Commercial Manager at ADVA AG Optical Networking in Atlanta, GA

Our flexible, diverse, and casual work environment stimulates change and creates a motivating environment with highly efficient people. As part of our team, you will be an integral part of creating and supporting our products. ADVA’s products are the building blocks for tomorrow’s networks, enabling the transport of increasing amounts of data across the globe. From access to the metro core, to the long haul, we create intelligent, software-automated solutions that will provide future generations with networks that can scale to meet increasing bandwidth demands. Come be a part of the world’s most cutting-edge innovative solutions and products, from design to implementation.

With a diverse team spread across the globe, we have developed a culture that embraces creativity and seeks innovation in every aspect of what we do. At ADVA, we believe in our TEAM members and work hard to ensure that every voice is always heard.

ADVA is dedicated to the health and well-being of our employees, therefore, a series of comprehensive, quality wellness programs are available to all employees. In addition to receiving an equitable salary and having an equal opportunity for professional development and advancement, as an ADVA employee, you may be eligible to enjoy other health benefits and perks, which will enhance your job satisfaction. We have designed our work and life programs around our employees because we know that they spend the majority of their life at work.

ADVA is looking for a highly motivated candidate to join our team. If you want to be a part of our growing company that is driven by innovation and is focused on building a future together with our employees, consider applying.

Principal Tasks

The Commercial Manager is the single point of contact for the Americas Sales organization regarding contract management, business cases, and general contract and commercial support. The primary responsibility is drafting, reviewing, advising on, negotiating, revising, and executing contracts that involve the sale of products and/or services in line with ADVA’s core business practice(s). Further responsibilities include the development and analysis of business cases and customer projects, to provide accurate pricing analyses, and act as sparring partner to Sales management to ensure sales’ and corporate objectives are well balanced and considered. The Commercial Manager will formally report to the Director Commercial Management Americas and will functionally reside in the Finance organization.

• Oversee and ensure the Commercial Management support for the Sales organization in the Americas
• Be the single point of contact for commercial support and all new and existing agreements within the Americas Sales organization (including Business Development)
• Together with the Sales leads explore and evaluate opportunities, develop strategic business propositions, measure client/account capabilities, and provide flexible pricing models and options to improve Revenue Management
• Review, draft, negotiate and administer a wide variety of agreements in accordance with organizational and departmental policies and procedures. As part of this, perform a risk assessment of proposed terms and conditions to understand legal, audit, and budgetary implications and work with the Sales leads to develop recommendations to minimize potential risks to the business
• Ensure business cases and agreements are aligned with all stakeholders, completed on time, and all final contract documents are received, properly stored in the contract database, and periodically reviewed
• Prepare correspondence, termination letters, renewals, amendments, representation forms, and other pre- and post-contract documents
• Compute and analyze customer projects and business cases and provide support on pricing/bidding, e.g. create price lists and e-auction tools via excel
• Manage approval of projects according to the Limits of Authority pricing/discount policy
• Set and oversee customer credit limits, run customer credit checks and work

with Finance to manage credit limits.

• Support quarterly revenue forecasts in close work with Accounting, Sales Controller and Sales Operations
• Handle a wide variety of confidential and time sensitive matters and must be able to keep matters confidential

Supplementary Tasks

• Support of Sales, Controlling, and Accounting (e.g., revenues, margins, forecasts)
• Lead or support projects to improve pricing decisions, the contract management system, and contracting process
• Other tasks as assigned

Customers (Internal & External)

External

• ADVA’s external customers

Internal

• Sales, Customer Service, Customer Focus Team
• Accounting, Controlling, Tax, Legal, Global Trade Compliance
• PLM, Quality, Production, Purchasing

Skills/Qualifications/Training/Experience

Essential

• 8+ years previous experience in commercial contracting
• Bachelor’s degree or equivalent experience in Finance or Business Administration
• Fluent in English and a second language, ideally Spanish or Portuguese
• Excellent verbal and written communication and problem solving skills
• Ability to communicate clearly, solve problems and provide commercially focused advice Good judgment and attention to detail
• Learns quickly and thinks creatively
• Ability to work with discretion
• Stress resistant
• Customer centric approach
• Ability to develop positive working relationships at all levels
• Proficient in Excel,

Desirable

• Working knowledge in Tableau, SAP and
• Understanding of accounting standards

Requirements & Work Environment

• Office environment
• Physical requirements to be able to lift 5 lbs

Success Criteria

• Must be team player, flexible, open minded, and display creative thinking
• Providing accurate and valuable information within short response times
• Willingness to take responsibility also for business decisions
• Ensuring execution of profitable contracts that are within ADVA’s guidelines
• Ability to work effectively in a team oriented environment and also to work independently through initiative and self-motivation
• Ability to communicate effective, in particular by summarizing complex data/information into concise, meaningful words, graphics, tables, and schedules and also in an oral for to a wide range of audiences

Team and Department

• Commercial Management
• Finance

Licenses or certifications required

• World Commerce & Contracting CCM Certification desired but not required

Travel requirements

5% or less Travel

• Annual trip usually international
• As required domestic

Scope of employment

• Fulltime
• Employee
• Permanent
• Salaried position
• Must be authorized to work in the United States

Primary location of job

• Norcross, GA
• Office location

Work schedule

• Weekdays
• 8:00AM – 5:00PM
• Office hours: Monday – Friday (flexible work schedul as agreed with manager)

Compensation scheme

• Goal pay compensation scheme
• Base salary +8% individual goal pay +8% company goal pay