{"id":3914255,"url":"https://alion.io/job/gijima-commercial-manager","title":"Commercial Manager","company":{"id":57409,"name":"Gijima","domain":"gijima.com","url":"https://alion.io/company/gijima","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":null,"truth_index":null},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Midrand, South Africa"],"countries":["ZA"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Excel","optional":false},{"name":"Power BI","optional":false}],"status":"live","first_seen_at":"2026-10-27T09:05:56Z","employer_posted_date":null,"last_verified_at":"2026-10-27T09:05:56Z","board_verified":false,"closed_at":null,"days_open":12,"trust":{"level":"not_scored","repost_count":null,"flags":[],"days_open":12},"description":"Reference: HR000290-EV-2\n\nPurpose\n\nThe Senior Commercial Manager is a senior commercial and pricing leadership role within the Sales Process/Operations, responsible for complex, strategic and high-value bids, customer business cases, contract negotiations and post-contract commercial performance across local and international opportunities.\nThe role is accountable for protecting and improving sustainable deal profitability by leading the commercial strategy from opportunity inception through pricing, business case development, governance, negotiation, contract sign-off and post-contract performance management.\nThe Senior Commercial Manager acts as a trusted commercial advisor to Sales, Solution, Delivery, Finance, Legal, Procurement, Executive Management and the Parent Company, balancing growth, competitiveness, risk, cash flow and long-term value.\nThe role is also responsible for driving commercial excellence through standardized pricing governance, data-led decision making, process improvement and the responsible adoption of AI and automation tools to improve commercial productivity, quality, insight and turnaround times.\nDuties & Responsibilities\nKey Responsibilities\nCommercial Strategy and Leadership\n\nLead the commercial workstream for complex and strategic opportunities, providing commercial direction from qualification and inception through submission, negotiation, award and contract sign-off.\n\nEnsure appropriate representation of the commercial and pricing function throughout the bid lifecycle and proactively challenge assumptions, solution choices and commercial positions that may affect profitability or risk.\n\nOwn the overall commercial narrative, including deal economics, pricing strategy, commercial options, key assumptions and executive-level recommendations.\n\nProvide timely and decisive commercial input throughout the bid process and remain accessible to stakeholders for queries, escalations, commercial decisions and emerging concerns.\n\nCustomer Business Cases, Pricing Models and Commercial Analysis\n\nCreate, review and quality-assure Customer Business Cases for complex opportunities, including revenue, cost, margin, cash flow, CAPEX/OPEX, financing, tax, foreign exchange and investment considerations as applicable.\n\nDevelop and evaluate pricing models, scenarios and commercial structures that are competitive, financially sound and aligned to customer requirements and Gijima target returns.\n\nOwn key pricing assumptions, including rates, inflation/CPI, exchange rates, financing assumptions, partner costs, implementation costs, volumes, productivity assumptions and other commercial drivers.\n\nPerform scenario analysis, sensitivity analysis and deal economics to identify value drivers, downside exposure and opportunities to improve profitability.\n\nPresent commercial and financial outcomes clearly to relevant stakeholders, governance forums and executives to support informed decision making and approval.\n\nDeal Profitability, P&L and Post-Contract Performance\n\nAssess the expected long-term profitability of deals and ensure that commercial decisions support sustainable P&L performance rather than short-term revenue growth alone.\n\nManage and track the ongoing performance of Customer Business Cases post-contracting, including planned versus actual revenue, cost, margin, cash flow and other agreed commercial metrics.\n\nProvide forecasts to Finance based on approved Customer Business Cases and prepare management reporting on commercial performance, P&L trends, risks and corrective actions.\n\nIdentify underperforming accounts and support the development of financial turnaround plans, including pricing remediation, scope optimisation, cost reduction, contract changes and recovery actions.\n\nPartner with Delivery and Finance to ensure service is delivered within approved human, technical and financial resources and that material commercial variances are escalated and addressed.\n\nCommercial Risk, Governance and Assurance\n\nIdentify, quantify, advise on and mitigate commercial, pricing and financial risks throughout the opportunity and contract lifecycle.\n\nEnsure key assumptions, risks, dependencies and commercial exceptions are documented, challenged and approved at the appropriate governance level.\n\nEvaluate contractual and commercial impacts relating to service levels, service credits, liquidated damages, penalties, liability, termination, inflation, foreign exchange, taxation, payment terms and other material exposures.\n\nEnsure commercial submissions and business cases meet established pricing, governance and approval requirements and maintain an auditable record of final pricing, assumptions and approvals.\n\nDrive continuous improvement in commercial governance, controls and pricing processes across the organisation.\n\nContracting and Commercial Negotiations\n\nParticipate in and lead the commercial aspects of customer contract negotiations, providing clear positions on pricing, payment terms, commercial protections, variations, renewals and exit provisions.\n\nWork closely with Legal, Sales, Solution and Delivery teams to ensure that contractual commitments are commercially viable and consistent with the approved business case.\n\nProvide commercial and pricing input into key customer contracts, amendments, variations, renewals and change requests.\n\nAssess the commercial implications of deviations from approved positions and recommend appropriate mitigation, escalation or approval.\n\nSupport negotiations with key partners, OEMs, suppliers and contributors to secure commercially advantageous pricing and terms that protect Gijima margins and cash flow.\n\nEvaluate partner and supplier commercial proposals, including cost structures, payment profiles, escalation assumptions, warranties, financing and risk allocation.\n\nChallenge cost inputs and negotiate value opportunities while maintaining alignment with the approved technical solution and customer requirements.\n\nStakeholder Leadership and Business Partnership\n\nAct as a trusted commercial advisor and senior business partner to Sales, Solution, Bid Management, Delivery, Finance, Legal, Procurement, Technology and Executive stakeholders.\n\nProfessionally interact with, influence and support stakeholders across different levels within Gijima and the Parent Company, including challenging senior stakeholders where commercial outcomes or risk require it.\n\nLead cross-functional commercial workshops and reviews, ensuring decisions are understood, actions are owned and timelines are maintained.\n\nMaintain high responsiveness throughout the bid and negotiation process, providing timely, practical and commercially sound responses to stakeholder queries and concerns in deals.\n\nCommercial Excellence, Pricing Governance and Process Improvement\n\nCreate, implement and maintain pricing processes, standards, templates, tools and governance mechanisms that improve consistency, efficiency, compliance and commercial quality across Gijima.\n\nIdentify opportunities to simplify, digitize and automate repetitive commercial activities, reducing cycle times and improving data quality and control.\n\nMaintain appropriate commercial knowledge repositories, pricing references, assumptions, benchmarks, lessons learned and historical deal data to improve future bids and negotiations.\n\nChampion continuous improvement by reviewing outcomes from submitted and awarded opportunities and feeding lessons learned back into pricing methodology, governance and commercial practices.\n\nData, Analytics, AI and Commercial Technology Enablement\n\nActively use approved AI and digital tools to improve commercial productivity, including research, data analysis, business case preparation, pricing support, scenario modelling, document review, quality assurance, knowledge management and reporting.\n\nIdentify and implement practical AI use cases within the commercial and bid lifecycle, with appropriate human oversight and validation of outputs before business decisions are made.\n\nUse data and analytics to identify pricing trends, margin leakage, cost drivers, forecast variance, commercial risks and opportunities for improvement.\n\nPartner with Technology and relevant business stakeholders to evaluate new tools and automation opportunities that improve the speed, accuracy and scalability of the commercial function.\n\nPromote responsible use of AI, including attention to confidentiality, data security, customer information, intellectual property, bias, traceability and the need for professional judgement.\n\nLeadership, Coaching and Capability Development\n\nProvide leadership, coaching, mentoring, training and day-to-day support to Junior Commercial Managers and other team members.\n\nBuild commercial capability through structured knowledge sharing, review sessions, playbooks, practical coaching and feedback on live opportunities.\n\nCreate an environment of accountability, collaboration, continuous learning and high-quality execution across the commercial team.\n\nAct as a role model for commercial integrity, ownership, responsiveness, problem solving and stakeholder management.\n\nPERSONAL ATTRIBUTES AND SKILLS REQUIRED\nFormal Education\n\nGrade 12 (Matric).\n\nDegree or Diploma in Finance, Commerce, Accounting, Economics, Business Management, Cost and Management Accounting, Financial Information Systems or a related discipline.\n\nProfessional qualification such as CIMA, CA(SA), ACCA, CFA, MBA or equivalent is advantageous.\n\nExperience\n\n10+ years relevant experience in commercial management, pricing, financial modelling, deal structuring, bid participation or a related commercial environment.\n\nDemonstrated experience leading complex, high-value or strategic bids and commercial workstreams from qualification through contract sign-off.\n\nProven experience developing and presenting business cases, pricing models, forecasts and P&L/commercial analysis to senior stakeholders and executive governance forums.\n\nStrong experience in commercial and contractual negotiations, risk assessment, partner/supplier negotiations and post-contract performance management.\n\nExperience working across multiple business units, disciplines and senior stakeholder groups in a complex organization; international exposure is advantageous.\n\nDemonstrated practical experience using AI, automation and/or advanced digital tools to improve processes, analysis, reporting or commercial decision making.\n\nSkills Required\n\nAdvanced financial modelling, commercial analysis and business case development skills.\n\nAdvanced Microsoft Excel capability; experience with Power BI, data visualization or other analytics tools is advantageous.\n\nStrong commercial acumen with the ability to translate technical, operational and contractual information into financial and business implications.\n\nStrong negotiation, influencing, presentation and conflict-resolution skills.\n\nExcellent analytical skills with the ability to work confidently with incomplete, ambiguous or rapidly changing information.\n\nStrong understanding of pricing methodology, margin management, cash flow, financing, foreign exchange, taxation and contractual commercial drivers.\n\nPractical capability with AI tools such as enterprise-approved generative AI, copilots, workflow automation and data-assist tools, with an understanding of responsible use.\n\nStrong governance, documentation and attention-to-detail capabilities.\n\nPersonal Attributes\n\nCommercially curious, strategic and focused, with the confidence to challenge assumptions and protect the organization’s interests.\n\nHigh level of integrity, accountability and professional judgement, with a strong leadership presence and the ability to influence without direct authority.\n\nHighly responsive and dependable, able to work under pressure and manage multiple high-priority opportunities without compromising accuracy or quality.\n\nLateral thinker and pragmatic problem solver who can balance risk, competitiveness, customer requirements and profitability.\n\nProces...","description_format":"text","description_chars":12263,"description_truncated":true,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Continuous learning"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["IT Infrastructure & Networking Services","IT Consulting & Digital Transformation","Managed IT Services 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