Associate General Manager - Commercial
Delhi, IN
JOB DESCRIPTION
1. JOB PURPOSE
A Commercial Manager is in charge of business growth. They identify areas of the organization that can be expanded and developed. Commercial Managers also generate quotes for potential customers, manage existing contracts and hire vendors. Commercial Managers also manage relationships with clients.
2. KEY ACCOUNTABILITIES
| Accountabilities | Key Performance Indicators |
|
Develop successful Commercial Modelling for the services being offered Contract development and analysis for ensuring profitability Pricing analysis for the services being offered and the contracts being executed |
Design of Successful commercial plan |
|
Scenario analysis and financial modelling to understand the profitability and give strategic inputs to proceed further Strategy development and deployment Business performance monitoring for GMR services verticals |
Define Commercial Strategy for GMR Services |
| Business case and GTM development and management approval for new market entry / improvement opportunities | Feasibility of prospective business opportunities |
| Engagement with the customers and interpretation of their needs and derivation of advice for prospective products that are aligned with the customers' demands | Survey response from customers |
3. INTERACTIONS
| External - Roles you need to interact with outside the organization to enable success in your day to day work | Internal - Roles you need to interact with inside the organization to enable success in your day to day work |
| Prospective and existing business partners for expanding market footprint | CEOs, CCOs and commercial teams of Group airport companies for potential and ongoing opportunities within the Group |
| Vendors for developing business cases | Legal team for development of agreements and MoUs |
| Government/regulatory authorities for discussions on potential business opportunities | Airport regulatory, finance and secretarial teams for commercial analysis and management approval |
4. DIMENSIONS
(List the significant numerical data which will reflect the scope and scale of activities concerning this job).
Financial Dimensions
(These should be quantifiable numerical amounts like annual budgets, project costs, annual revenue, purchase value etc.).
- Annual Budget of upto 1000 Cr
- No. and scale of new business opportunities evaluated and approved
Other Dimensions
(Indication of some of the significant volumes associated with the job like number in team/ staff handled etc).
- Good interpersonal, presentation and communication skills
- Work closely with different teams across GMR Services Business to develop and provide commercial solutions
- Strong customer service orientation
- Analytical skills and the ability to recognize the demands on the side of the clients
- Financial Modelling, Customer Relations Strategy
- Legal and contractual understanding and drafting
5. SKILLS AND KNOWLEDGE
(State the minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent).
Educational Qualifications
- Degree in business, marketing, communication or any other related field
Relevant and total years of Experience
- At best, experience in a similar position 12+ Years
- Prior experience / understanding of airports sector is preferred