Commercial Analyst Capsules, North America

3 weeks ago

Montréal, Canada Amcor Full time

**Job Details**

**Position Job Title**: BU Commercial Specialist North America**

**BG and BU**:Amcor Flexibles Europe, Middle East and Africa (AFEMEA)**

**Function**:Commercial Excellence**

**Sub-Function**:Commercial**

**Location**:Open location across North America (preferably in one of the 2 sites in Canada or California)**

**Line Manager’s Job Title**: BU Commercial Excellence Manager**

**Advertising Legal Entity**:Amcor Capsules North America**

**Work contract Legal Entity**:Contract will be issued accordingly with legal requirements and legal entity of the hiring country**

**Contract Type**:Permanent**

**Job Purpose**

Within the agenda to drive commercial discipline in the BU, the Commercial Specialist implements and drives common Business Process. Aligning the commercial agenda between the sales teams and the sites is critical in the roll out of Commercial Excellence. The key tasks of this function are Margin management (i.e. through RM pass through, analysis of the profit performance using PMDB), Contract Management and Negotiation support, as well as all driving foundational business processes. The key to being successful is the ability to work in a matrix organisation and connect Sales and Operations. The BU Commercial Specialist has been nominated as BU Capability Leader for the RM recovery process with the objective to assure alignment within the BU and developing the process to higher levels.

**Job Dimensions & Scope**

**Financial**: light financial background needed (P&L understanding)

**Process**: Forward thinking

**Complexity**: Interaction with Finance, Purchasing, Operations, Supply Chain, Site Commercial, Sales & Marketing functions within BU, cross-BU, GKA

**Principal Accountabilities**

In a close relationship with Sales Directors/Managers and the Site Commercial Management Team the major challenge is to 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+**:

- Identify, plan and implement commercial actions that create profitable growth and are aligned with customer needs
- Identify action pipeline on price-and mix changes, commercial leakages, cost to serve, relationships and leads
- Support and spread through the AFEMEA organization the V+ approach (i.e. cost to serve process, VAS, etc)
- Support, prepare and guide sales managers and executives to the right commercial initiatives
- Roll out best practises with the BU
- Manage and support spot specific V+ campaign (i.e. price campaign related to the recovery of specific cost and/or related to specific categories of customers)
- Close communication and relationship to the central CE Team

**Pricing and Tender Management**
- Ensure support to the sales team on prices for new business opportunities
- Prepare the 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

**Contract Management**:
Secure economic value, provide a framework for the allocation and management of risks and oversee the performance of commitments:

- Process Standardization (consistent approach and common tools across the BU)
- Improved Performance (risk management, compliance, lower planning)
- Assure legal review has been performed
- Commercial terms meet Amcor expectations
- DOA has been applied properly

**Negotiation**:
Significantly enhance the influencing and negotiation outcomes by being excellent in the preparation of the content & process of upcoming negotiations:

- Assure all contract negotiation proposals, concession trading cases, or other negotiations should be compliance to the ANP process
- Assure that the DoA is applied for Contracts and Price concessions
- Ensure the business cases are properly prepared and escalated for approval
- Assure that all the actions defined during a Negotiations will be reflected in SFDC
- Systematic Preparation. Content: Establish Objectives, Test assumptions, Research Facts, Define issues and identify options. Process: Reconsider Needs, Choose Style, Control Climate, Identify/use of Tactics and Manage Phases
- Rehearsal (Negotiation simulation)
- Post-negotiation audit

**RM recovery process**:

- Be the link between the BU and central CE team for the implementation of the RM recovery policy
- Assess the performance of the RM recovery
- Manage spot campaign to accelerate the recovery of the RM and of the other cost (i.e. indirect)
- Work in close contact with the BU finance function in order to align the reporting related to the RM recovery performance

**PMDB (Pocket Margin Data Base) Quarterly data**:

- Ensure PMDB is completed in due time by Plant Finance Controller
- Analyse big

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