FP&A, Business Finance & Reporting


FP&A role entails two key components Commercials management (Pricing); and Business Finance and Reporting.

Commercials management / Pricing:

Pricing encompasses the cost required to deliver and financial viability of a deal. This is one of the most critical roles as, at times win-ability of deals just comes down to the price difference between competitors and can become the sole differentiating factor.

Pricing Lead needs to have strong analytical skills and a good business / operational understanding. Should possess an eagerness to master cost models across all Verticals / Horizontals / Geos.

You will have a thorough understanding of contracts, terms and conditions that impact costing, risks and assumptions critical for estimation. Ability to create Risk managed commercial models.

You will support deal strategy and deal structuring.

Ability to work and excel in pressure situations and a never say never attitude is necessary, especially when it comes down to last minute changes that can make or break the deals.

The role requires collaborating with key associates such as Sales Lead; Bid Manager, Legal team; Solution Architect, Technology, Finance and Delivery teams in providing the right solution / price to the customer.

Business finance and Reporting:

Reporting: Internal and External, Key Performance Indicators / Scorecard, Benchmarking / Competitive intelligence;

Forecasting / Planning / Budgeting: Forecasting accuracy / Assurance, Sales Pipeline, Risks and Opportunities, Scenario based planning, Rolling Forecasts, Impact of external factors to forecasts;

Decision Support: Investment decisions / Business case Traction, Cost / Profit Improvement Plans;

Performance Review management: Governance (Monthly / Quarterly Operations reviews), Incentives management.

Key Responsibilities

Commercials management / Pricing:

  • Pricing Lead will identify all elements of Costs for delivering a solution/service.
  • Translate the effort estimates into costs and build profit/loss scenarios. Build sensitivity analysis on the impact of various business levers that impact Pricing.
  • Conceptualize and build suitable Commercial models including Input based, Output based, Risk/Reward based and Outcome based.
  • Advise the business/sales teams on various options available to build customer required pricing models.
  • Analyze and highlight any commercial / legal / operational risks in a given deal.
  • Help complete all required data for internal governance processes and lead the discussion on price, risk and assumptions, contractual terms and, commitments and promises;
  • On time completion of pricing, ensuring all the customer s requirements are included/ considered;
  • While aspects in the cost model may not be the direct responsibility of the Pricing lead performance will be assessed on the ability to take a broad approach and collaborating with the rest of the bid team.

Business finance and Reporting:

  • Develop and deliver regular financial reporting and presentation materials for business and finance leaders that are timely and accurate.
  • Perform insightful analysis and comparisons to help improve the business and achieve targets.
  • Assist leaders in understanding the appropriate data, reporting, and analysis.
  • Support decision-making processes with ad hoc financial reporting and analysis on a variety of business and financial matters.
  • Budgeting & Forecasting analysis
  • Special Projects

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