Xerox

Organisation: Delivery

Department: Global Contract Performance

Location: Romania

Reports to: Commercial Team Manager

Language: English

Job Summary:

Commercial Manager drives financial performance and commercial strategy across the business. This role oversees P&L management, forecasting, pricing, and contract lifecycle activities, ensuring alignment with business goals and governance standards. Acting as a strategic partner, the commercial manager delivers operational insights, supports executive decision-making, and leads client negotiations. Additional responsibilities include managing escalations, evaluating project performance, and mentoring team members to support growth and continuity.

Main Duties:

Managing Financials:

• Lead strategic validation of P&L statements, ensuring accuracy, commercial alignment, and resolution of complex issues. Provide insights to guide financial performance and business decisions.
• Validate key month-end financial adjustments, resolve escalations, and ensure outcomes align with commercial strategy and governance standards.
• Create forward-looking financial projections for the region, integrating account forecasts, market trends, and strategic plans.
• Analyze and explain financial variances between outlooks and original plans at both account and regional levels.
• Build comprehensive financial plans incorporating market dynamics, operational forecasts, and strategic initiatives.
• Identify and monitor financial, operational, and strategic risks and opportunities not reflected in current outlooks.
• Communicate volume-based pricing changes with transparency to maintain customer trust and business continuity.
• Validate price increase information and provides commercial approval.
• Lead annual price increase negotiations, balancing margin protection with customer relationships and contractual obligations

Contract Lifecycle:

• Evaluate pricing and contract terms for new business opportunities, ensuring margin integrity and consistency with approved business cases.
• Lead renewal negotiations with clients, optimizing proposals to protect or improve profitability
• Oversee financially sound and compliant contract terminations or transitions, ensuring accurate closure and minimal loss.
• Support client negotiations and create commercially viable proposals aligned with financial goals and growth strategies

Business Partner:

• Leverage deep understanding of business operations to drive data-informed decisions that enhance efficiency, cost control, and financial alignment with commercial goals.
• Interpret financial and market data to identify patterns, forecast performance, and translate insights into strategies that accelerate growth and profitability.
• Present financial and commercial insights to VPs and senior leadership in a clear, structured, and solution-oriented format to support strategic decision-making.
• Assess project outcomes against original business case projections, identifying variances, root causes, and improvement opportunities.
• Collaboratively assess project performance by comparing contractual commitments with actual delivery outcomes, ensuring alignment between commercial expectations and operational execution, and identifying opportunities for improvement across financial, delivery, and client satisfaction dimensions.
• Co-develop strategic responses to ongoing risks, improving financial health in partnership with Delivery and Finance teams.

Ad-hoc:

• Manage and resolve client escalations efficiently and professionally, ensuring client satisfaction, protecting company reputation, and identifying root causes to prevent recurrence.
• Lead and execute client-requested reviews of contractual agreements, financial performance, and commercial terms, ensuring transparency, compliance, and alignment with client expectations.
• Maintain continuity of operations and uphold service standards by temporarily assuming responsibilities of absent team members.
• Support the development of junior finance team members through coaching, knowledge sharing, and leadership.

Soft and Technical Skills 

• Communication: Presents financial insights to stakeholders, writes strategic summaries - Advanced
• Collaboration: Partners with commercial leads, delivery, and finance for contract performance. Collaborates across departments to resolve discrepancies, optimize processes, and implement sustainable improvements aligned with business objectives. - Advanced
• Problem-solving: Exhibits strong problem-solving acumen by approaching financial and operational challenges with curiosity, resilience, and strategic insight. Maintains composure under pressure, adapts quickly to evolving circumstances, and fosters a culture of continuous improvement through thoughtful resolution and proactive engagement. - Advanced
• Adaptability: Responds to shifting priorities, adapts financial strategies - Advanced
• Initiative: Identifies commercial opportunities, proposes pricing adjustments - Advanced
• Time management: Prioritizes financial reviews, contract validations - Advanced
• Leadership: Leads through influence, not authority - Intermediate
• Excel & Data Analysis: Expert in advanced Excel functions and financial data analysis, with a proven ability to transform complex datasets into actionable insights. Utilizes tools such as Power Query, pivot tables, dynamic dashboards, and advanced formulas to model scenarios, track performance, and support strategic decision-making. -  Expert
• Financial Acumen: Strategic oversight of month-end adjustments and profitability validation whilst enabling accurate interpretation of complex data and ensuring alignment with business objectives. - Expert
• Contract management: Strategic focus on compliance, risk mitigation, and value realization. Collaborates cross-functionally to monitor contract performance, assess financial implications, and support negotiations that drive profitability and operational efficiency. Maintains robust controls and documentation to safeguard the organization’s financial interests. - Advanced
• Reporting Tools (Power Point, BI): Builds executive summaries, uses BI tools for insights - Intermediate
• Finance Systems: Possesses deep expertise in financial systems architecture and functionality, with a strong command of finance platforms, reporting tools, and data integration processes. - Advanced
• Process Improvement: Identifies financial process gaps, proposes fixes - Advanced

Other requirements 

• Education 3 Yr. degree -BS/BA in Business Accounting or Finance
• Professional Experience >3 yrs in Finance/Accounting roles
• Language English (Verbal and Written) 90% - C1
• Other professional certifications: Lean Six Sigma, CFA, CIMA - Preferred, but not required