Commercial Manager (448765)

Our Exciting Opportunity

Ericsson's IoT business is growing! We are continuously launching new solutions and functionalities to support our customers in succeeding in their IOT initiatives.
As our portfolio grows, we need expertise within the commercial management function. Our challenge is to first understand the technology behind our portfolio, its cost drivers, value propositions and customer use-cases and then to translate this understanding to crafting pricing models that help us in value-based selling and capturing willingness-to-pay from our customers.
We are now therefore looking for a Commercial Manager to act as an authority on commercial matters and to secure long and short-term profitable business for Ericsson! The ideal person will work with diverse internal partners like sales, product management, legal & contract management, operations, finance, etc and be accountable for driving business discussions with our customers to a closure. Are you that person?
If so, your key objectives will include understanding customer needs, crafting business models, utilizing commercial tactics, analyzing competition, reviewing critical T&Cs for solutions that are sold as a service and closing profitable business deals for the company!

You will

Improving existing and developing new commercial models, pricing directives and metrics that are simple and predictable for our customers but also relevant and profitable for Ericsson. This would require a comprehensive understanding of the solution, customers, market, value proposition and cost drivers.
Participating and contributing in ongoing customer discussions through an understanding of proposed solutions, competitors, customer value drivers, contractual agreements with other customers, sales processes, risks, T&Cs etc.
Adding value to the business through the introduction of insights about market & technology evolution.
Tracking business performance in terms of metrics like ARPA, the average price per unit, volumes, etc. developed together with partners from operations and finance.
Analyzing data and developing insights about ARPU, traffic growth, data consumption, etc. to update our business models and business case tools.
Developing and managing relationships with internal partners.
Supporting product managers in crafting business cases for product development and providing market feedback for new product launches.
Developing learning material about the product portfolio, business models, price models, critical T&Cs, etc.
Working in close coordination with other members of the team to identify areas of improvement of profitability and how to achieve these.
Facilitating the development of competitor intelligence within the team including establishing a process of assimilating, analyzing and sharing information about key competitors.
Analyzing market trends and evolution with a commercial focus.


To be successful in the role you must have

Education: MBA.
Proven experience of working with pricing and commercial management for a minimum of 5 years.
Demonstrated ability of working in a fast-paced technology company from preferably the telecom, software or IT industry.
Experience in conceptualizing and implementing business models, value-based pricing strategies, pricing metrics, tools and processes for as-a-service business models.
Experience in pricing within a telecom service provider is helpful.
Commercial awareness: Understanding of critical terms and conditions in contracts.
Ability to work with a diverse group of partners and inspire change and new ways of working.
Excellent time management skills, with the ability to prioritize and work under shifting deadlines with potentially ambiguous requirements in a fast-paced environment.


Point of Contact:


Recruiter: Ashima Sharma ashima.sharma@ericsson.com

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Primary country and city: Sweden (SE) || || Stockholm || Consulting&SysInt; IT; ProdMgt; R&D; SalesStratMkt&ComMgt; ServEng; SharedServ; Stud&YP; Supply&Log
Req ID: 448765