Commercial Excellence Analyst

Job Details

Position Job Title: Commercial Excellence Analyst

BG and BU: Amcor Flexibles EMEA, Wine & Spirit BU

Function: Commercial

Location: Open location in Europe with a preference for a French Wine & Spirit site.

Line Manager’s Job Title: Finance and Commercial Excellence Director

Contract Type: Full Time

Job Purpose

The Commercial Excellence Analyst is a key member of the Business Unit Commercial Excellence team and helps drive in a proactive way commercial excellence across the Business Unit. Within the agenda to drive commercial discipline in the BU, the Commercial Excellence Analyst implements and drives common Business Process aligning the commercial agenda between the sales teams and the sites.

The key tasks of this function are Margin management (i.e. through RM pass through, analysis of the profit performance using PMDB, margin, volume and price management collaborating across the Business), Contract Management and Negotiation support, as well as all driving business processes and tools improvement.

The role involves a strong interaction with Sales & Marketing, sites, Supply Chain, Finance and other functions (procurement, etc…) to implement and drive common business processes across sites, generate and execute initiatives that improve profit margins, reduce cost and enable profitable growth.

The key to being successful is the ability to work in a matrix organisation and connect Sales, Supply Chain, Customer Service and Plant Commercial teams with a solid financial background.

Job Dimensions & Scope

Financial: Light financial background needed (P&L understanding)

Relations: Sales & Marketing, Finance, Procurement, Research & Development, Operations, Supply Chain, Site Finance Controllers

Scope & Geographical spread: Europe

Principal Accountabilities

In a close relationship with Sales Directors/Managers, the Commercial Excellence Analyst will work within the matrix organisation and implement aligned commercial business processes. Driving commercial discipline will result into identification of new opportunities and support the business in their profitable growth agenda. The different areas of responsibilities are

Value Plus / Commercial:

• Support and guide sales to the best commercial initiatives. Prepare business cases and define price to win in cooperation with the sales and marketing teams:
• Work with the sales team on building value proposition, model financial scenario, and obtain approval in accordance to the EMEA Delegation Of Authority
• Ensure support to the sales team on prices for new business opportunities
• Prepare quotations to reply to tenders
• Update price lists according to raw material evolution / raw material trackers
• Support the Commercial Excellence Manager to review costing and define Intercompany margin policy and pricing, aligned with Finance

Quarterly Profitability reviews

• Ensure PMDB is completed in due time by Plant Finance Controller
• Analyse big trends and variances at BU/Cluster level
• Ensure Quarterly Site margin review process in sites and propose customers, leakers to be reviewed. Drive action definition and follow-up and establish link with other Value Plus reviews (e.g. Account Reviews)
• Facilitate implementation of “best practices” on PMDB model

Pricing Definition

• Oversee and improve RFQ/costing process at BU and site level (tool usage, target pricing, tasks ownership), ensuring high quality and transparency of costing/pricing information for critical customers and projects in collaboration with sites
• Define and implement pricing rules incl. Target pricing and minimum price lists in close collaboration with involved parties
• Monitor key customer / product profitability and work with plant and sales teams to define corrective actions to drive profitability
• Coordinate pricing of new specifications with Marketing
• Manage price changes from a Market Segment / integrated margin perspective and track that price clauses are understood and price reviews are scheduled
• Trigger and track actions resulting from developments of key raw materials, transport, energy and currency with Sales & Marketing. Continuously develop commercial approach to management of raw material cost risks and opportunities

Contract Management:

• Support the commercial contract management process with regards to timely review of commercial terms, usage of standard contract forms, best practices and price lists
• Advise and support Sales on advanced raw material/currency/validity clauses in line with customer needs

Tools and systems

• Plays a key role in automating and improving existing tools (Pricing tools, Price FX, etc…)
• Maintains and improves key reports (MMR, Pandora, etc…)
• Participates in month end Sales reporting
• Monitors the impact of concessions/rebate/prebates and review commercial bridge accuracy and work with sites to adjust as needed

Aluminium Hedging:

• Ensure contracted customers have the proper Aluminium hedge
• follow up on monthly consumptions
• anticipate the need to hedge upon volume consumption
• Follow up on price adjustments linked to new alu hedge
  
  

Customers rebates:

• Validates End of Year Rebates and communication to sites and Sales Team

Qualifications/Requirements

1. Formal Qualifications and Experience

• 2-3 years of experience in Sales/Commercial/Controlling
• Fluent English and other European language preferred
• Strong ability and experience to manage in a cross-cultural environment
• Ability to work successfully in a matrix organization
• University degree in applied economics, business administration, Finance, engineering or a related field

2. Specific Skills and Abilities

• Strong customer orientation
• Good business judgment/commercial acumen and drive to “make money”
• Curiosity, ambition and entrepreneurial spirit
• Very good analytical, problem solving and conceptual skills, ability to think “out of the box”
• Proactive / self-starter
• Result oriented and action-minded, hands-on mentality
• Strong process thinking
• Ability to be decisive and meet deadlines
• Strong written, verbal and listening skills
• Able to manage multiple priorities in a dynamic, fast-paced and virtual environment
• Strong interpersonal and influencing skills
• Ability to lead and motivate cross-functional & cross-BU teams in and outside his/her control to outperformance levels
• Good relationship and integrator (make and maintain professional contacts with people at different levels in and outside the organization, also in difficult set-ups)