Commercial Excellence Manager Coffee Petcare & Specialty

About Amcor

Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products. Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content. Around 47,000 Amcor people generate US$12.5 billion in sales from operations that span about 230 locations in 40-plus countries. NYSE: AMCR; ASX: AMC

www.amcor.com | LinkedIn | Facebook | Twitter | YouTube

Position Job Title: Commercial Excellence Manager Coffee Petcare & Specialty

BG and BU: Amcor Flexibles EMEA, Coffee Petcare & Specialty

Function: Commercial

Location: Open location in Europe

Line Manager’s Job Title: Commercial Excellence Director Coffee Petcare & Specialty

Advertising Legal Entity:Amcor Group GmbH, Zuerich/Switzerland

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

Contract Type: Permanent

JOB PURPOSE

The Commercial Excellence Manager is a key member of the Business Unit Commercial team and responsible to drive in a proactive way commercial excellence across the Business Unit, advancing Sales and Marketing capabilities in line with Amcor’s capability building program (Value Plus) and aligning the commercial agenda between the sales teams and the remainder of the business.

The role implements and drives common Business Processes across sites under his/her responsibility to generate and execute initiatives that improve profit margins, optimize capacity, reduce cost and enable profitable growth. Aligning the commercial agenda and driving a strong interaction between Sales & Marketing, sites, Supply Chain, Finance and other functions (GKA etc.) based on consistent and simplified processes to move towards Commercial Excellence.

The key tasks are Value Creation through margin, volume and price management at plant and collaboration across the Business Group, methodological margin review, commercial contract management, simplification and execution of commercial business processes and leading key outperformance projects. 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:BU Coffee Petcare & Specialty

Relations:Sales & Marketing, Finance, Procurement, Research & Development, Operations, Supply Chain, Site Commercial functions within BU Coffee Petcare & Specialty, cross-BG, GKA

Scope & Geographical spread:Europe

PRINCIPAL ACCOUNTABILITIES

Driving commercial discipline and site accountability for commercial agenda will result in identification of new opportunities and support the business in their profitable growth agenda. The different areas of responsibilities are:

Value Plus / Commercial:

• Identify, plan and drive commercial actions that create profitable growth and are aligned with the customer needs
• Contribute to or lead development of commercial strategies to maintain/grow accounts profitably in line with BU strategy
• Support and guide sales and site commercial teams to the best commercial initiatives
• Own continuous tracking, validation and commercial approval of Salesforce.com actions, monitoring pipeline by plant and support timely execution of actions from a commercial / plant perspective
• Work with site commercial teams to drive site accountability for their commercial agenda and roll out best practices
• Ensure Quarterly Site margin review process in sites under his/her responsibility and propose customers, structures, leakers to be reviewed. Drive action definition and follow-up and establish link with other Value Plus reviews (e.g. Account Reviews)

Project and process management:

• Lead / coordinate key BU projects and participate in cross-functional projects, support Tactical Marketing plan teams
• Review all areas of commercial management with regards to definition, effectiveness and simplification/harmonization of business processes and implement these changes in collaboration with other Commercial Manager(s).
• Push differentiation of service models based on customer segments, defining and implementation the commercial concepts to enable such differentiation

Margin and Recovery Management:

• 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
• 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

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Contract Management:

• Support the commercial contract management process with regards to timely involvement of sites, 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
• Own commercial validation of contracts and monitor compliance with agreed commercial terms

Value Added Services (VAS):

• Drive and support the Value Added Service Program, report status quo and identify new opportunities with Sites & Sales Team

People Management & Organisation:

• Inspire & motivate teams to outperform
• Ensure and coordinate effective information flow among sites and with BG while developing a positive, engaged working environment
• Provide training on Commercial ValuePlus competences
• Development of top talent & drive ValuePlus culture across the Business

QUALIFICATIONS/REQUIREMENTS

• Minimum 5 years of experience in Sales/Commercial/Controlling
• Preferably strong knowledge of Packaging business or related industries such as consumer goods or process industries
• 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

• 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 manager and integrator (make and maintain professional contacts with people at different levels in and outside the organization, also in difficult set-ups)

AMCOR FLEXIBLES EMEA

With more than 55 plants in 22 countries, Amcor Flexibles Europe, Middle East and Africa (AFEMEA), a division of Amcor, is a market leader and the world’s largest supplier of flexible packaging. We deliver innovative packaging solutions and provide enhanced quality products for the food, beverage, pharma, personal care, medical and industrial markets. Its award winning approach towards sustainability makes AFEMEA the preferred partner for customers looking for responsible packaging solutions.

We shall accept only applications in English.