British Telecom Jobs

Senior Contract & Business Development Manager

Job Req ID: 31421

Posting Date: 16 Apr 2024

Function: Strategy, Transformation & Business Intelligence

Unit: Business

Location:

Building 31, Budapest, Hungary

Salary: Competitive

Location: Budapest, Hungary

Why BT?

We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. At our heart we’re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed.

Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting emergency services, hospitals, banks and keeping economies around the world online, safe and secure, to delivering large scale technology infrastructure like the creation of BT Sport.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.

Why Global Services?

With customers in 180 countries, we're a leading global business communications provider. We have 17,000 people serving multinational companies, providing the services they need to create the digital transformation of their businesses.

Thanks to our portfolio strategy, the Cloud of Clouds, we provide high-performance, integrated and secure network and IT infrastructure services to global customers. It means our customers can connect easily and securely to the applications and data they need, wherever they are in the world. Our Digital GS strategy we are moving to will help create a better future for GS and our people. With a business focused around a global customer base and a portfolio of scalable repeatable solutions, supported by outstanding customer service and market[1]leading security.

To deliver it we need to focus where we can be brilliant, be more straightforward to do business with and meet customer needs with greater agility. This will help us to become a more profitable, predictable and customer-focused business.

Why this job matters?

This role matters as you will manage the contractual obligations DHL Europe through its lifecycle, ensuring alignment to Global Contract Management best practices and framework on the DHL ETO account. Act as the main interface and lead for the customer and BT on all contractual topics. Line manages more contract management resources within an account to coach, support, Develop and motivate the team to perform to the best of its potential. Maximise the profitability of the customer contract(s), through a clear understanding of account needs and the type/experience of contract management resource required; liaises and negotiates with account management, design, delivery, Service, operations, tools/systems, legal, finance and commercial hub functions to ensure all elements of contract performance are managed to maximise the value delivered back to both the client and BT.

What you’ll be doing – your accountabilities

• Accountable as the point of contact for the customer on all matters relating to their existing agreement(s) with BT as well as being the negotiator for discussions which may affect this contractual agreement. To represent BT in a positive and constructive manner.

• Accountable for creating and managing Contract Change Notes ensuring effective change control of contracts in an account. Ensuring that appropriate governance is followed and that any financial impact represent the best possible outcome for BT.

• Accountable for managing the customers billing and collection and commercial management information requirements and resolving any issues that may arise in respect of this

• Accountable for contract monitoring, management and resolution of conflicts related to a designated account.

• Accountable for delivering the contracted financial and performance targets and obligations through the complete lifecycle of an account, both internally and externally for GS customers

• Accountable for managing the contractual risks for the lifecycle of the account, escalating to Account Mgmt for resolution

• Accountable for monitoring the account P&L and collaborating with finance and account management to address any issues that arise.

• Accountable for the production of regular and accurate account forecasts and ensuring a reliable financial outlook can be maintained and refreshed throughout the year. Ensuring minimal variance to final reported numbers each month.

• Ensuring that an appropriate cost control framework is in place and that costs allocated to the account are validated and / or challenged to resolution when found to be incorrect.

• Frameworks defined within Global Contract Management

• Ensuring the account suitably participates in any GS mandated governance activities, e.g. CGR, internal / external audit activities.

• Accountable for ensuring Contract Delivery Services are effectively leveraged to manage low-level contractual activities for the account.

• Work with Sales to identify new sales opportunities for the account and helping Account Management to progress these as smoothly as possible.

• Ensures before contract signature that proposed contractual obligations are achievable.

Skills required for the job

Communicating / Presenting:

• Ability to engage with CXO level (internally as well as with customers) leaders, building deep relationships as a trusted interface into BT. Builds strong cross-functional relationships, embedding and role modelling collaborative ways of working.

• Demonstrated knowledge of how to lead, coach, support and motivate more contract managers.

• Communicates effectively at all levels, encouraging correct process compliance and tool usage. Interprets, manipulates and presents large volumes of data effectively.

• Presents business plans, forecasts and risks to senior internal GS stakeholders with clarity.

• Able to work under pressure to coordinate the team to deliver timely and consistent outputs. Makes logical judgments about where leadership is needed in the team.

• Conduct commercial contract risk assessments and manage identified risks through appropriate mitigation.

• Strong legal and compliance knowledge; understanding how different global regulatory requirements impact contractual frameworks.

• Ensures robust data is available to support analysis & decision making.

• Challenge Status Quo: Willingness to challenge and do the right thing where required e.g. resolve contractual challenges and disputes.

• Product / Portfolio: LAN/WLAN, MPLS, SDWAN, Meraki, Mobile and Fixed Voice Services

Customer Excellence:

• Mind-set that begins and ends with the customer: Personally, role models a strong customer focus where customers are the reason why we have a business; places the achievement of excellent customer solutions at the heart of the organisation.

Commercial Advice / Coaching:

• Develops financial and business leadership of others, advising and coaching on Commercial, Bid and financial policy and practices.

Stakeholder Management:

• Provides informal ongoing mentoring and coaching to team members, ensuring they have the resources needed to work effectively.

• Reviews team performance on a regular basis.

Programme / Project Management:

• Maintains an affinity to design and ensure delivery.

Connected leaders behaviours

• Customer champion - Establishes customer needs, uses operational and technical expertise to deliver brilliant experiences.

• Commercial thinker - Uses understanding of internal commercial insight and latest external thinking to develop, and implement ideas that benefit BT.

• Solution focussed achiever - Identifies and implements plans to overcome obstacles and achieve ambitious goals.

• Bold decision maker - Problem solves to achieve business unit plans, providing expertise and insight to support bold decisions.

Mandatory experience you would be expected to have

• Significant experience (5+ years) in managing large and complex contracts and accounts including P&L and debt management

• Experience in the management of both co-located and virtual team members with clear direction, objectives and deliverables.

• Proven ability to influence change at short notice and to plan dynamically to accept change at short notice in order to deliver.

• Must be able to collaborate across a complex global matrix, ensuring functions effectively work together to deliver the necessary outcomes for the client and BT.

• Possesses strong legal and commercial acumen. Detailed understanding of P&L and Balance Sheet. Experience of transforming contracts and / or organisations, embracing new ways of working and personally implementing these to ensure successful outcomes

Key decisions

Identifies new sales opportunities for the account and hands these to account management to pursue as required. Ensures before contract (change) signature that proposed contractual obligations are achievable Identifies options and makes appropriate choices when collaborating with finance to produce a financial outlook.

Additional allowances and benefits

• Bonus

• Company car or car allowance

• Health Insurance

• Cafeteria

• Smart working allowance