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Commercial Director

Job Location: Shanghai

Regional Description: China

Job Number: 00669479


- Job description

Acquisition Commercial Director Job Description
Acquisition Commercial Directors work with the acquisition business sponsors and company leadership, company commercial team and Accenture commercial team to:
  • Manage key due diligence (DD) business aspects
  • Review and manage to business case through rigorous adherence to commercial disciplines and processes
  • Act as COO for the new business with overall accountability for post-merger integration (PMI)
Acquisition Commercial Directors are expected to:
  • Participate in DD activities to review business operations, sales pipeline and process, financial management and reporting and assess alignment with Accenture organisation and processes.
  • Work with business sponsors and business leadership on GTM transition, channels and reporting, etc.
  • Review the business case to define and substantiate business growth, synergies and management support.
  • Work with HR, CDTS and stakeholders to develop business personal performance plans and obtain relevant approvals.
  • Participate in DD governance and resolve key issues.
  • Develop relationships with selling organisation key stakeholders, new business leadership and commercial/operations teams. Acting collaboratively to understand their business and cultural values and help solve issues.
  • Communicate with impacted Accenture businesses so that they understand and can prepare for the financial impacts.
  • Review business case post-DD and incorporate any key findings.
  • Assist new business sponsors and stakeholders with Capital Committee communication and governance.
  • Ownership of all commercial and operations for the new business, including real estate, marketing, financial management, etc.
  • Implementation and execution of the business case including agreeing FY sales plans and forecasts, chargeability targets, etc
  • Ensure focus on information security, implementing education programs and CDP protocols, etc.
  • Development of resource and attrition management plans, focusing on engagement results, benefits harmonisation, performance compensation, etc.
  • Alignment of Accenture tools and processes to support the new business GTM model, implementing education programs for new personnel.
  • Work with Legal and Contract Management to review all client contracts, communicate acquisition impacts to affected clients, and make business decisions and/or re-negotiate existing contracts.
  • Interact with senior management at Accenture, including OU Director of Operations, Director of Finance, CSG leadership and other finance leadership.
  • Oversee all commercial aspects of Accenture’s relationship with clients and subcontractors including commercial negotiations, escalations and resolution of other commercial issues.
Typically Reports To
  • Commercial Director - Area Lead
Basic Qualifications:
  • Bachelor's degree
  • Minimum of 8 years of client facing experience
  • Minimum of 8 years of experience in the areas of commercial management: contracts, financial, resources, commercial operations and client relationship management
  • Minimum of 6 years of leadership of a commercial entity, program or practice
Preferred Skills:
  • Ability to build strong rapport and influence with senior leadership in the business, finance and geography based on established common goals and fact-based discussions.
  • Ability to understand and prioritize the commercial issues, establish an overall commercial plan for the new business in support of the business case, drive client-focused (both internal and external) behaviors - and ensure follow through and frequent communication with relevant stakeholders.
  • Clear understanding of the commercial levers relevant to the new business, and how to manage them over time to provide profitability/stability and help grow the account.
  • Familiarity with Accenture organisation structure, stakeholders and delivery methodologies.
Professional Skills required:
  • Strong people skills to effectively link the team's responsibilities to the objectives of the new business, create a challenging and rewarding work environment, and help commercial team members achieve their career aspirations.
  • Demonstrated ability to direct complex daily activities of multiple work streams, focused on issue resolution, while being an effective communicator/leader simultaneously across operating groups, growth platforms, accounts, and clients.
  • Professional, confident, and strong leadership presence.
  • Strong influential presence to lead new business strategy and decisions.
  • Deep business and financial acumen with experience of working with entrepreneurial work cultures.

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