Commercial Manager-directeur Commercial

4 months ago

Candiac, Canada WestRock Full time

**COMMERCIAL MANAGER**

**Eastern Health and Beauty Division (HBH)**

**JOB DESCRIPTION**:
Manage the Value structure and practices within a component, ensuring a high level of commercial accuracy and awareness at site level, implementing margin improvement initiatives to increase opportunity for margin recovery, cost reduction and profit improvement. Lead / oversee new business introductions and co-ordinate commercially sensitive customer projects. Represent the product group commercially and technically for the BD team as a consistent key point of contact. Promote the product capabilities leading to increased focus on added value sales growth and product development.

**KEY ACCOUNTABILITIES**:
COMMERCIAL STRATEGY
- Establish specs, pricing, SLA’s prior to new customer onboarding.
- Ensure onboarding excellence of net, new incremental accounts.
- Propose & develop plan for margin improvement initiatives and potential charging policy by product type within the component range.
- Define commercial recovery targets on price and margin in conjunction with the Regional Commercial Director (RCD), Vice-President of Operations and General Manager (GM).
- Lead implementation of commercial audits and regular reviews for maximum benefit.
- Promote commercial awareness of service flexibility and responsiveness across operations within the region.
- Define charging approach per site / customer - implementing a regular review process for changing circumstances
- Define levels of commercial responsibility within the personnel structure.
- Collaborate with operations to ensure right plant is chosen with the HBH Division for optimal productivity and margin improvement.
- Establish and maintain up to date plant price list (including board increase )
- Inform/educate commercial and customer service teams on technical process steps and capabilities
- Enhance supplier - customer partnership
- Manage information on the customer base to ensure accurate forecast data is utilized.
- Ensure contractual adherence - order quantities, price matrix, aged inventories
- Conduct account profitability reviews - Actual performance vs. Estimated performance
- Establish and lead a consistent structure for customer information recording and training
- Assess and agrees on commercial value of customer service targets and promotion of beneficial service offers.
- Manages daily company operations to ensure client orders can be satisfied or provide alternate solutions.
- Assesses risks and makes recommendations based on a thorough analysis of all factors involved in a business situation
- Leads margin enhancement initiatives (e.g. Freight)
- Establish and maintain up to date customer price list

PRICING
- BUDGET - define cost & price target aligned with site profitability target
- COSTING - participate in the development of a cost model by component where applicable / implement a consistent enquiry model and approach from Customer Service teams / propose and maintain an internal service offer for enquiry responses / participate in cost rate benchmarking for best commercial opportunity on margin within the component/ maximize the integration of purchasing cost saving opportunities and monitor benefit to cost level with Regional Purchasing Manager
- MARGIN MANAGEMENT - Leads margin improvement initiatives including margin assessment process by site/account (Challenging actual to estimate). Define & implement margin assessment process per site, customer & product / investigate and formulate margin improvement initiatives and prioritize implementation for max. benefit & quick return
- PRICE DECISIONS - advise BDM team of min. price and margin level on enquiries & tenders through consultation with Reg MDs & Reg CGMs/ monitor conversion rate of price offers to business won and propose solutions to achieve better competitiveness / achieve best margin by product considering market price & customer positioning / achieve consistency of pricing approach for existing customers.
- Conduct account profitability reviews - actual vs estimated performance.

BEST PRACTICE MONITORING
- Formulate best practice for commercial approach in conjunction with the Regional Commercial Director and Vice-President of Operations
- Establish KPI format, and monitor as appropriate to drive profit improvement
- Assesses risks and makes recommendations based on a thorough analysis of all factors involved in a business situation.

CUSTOMER SERVICE INTERACTION
- Inform/Educate commercial and customer service teams on technical process steps and capabilities. Develop commercial training programme for appropriate skills training within the component structure.
- Enhance supplier-customer partnership development to ensure the customer services function maintains a permanent and effective relationship with existing customers to enable organic growth potential. Manages daily company operations to ensure client orders can be satisfied or provide alt solutions.

PLANNING / FORECASTING INT

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