Family Description

Sales Strategy, Operations & Support (SS) contains the support of sales organisation through main building blocks.i) Creation and driving of business sales strategy as well as identification and understanding of the drivers of short and long term business performance. Provision of appropriate sales support to facilitate sales excellence.ii) Supports development of sales opportunities and offers and ensures timely delivery of high quality offers. Contains analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy.iii) Comprises positioning and selling of Nokia's solutions to customers in coordination with sales and presales teams with an inclusive customer engagement plan.

Subfamily Description

Commercial Support (CSU) comprises the driving of long-term profitability of the business by applying commercial discipline to optimise business value (e.g. commercial models, price levels, scope optimisation, risk management, discounting structure, and contract definition). Covers provision of commercial support to sales team and business units ahead of the actual sales of a product, service, or solution. Contains creation and implementation of optimal commercial strategies, models, and prices in alignment with the overall business strategy. Comprises analysis, setting, and monitoring of prices and conditions (e.g. service pricing, product pricing, tender pricing, solution pricing) as well as development of sales opportunities and offers by collaborating with sales team and business groups to leverage effective use of resources and prioritisation in developing sales offers. Ensures timely delivery of a high quality offer through managing offer creation across involved teams and during negotiation phase and handover to delivery.

 

Impact

Impact is short-term and usually departmental/project in scope. Accountable for quality, accuracy and efficiency of own and/or team achievements. Actions and errors can have program, project, functional impact.

Scope & Contribution

Individual Contributor: Performs and/or coordinates day-to-day activities to meet departmental/project objectives. Carries out root/cause analysis in more complex problems. Can develop and implement recommendations. Managerial/Supervisory: Direct supervisory responsibilities for people. Typically first level (and lowest level) of solid line management. Carries out variety of complex activities according to plan within broader area of responsibility, analyses problems. Decision-making typically according to established solutions.

Innovation

Accepts responsibility for and demonstrates support for delegated decisions. Requires minimum supervision. Uses non standard approaches to resolving issues. Suggests improvements and seeks opportunities for innovation. Demonstrates initiative & adaptability to changing business environments. Is willing to take on new roles or jobs appropriate to skill set in different environments and/or locations.

Communication

Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches. Requires ability to communicate with functional leadership regarding team & technical matters. May conduct briefings with senior leaders within the job function. May at times be required to negotiate regarding operational issues.Has cross-cultural knowledge and global mindset

Knowledge & Experience

Management experience / Achieved advanced skills and knowledge within a specific professional discipline involving the integration of theory and principles with organisational practices and precedents. Typically requires 4-6 years relevant experience and/or a graduate equivalent (or higher) degree.

 

• Responsible for the application of defined commercial models and pricing models to new offers.

• Responsible for internal business case development to support the securing of approval for new offers.

• Provide best-in-class tactical pricing support to customer and sales teams for all deals.

• Supports creation and deployment of supporting value pricing argumentation and other training materials for the commercial models developed.

• Supports validation of commercial strategy for key cases (including pricing of strategic cases within defined geography).

• May provide recommendations on how to further develop disruptive pricing models in line with commercial strategy defined.

• May provide feedback on pricing model feasibility for new products / services (product development and potential acquisitions).

• Provides insights into customer commercial models in new technology domains.

• Delivers proactive preparation for upcoming requests for proposals (RFPs) and deals.

• Works effectively in a mixed environment and uses best practices and knowledge of internal or external business issues to improve products or services. 

• Has in-depth business knowledge and uses understanding of how relevant areas integrate to achieve objectives.

• Uses advanced analytical skills to solve complex problems or problems that do not have routine solutions and takes a new perspective.

• Shares initial ideas for professional direction of own organisational unit.

• Acts as a professional advisor and mentor for staff / workteam / taskforces.

• May lead projects with manageable risks and resource requirements or small teams, handles day-to-day staff management issues, including resource management and allocation of work.