Commercial Excellence Director

JOB OVERVIEW

The APAC Commercial Excellence Director leads the Commercial Excellence agenda across Amcor Flexibles Asia Pacific (AFAP), building the strategy, standards, tools, capabilities, and governance that improve pricing discipline, margin expansion, forecasting accuracy, sales effectiveness, and cross‑functional execution. Provides analytical leadership (profitability, costing, segmentation) and ensure consistent deployment of ValuePlus related initiatives across countries, segments, and key accounts. 

JOB RESPONSIBILITIES

1) Commercial Excellence Strategy & Operating Model

• Own the Commercial Excellence operating model for AFAP, including governance rhythms, standards, checklists, playbooks, and adoption metrics.
• Drive consistent execution of ValuePlus and related initiatives across APAC region.
• Champion data driven decision making from opportunity identification to post decision reviews anchored in Pocket Margin Database (PMDB) / Salesforce (SFDC) and standard reports. 

2) Margin Management & Profitability Analytics

• Lead monthly margin performance reviews highlighting leakage, mix, and price realization gaps, agree corrective actions with Sales and Commercial Finance teams, and track closure to plan.
• Deploy economic/profitability frameworks regionally and assist local business units to identify appropriate opportunities for economic profit improvement.

3) Pricing, Costing & Commercial Policy (Frameworks & Governance)

• Establish disciplined pricing & terms governance (costing standards, price rise / fall, rebates, amortization, premiums / discounts, payment terms) with clear DOA and auditability.
• Manage tenders and contracts across APAC from creating standard templates and keeping the database updated to analysing wins and losses and capturing lessons learned.
• Ensuring plant and product costs are comparable and identify the best costing strategies to guide commercial decisions.

4) Salesforce Effectiveness (SFE) & Key Accounts Support

• Boost sales productivity by making sure we target the right accounts, contacts, and visit frequency. Improve CRM pipeline quality and clean data, and create easy to understand KPIs and dashboards for team coaching.
• Support key account plans and tough negotiations by providing clear data like value analyses, customer segmentation insights, price volume curves, and profitability views.

5) Integrated Business Planning (IBP) & Forecasting Excellence

• Lead the monthly IBP reviews with Commercial / Finance teams driving adherence to divisional requirements and continuous improvement of IBP metrics, including deep dives on problem areas and at the same time offering sustainable solutions. 

6) New Products & Launch Commercialization

• Partner with local and regional marketing teams to define commercial models and launch pricing, ensuring alignment to Amcor strategy and financial hurdles.
• Assist in identification of new business opportunities through expansion of existing products to maximize existing markets.

7) Channel / Partner Performance (where applicable)

• Set performance standards for partners / distributors and make sure they follow commercial policies and AFAP strategies in partner based markets.

8) Tools, Systems & Data Stewardship

• Enhance and govern PMDB (Pocket Margin Database), SFDC (Salesforce) and related reporting.
• Ensure user training, data quality, benchmark activity levels, and practical, action oriented outputs.

9) Capability Building & Change Leadership

• Deliver onboarding and refresher programs for Sales / Commercial teams on costing, pricing, contracting, and negotiation methodologies, coach Commercial Excellence SMEs when needed.
• Lead change management activities to shift mindsets / behaviours and drive adoption of CE tools and processes across the organization.

10) Cross‑Functional Orchestration

• Coordinate with Finance, Operations, Procurement, and Regional Leadership teams to align resources and remove bottlenecks for timely execution of commercial actions. 

QUALIFICATIONS / REQUIREMENTS

• Bachelor’s in Business / Finance / Engineering (or similar discipline) with MBA / Master’s preferred.
• 10+ years in Commercial Excellence / Sales Ops / Commercial Finance / Key Accounts leadership roles within a B2B manufacturing environment.
• Strong background in pricing / costing, margin management, and analytics.
• Demonstrated leadership in matrix MNCs and proven influence across senior stakeholders and cross functional teams.
• Hands on with CRM / PMDB and BI / reporting tools and familiarity with IBP processes and governance.
• With proven expertise in training and rolling out various projects and processes as well as change management.
• Drive for Results, Business Acumen, Process / Organizing, Dealing with Ambiguity, Customer Focus, Functional / Technical Financial Skills (analysis, modelling, accounting).
• Problem‑solving, communication, coaching and ability to manage multiple data sources and deadlines.