Special Pricing Analyst

Profile

Job Description
Primary responsibilities are to create, structure, and negotiate the commercial and financial structure of deals to address customer needs as well as Birch’s financial and commercial objectives and policy requirements in an independent and unbiased manner.
The candidate must have the ability and interpersonal skills to drive, influence and negotiate commercial and financial terms internally and externally with customers. The successful candidate will be a demonstrated high achiever with strong commercial and contractual negotiation skills, analytical skills; and experience in customer-facing negotiations
The individual should have demonstrated initiative, a positive, team-oriented outlook, must be an exceptional problem solver and be very effective working across functional boundaries, possess prior experience regularly interacting with Sales Management and Operational management teams, and possess a high energy level.
Principle Duties and Responsibilities
Financial and commercial lead – internally with bid team and externally with customer – including support for deal financials, business terms & conditions, escalations/reviews and presentations to internal executives
Use strong financial training, understanding and background to properly structure, articulate and negotiate complex financial scenarios and their associated commercial and risk impacts (cash flow,financial/commercial impacts, etc.) at a detailed level with internal financial and business managers
Analyze pricing scenarios and provide deal pricing aligned with corporate strategy and rev targets
Use standard cost, pricing and financial models & tools or custom costing and ad hoc analysis, where appropriate, to include: Optimize pricing, deal structure for revenue growth, risk mitigation
Cash flow optimization
Financial incentives (gain-sharing, rev stim)
Business case, P&L, DCF development and internal escalations/executive presentations
Interact with Finance and Product to identify cost optimization; validate non-standard costing
Terms & conditions modeling, including termination, commercial aspects of SLAs, tech refresh, penalties and liabilities, etc.
Provide quality assurance for pricing and financial modeling in deal activity
Recommend optimum financial structure and commercial terms & conditions to meet internal/external win themes at minimal risk
Ensure compliance with company regulations, including deal pursuit process, Schedule of Authority and other deal approval guidelines
Manage high value, complex, nonstandard commercial terms, pricing/financial solutioning and modeling support from qualification through customer proposal submission, negotiation and contract signature
In support of Sales, and in coordination with stakeholders; create, structure and negotiate (internally and externally) the commercial, financial and risk structure of deals and contracts from qualification through proposal, negotiation and contract signature
Develop and manage deal-level negotiation issues lists regarding commercial terms & conditions
Risk Management: Review & evaluate an opportunity’s financial structure & risk as well as issues related to contractual, regulatory, delivery & lifecycle management
Support mitigation action planning, accountability
Knowledge, Skills, and Abilities Required
4 years of sell-side commercial deal experience
At least 3 years financial architecture or commercial structuring and negotiation of terms & conditions experience in the telecommunications/IT environment
Strong finance background with ability to manipulate large sets of data to articulate/drive decisions
Strong communication skills, particularly related to articulating corporate strategy and commercial solutions for complex offers, proposals and contracts to both internal and customer decision makers
Bachelor degree in finance or relevant area; prefer MBA or Contract Management/financial certification(s)
Ability to quickly identify, quantify, qualify and concisely report upon financial and commercial issues, risks and work to resolution
Keen understanding of risk/risk mitigation techniques, ensuring risk is understood and under control
Must have excellent interpersonal and human relations skills; advanced verbal and written communications, including formal presentations and group facilitation
Ability to handle multiple projects/tasks to completion with limited supervision
Knowledge, Skills, and Abilities Preferred
Broad technical knowledge of IT, managed data networks and services including security, hosting, IPT, voice & mobile, convergence, cloud, integration and professional services
Ability to act as customer facing role; develop and negotiate financially and commercially sound contracts with customers that provide high value to both Birch and the customer throughout the full life cycle of the contract with accommodations for growth; familiarity and experience around various commercial and contractual constructs, solutions and approaches
Job Location
Atlanta, Georgia, United States
Position Type
Full-Time/Regular

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