients will turn first to Deloitte when faced with a major challenge.
The purpose of the Commercial Support Team is to help win deals and improve profitability through compelling pricing and commercial propositions for our clients. The team provides expert advice on all commercial aspects of the firm's client proposals, with a primary focus on higher value, more complex deals and the firm's most important clients.
A major part of your role is to respond to our clients requirements and challenges by providing commercial solutions that our clients value. As a Senior Manager, you will work closely with the Partners and Directors for our major accounts to shape commercials arrangements both for individual engagements and when negotiating rate cards and commercial incentives at a client account level.
The Commercial Support Team is based within the PCoE. The PCoE supports on the highest priority deals providing a tailored bid support service, with commercial support being a key aspect of service provided. Many of our larger deals and framework negotiations also involve working with Deloitte member firms in other countries on complex, multi-year negotiations with global clients providing a diverse geographical aspect to the role.
The team operates across all industries (ranging from Financial Services, Consumer, Energy & Resources, Technology Media and Telecoms, through to Public sector) with a focus on building relationships, knowledge and insights regarding the different commercial environment each industry presents. The team also provides advice and support on the pricing and commercials for new products, services or solutions developed by Deloitte.
The core responsibilities of your role include:
- Developing the pricing and commercial propositions for bids and proposals, to demonstrate greatest value to clients, enhance margin and win more deals.
- Directly negotiating the more complex and challenging commercial arrangements with our clients for both account level framework arrangements and specific bids and opportunities.
- Helping account teams to design and implement commercial strategies to enhance profitability and grow revenues for Deloitte's most important clients.
- Providing expert insight on how to best engage with client procurement teams and procurement processes.
- Supporting the development of commercial expertise across the firm through knowledge sharing, guidance and best practice deployed by the team and supporting the delivery of training activity.
- Promoting the role and services of the Commercial Support team to the Partner group.
- Contributing to a high performing team and bringing ideas to shape how the Commercial Support team plays its part in driving business success
Your work, your choice
How long does impact take? How long is a piece of string? How many seconds does a solution contain? How can we possibly tell? After all, impact can be huge or small. Immediate or years in the making. At Deloitte we believe the best impact is the value we add, not the hours we sit at our desk.
We, therefore, carefully consider agile ways of working, both formal and informal, that allow for the best impact for our people and our clients. If the working pattern you are looking for is not specifically indicated below, we are happy to discuss alternative arrangements .
Location
Primarily Copenhagen, Oslo or Stockholm.
Your Skills and Experience
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Proven commercial skills in structuring and negotiating different pricing arrangements as well as the key components of a deal that can enhance profitability.
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Experience working in a senior commercial role with 'deal shaping' expertise for complex commercial opportunities in a professional services context.
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Excellent commercial negotiation skills and experience for both individual deals and framework agreements (e.g. account level rate cards) for client accounts.
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Experience of writing commercial terms for inclusion in contractual documentation
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Numerate, competent in the use of excel
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Excellent communication and stakeholder management skills, with gravitas, confidence and credibility to engage with partners.
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Experience dealing with senior client decision makers, sponsors and procurement teams.
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Strong team player with a collegiate style who enjoys working, collaborating and having fun with team-mates.
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It would be desirable, but not essential, to have professional services experience and insights, ideally having worked within a consulting or professional service organisation.
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Experience in coaching and developing staff in complex commercials.
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Flexibility to meet peaks of work inherent in the cycle of a deal.
About Deloitte
Our Purpose & Strategy
To make an impact that matters for our clients, our people and society - defines who we are and what we stand for. Our purpose provides the foundation for our strategy and our aspiration to be the undisputed leader in professional services: this is not about size, it's about being the first choice. The first choice for the largest and most influential clients, and the first choice for the best talent.
What do we do?
Deloitte offers global integrated professional services that include Audit & Assurance, Consulting, Financial Advisory, Risk Advisory and Tax & Legal. Our approach combines intellectual leadership, industrial expertise, insight, consulting & problem solving capabilities whatever the role, technology revolutions and innovation from multiple disciplines to help our clients excel anywhere in the world.
Beyond the Nordics: North South Europe within a Global firm
The Nordics (Denmark, Finland, Iceland, Norway and Sweden), UK, Ireland, Switzerland, Belgium, the Netherlands and Italy have combined to create a new Deloitte North South Europe firm. This is to support our aspiration to be the undisputed leader in professional services and to increase our global influence and lead in EMEA. A broader geographical shape will create new career development opportunities, helping us develop the very best talent across the region and the world.
What do we value?
At Deloitte we foster a collaborative culture where talented individuals can produce their best work. We value innovative thinking, diverse insights and a genuinely distinctive level of customer service. We value difference, with respect at the heart of our inclusive culture, and we support agile working arrangements.
Being a Leader at Deloitte
Cultural fit and purpose-led leadership is crucial for Deloitte. Our leaders always set the example and inspire their colleagues. They make quality time for people and take an interest in them. They know what matters to people - both inside and outside work -- and value them as individuals; always finding opportunities to develop them while showing respect and appreciation.
We expect colleagues at all levels to embrace and live our purpose and our leadership culture by challenging themselves to identify issues that are most important for our clients, our people, and for society and make an impact that matters. We know leadership comes in all shapes and sizes, but our Leadership Charter helps all of our people understand what we're looking for:
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We live our purpose: we act as a role model, embracing and living our purpose and values, and recognizing others for the impact they make
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We develop talent: we develop high-performing people and teams through challenging and meaningful opportunities
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We drive performance: we deliver exceptional client service; maximize results and drive high performance from people while fostering collaboration across businesses and borders
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We believe positive influence can make an impact that matters: we influence clients, teams, and individuals positively, leading by example and establishing confident relationships with increasingly senior people
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We move, together, towards a strategic direction: we understand key objectives for clients and Deloitte, aligning people to objectives and setting priorities and direction
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Om bedriften
Deloitte Nordic represents an aspiration of elevating our five successful Nordic member firms (Denmark, Sweden, Norway, Finland and Iceland) into one undisputed leader in the Nordic region. We aim to become the largest professional services firm in the Nordics by continuously innovating, evolving and adapting to meet clients? needs. To achieve this, we need a strong Nordic commercial lead with strong negotiator skills and proven business acumen to drive our largest and most complex deals, with our most important clients.