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Contract Manager and Executive Negotiator



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Contract Manager (CM) Roles and Responsibilities
The role of an EMEA Contract Manager (CM) is accounted for under an individual contract i.e. the cost of the CM is built into the business case prior to signing the contract. The CM would manage and support the contract development as a post-sales activity in agreement with the Executive Sales Lead.

The CM may also have some level of shared responsibilities to support the development of other EMEA contracts at the pre-sales stage. This will be decided by the individuals’ manager as appropriate.

The workload is expected to be high and requires a level of flexible working with the ability to travel at short notice.

1) Manage the day to day contract (when allocated to a specific account);
2) Develop a CM plan in line with the overall strategy for the account;
3) Record all changes to the contract as agreed with the team and Customer; (ensure RFS/GeCep is performed correctly by Sales and formal contract changes/amendments are documented and stored appropriately);
4) Manage changes to the contract through contract Amendments or Change Control process;
5) Work closely with the AT&T Sales, Service, Project Management, Legal, Procurement other teams as required to ensure consistency of messages/communication regarding the contract;
6) Develop and nurture relationships with the Customer and Procurement teams as appropriate to build trusting relationships;
7) Run weekly/other contract calls to clarify status of ongoing contract changes and requirements;
8) Provide weekly/other reports to the management team on status of contract;
9) Provide leadership and escalate issues as appropriate through the agreed process and/or Governance team and manage these to closure;
10) Other specific tasks as appropriate for the specific contract as agreed with the Governance team.

Roles and Responsibilities:

Executive Negotiator (EN) Role (in addition to the above)
The Executive Negotiator position is a pre-sales role, usually at Director level within AT&T.
Unlike the Contract Manager, the cost of this person is NOT built into the business case of any specific contract. The EN would provide pre and post-sales contract management activities as set out in the list below and additional where agreed on a case-by-case basis.

This role is based on shared responsibilities to support the development of contracts generally at the pre-sales stage.

The workload is expected to be high and requires a level of flexible working and the ability to travel at short notice.

1) Lead the contract drafting and negotiation requirements for all required EMEA deals;
2) Ensure all contracts are reviewed, approved and signed by the key stakeholders;
3) Provide executive leadership and guidance to the Contract team and other AT&T teams on a daily basis, including Customer calls and meetings as and where appropriate;
4) Prioritize the team workload and align with Sales leadership on a weekly and monthly basis (Sales funnel to contract requirements);
5) Develop/Lead initiatives to improve contracting process aligned with key stakeholders e.g. GCS & NI Solution teams, Pricing, Sales, Legal, Procurement, HR, others as appropriate;
6) Support AT&T Executive initiatives as required;
7) Support the AT&T Program Office for Customer Disputes;
8) Support Sales during Customer contractual escalations.

Key Competencies and Skills:

Contract Manager (CM) Skill requirements:
1) Overall experience of Sales, Sales process, and an ability to qualify opportunities;
2) English language spoken & written is essential, other language skills beneficial;
3) Document drafting, correspondence, and the ability to articulate clearly at all times up to CXO level;
4) Knowledge of procurement/purchasing organizations, interaction with those groups;
5) Understanding of organisation structures, appreciation of the Sale to contracting process and need for approvals;
6) Strong relationship building and experience of working in virtual teams essential;
7) Ability to remain calm and logical in times of high activity;
8) Focused on deadlines and ability to prioritise appropriately;
9) Understands the use of the escalation process and when to engage senior management;
10) Highly customer focused;
11) Professionalism at all times in dealing with internal and external people/teams
12) Legal background, knowledge of local law and regulations a benefit
13) Negotiating skills and experience
14) USP’s of the individual are a bonus

Executive Negotiator Skill requirements (in addition to the above)
1) Excellent contract negotiation and influencing skills with a proven track record within a consulting or professional services environment
2) A strong background in either sales or sourcing and procurement and a solid knowledge of legal contracts
3) External client relationship management experience at CXO level
4) Interpersonal and stakeholder management skills
5) Strong commercial acumen and be financially numerate
6) Understanding of client profitability within a consulting or outsourcing environment (ideally achieved through working in a similar role)
7) Ability to work across the Europe & Pacific regions with a mix of national cultures
8) A strategic thinker, with an ability to look at the bigger picture
9) An empathic leader and coach

Education and Qualifications:

• Business Acumen-3
• Continuously develops...skills-3
• Contractor Management-3
• Contracts Management & Administration-4
• Contracts Review-4
• Global Procurement Function-2
• Global Sourcing-3
• Negotiating-4
• Process Management-3
• Vendor Supplier Evaluations & Cert-3
• Vendor/Supplier Management-4

Additional Information:

The workload is expected to be high and requires a level of flexible working and the ability to travel at short notice.