Job Title:  Enabling Areas- Operate SGO- Risk Management- Contract & Commercials

Role: Risk Management- Contract & Commercials

Your potential, unleashed.

India’s impact on the global economy has increased at an exponential rate and Deloitte presents an opportunity to unleash and realise your potential amongst cutting edge leaders, and organisations shaping the future of the region, and indeed, the world beyond.

At Deloitte, your whole self to work, every day. Combine that with our drive to propel with purpose and you have the perfect playground to collaborate, innovate, grow, and make an impact that matters.

The team
 

The Deloitte South Asia strategic growth team serves as a central pillar driving growth and transformation within DSA, spanning several business lines and various technology functions.  We are established as a centralized team collaborating across consulting, implementation, and operation to maintain and enhance client value offerings and services. We innovate conventional approaches, leveraging Deloitte technology, differentiated domain expertise, intellectual property, talent, and capacity to embed continuous advantage and deliver enhanced business value.

In this team, our focus is on catering to the unique needs and preferences of clients in the South Asia region. Your role within this dynamic team is essential for establishing networks and relationships across the client stakeholder ecosystem and ensuring service fulfillment. Additionally, you will collaborate closely with other Deloitte leadership and stakeholders dedicated to the client. Your contributions will involve nurturing new and existing relationships, supporting presales life cycles, and playing a pivotal role in driving the success of DSA business growth for the specific client.

You will be part of a global organization that is making a measurable impact that matters every day.

Your work profile

You will be responsible for managing the entire lifecycle of all commercial and contractual aspects in accordance with the policies and procedures, applicable laws and business requirements. You shall work closely with the business/client units and project teams and is expected to maintain a high level of visibility on the accounts/projects as they perform their contract management responsibilities. You will organise, control and direct the work activities associated to the contract management process and take accountability for commercial and contractual outcomes being a trusted partner to the business. As part of these, you are expected to drive the below expectations:

• Participate and contribute to review, negotiate various contract artefacts (provision of clauses), Document Hierarchy & interoperability: MSAs, SoWs, Schedules, Exhibits thereof, Teaming, Reselling agreements, NDAs, Engagement Letters, LOIs, LOAs, Inter-company agreements etc.
• Work towards closure of contract artefacts for providing and or procurement of professional services in the technology, advisory, implementation, operate services in the business concerning Audit, Tax, Legal, Strategy, Risk, Transaction involving next generation digital and transformation initiatives, including related Bought Outs (logistics, construction, property, hardware & software etc.). Working on contracts that pan across more the one service / business lines.
• Draft complex documents working with business leadership to provide timely reviews and quality contractual documents that are fit for purpose and working with legal and business leadership to ensure alignment with overall business/Legal objectives and approvals;
• Closure of issues list of open contract items / clauses: Identify, assess risks, propose risk mitigation, secure approvals for the same in line with firm level risk guidelines.
• Reach middle ground with the customers on sticky items / onerous clauses by proposing alternative position to balance the risk protection and yet meeting client objectives.
• Assist and contribute in implementation of functional policies and procedures.
• Compliance management
• Business Sense and Commercial Acumen
• Excellent understanding of commercial principals & computations - P&L, cash flow, investments, amortization, cost structures and its management, accounting principals, taxes, duties, levies, forex considerations, inflation, cost of capital, time value of money, ROI / ROCE etc.
• Well versed with variety of deal constructs: staffing, managed services, outcome based, gainsharing, fixed price.
• Assist and contribute in making winning commercial propositions, deal constructs, validating them, identifying and mitigating commercial risks
• Collaborating with stakeholders, SMEs:  Legal, Finance, Taxation, IT / Info Security, HR / Resourcing, Data Protection, Infrastructure, Insurance, Quality, Engagement Delivery Teams, Business Teams, conflict and independence teams, Solutioning and competency teams and so on.      
   

Contribute to Sales, Pre-Sales, Proposal Defense stage
 

• Assist and contribute to client business proposals – responding to RFI, RFP, proactive proposals, proposal defense, orals, workshops:  from contract, commercial, and pricing standpoint: Due diligence, Discovery, risk identification and mitigation.
• Deal and proposal structuring -  Commercial perspective
• Collaborating with stakeholders
• Vendor Management – Contract & Commercial standpoint: Ensure back-to-back flow down of terms in line with Prime customer contract commitment/s, commercials.  Collaborate with Alliance, Procurement teams.
   

In-Life Contract & Commercials Management
 

• Assess, Identify, and track Contract risks, contribute to mitigation, by collaborating with stakeholders.
• Track and report – Plan Vs Actual on commercials, contractual obligations.  Perform the RCA for any deviation, collaborate with stakeholders for mitigation & GWP as required.
• Contract Obligations Assurance - Tracking, reporting, risk management
• Maintain Forecasting and Cost baseline monitoring, Revenue realization vis-à-vis business case.
• WAR process compliance, Commercial Risk Register, Change Management
• Billing Operations, MIS and Reporting
• See through the effective and timely resolution of various contractual disputes / contentions (payment, invoice, penalties, taxes, termination scenarios, commercial disputes, breach scenarios etc.) through direct interactions with clients

 Responsibilities: 

• Able to provide right inputs for strategic and tactical decision making for the key accounts, proposals, pursuits.
• Review and validate the contract terms (business, and commercial) and facilitate approvals based on risks identified, mitigation plans in line with guidelines and guardrails published from time to time.
• Process Compliance, Risk management.
• Customer Management to be able to understand, assess customer requirements, and how those can be fulfilled minimizing the risk to the organization, and mitigating those.
• Stakeholder Management - functional, operational and management level.
• Execute the process enhancement roadmaps through cross-group and stakeholder collaboration.
• Contribute, Implement contract management processes across the organization including accounts and projects, in a manner that is consistent with policies. This shall include but shall not be limited to all day-to-day practicalities and administrative requirements under the contracts and shall involve contract records, tracking of milestones, contract performance and KPIs, review meetings and management of contract changes, variations, claims, disputes, contract closures and conducting post contract reviews
• Actively promote benefit / awareness of contract management with business and account leaders, identifying opportunities to further develop contract management support
• Comply with applicable laws, regulations, international standards and related Policies and Procedures.
• Comply with Acceptable Use Policy, attend mandatory information security, privacy, business continuity, conflict management, independence and such applicable trainings.
• Report information security, incidents or suspect incidents through established incident reporting channels.
• Maintain confidentiality of information and classify and handle information ad per Policies and Procedures
• Coach, Mentor teams

Desired qualifications

• Having 12-15 years relevant experience in core Contract, Commercial, Procurement function with exposure to complex and large deals.
• Professional Qualification:  Bachelor’s / post-graduate degree in Management, Engineering, Commerce / Business, with knowledge and acumen in the areas of: legal, finance, business (sales and delivery) & related terms of doing business
• Excellent written and verbal communication skills, articulation skills are MUST.
• Experience of implementing, leveraging enterprise grade contract life cycle management solution will be an added advantage.
• Excellent analytical ability, office automation and efficiency tools
• Demonstrated ability to collaborate and communicate effectively with internal and external executives and be capable of contributing and influencing key commercial and contracting decisions;
• Understanding of general commercial contracting regulations, principles and subcontracting practices;
• Strong time management, prioritization, and organizational skills

Location and way of working

• Base location: Multiple location open
• This profile involves frequent travelling to client locations
• Hybrid is our default way of working. Each domain has customised the hybrid approach to their unique needs.

Your role as a leader

We expect our people to embrace and live our purpose by challenging themselves to identify issues that are most important for our clients, our people, and for society.

In addition to living our purpose, leaders across our organization must strive to be:

• Inspiring - Leading with integrity to build inclusion and motivation
• Committed to creating purpose - Creating a sense of vision and purpose
• Agile - Achieving high-quality results through collaboration and Team unity
• Skilled at building diverse capability - Developing diverse capabilities for the future
• Persuasive / Influencing - Persuading and influencing stakeholders
• Collaborating - Partnering to build new solutions
• Delivering value - Showing commercial acumen
• Committed to expanding business - Leveraging new business opportunities
• Analytical Acumen - Leveraging data to recommend impactful approach and solutions through the power of analysis and visualization
• Effective communication – Must be well abled to have well-structured and well-articulated conversations to achieve win-win possibilities
• Engagement Management / Delivery Excellence - Effectively managing engagement(s) to ensure timely and proactive execution as well as course correction for

the success of engagement(s)

• Managing change - Responding to changing environment with resilience
• Managing Quality & Risk - Delivering high quality results and mitigating risks with utmost integrity and precision
• Strategic Thinking & Problem Solving - Applying strategic mindset to solve business issues and complex problems
• Tech Savvy - Leveraging ethical technology practices to deliver high impact for clients and for Deloitte
• Empathetic leadership and inclusivity - creating a safe and thriving environment where everyone's valued for who they are, use empathy to understand others to adapt our behaviours and attitudes to become more inclusive. 

How you’ll grow

Connect for impact

Our exceptional team of professionals across the globe are solving some of the world’s most complex business problems, as well as directly supporting our communities, the planet, and each other. Know more in our Global Impact Report and our India Impact Report.

Empower to lead

You can be a leader irrespective of your career level. Our colleagues are characterised by their ability to inspire, support, and provide opportunities for people to deliver their best and grow both as professionals and human beings. Know more about Deloitte and our One Young World partnership.

Inclusion for all

At Deloitte, people are valued and respected for who they are and are trusted to add value to their clients, teams and communities in a way that reflects their own unique capabilities. Know more about everyday steps that you can take to be more inclusive. At Deloitte, we believe in the unique skills, attitude and potential each and every one of us brings to the table to make an impact that matters.

Drive your career

At Deloitte, you are encouraged to take ownership of your career. We recognise there is no one size fits all career path, and global, cross-business mobility and up / re-skilling are all within the range of possibilities to shape a unique and fulfilling career. Know more about Life at Deloitte.

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