Pricing & Commercial Analytics Manager

Job content

Overview

Axalta Coating Systems Ltd. ("Axalta," or the "Company"), is a leading global manufacturer, marketer and distributor of high-performance coatings systems. With over a 150-year heritage in the coatings industry, Axalta is known for manufacturing high-quality products with well-recognized brands supported by market-leading technology and customer service.

Over the course of the Company’s history, Axalta has remained at the forefront of the industry by continually developing innovative coatings technologies designed to enhance the performance and appearance of customers’ products, while improving the customer’s productivity and profitability. Axalta’s diverse global footprint of 50 manufacturing facilities, four technology centers, 47 customer training centers and more than 14,000 team members allows the Company to meet the needs of customers in over 130 countries. Axalta serves its customer base through an extensive sales force and technical support organization, as well as through approximately 4,000 independent, locally-based distributors. The Company’s scale and strong local presence are critical to its success, allowing leverage of the technology portfolio and customer relationships globally while meeting customer demands locally.

Axalta operates its business in two operating segments: Performance Coatings and Transportation Coatings, serving four end markets, including: Refinish, Industrial, Light Vehicle and Commercial Vehicle, across the following four regions: North America, EMEA, Latin America and Asia-Pacific.

Responsibilities

This position is responsible to capture additional margin and profit for the region via best in class pricing optimization. Next to that, this position is responsible for designing and implementing a performant commercial analytics setup that will allow the business to make the right decisions.

Description

The Pricing & Commercial Analytics Manager will develop the strategy and plan and implement it with other business owners to achieve agreed growth targets. The position holder will manage the following key functions within the Refinish Business:

• Strategic and operational pricing
• Business top-line planning
• Collection and analysis of market and competitive intelligence
• Development, roll out and adoption of Commercial Analytics to support facts-based decision making
  

Collaborations

• This role reports into the EMEA Marketing and Strategy Director for Refinish business.
• Direct reports:Marketing Communications Manager, Business Services Manager, Regional Marketing Managers.
• Subordinates: Portfolio Pricing & Deals E2E Lead, Price Execution Lead, Commercial Analytics Lead.
• Main internal interactions: Commercial Teams.
• Main external interactions: Vendors and customers .
  

The team members are located remotely. Due to this 30 % travel, national and international is required.

Key Responsibility Areas

Pricing:

• Assessment of Refinish pricing process versus the pricing maturity model (excellence in pricing)
• Evaluate and constantly improve all aspects of the Refinish pricing function and processes across the Refinish organization in EMEA. This includes price-setting, pricing-analytics,-control, -execution and providing enabling capabilities and technologies
• Develop a comprehensive program to address the optimization of pricing processes
• Define the pricing strategy in accordance to the overall business strategy and define yearly pricing targets for the country / territory organization. Develop tools and KPIs to reach and constantly monitor the defined targets
• Develop a pricing roadmap and a 5 years pricing strategy plan
• Define pricing strategy for new products vs older products with historical price position-ing together with Product Management
• Ensure that the price is following the product / marketing positioning of Refinish EMEA and its proper incorporation with the distribution strategy and the commercial strategy
• Enhance a value-pricing concept across the organization
• Define and ensure implementation of yearly price increases
• Define price positioning, price setting and monitor price implementation for all new prod-ucts in EMEA. Determine optimal price point for new products for premium brands (3), economy brands and private label
• Oversee and review developed business cases for new product projects
• Run price sensitivity analysis
• Set the volume objective of sales upon the pricing strategy
• Monitor the pricing effect of new products by sales channel and vs price targets
• Gather (in a legally compliant way) competitive pricing information
• Monitor competitors pricing for similar products and recommend corrective actions
• Monitor the ongoing competitiveness and profitability of product prices
• Lead the introduction of pricing tools / systems for EMEA with the various support functions (e.g. IT, Finance, Sales, Product, etc):
  
  • STAR – (old) deal management tool
  • PAT – price analysis tool
  • S4 HANA & Juno tool - (new) deal management tool
• Lead the pricing training concept for the organization to raise competence and to progress towards pricing excellence
• Consolidate the structure and training offering of the pricing academy for EMEA
• Extend training offering based on the specific needs of the organization
• Lead the EMEA pricing team and give functional guidance to the pricing key user group in EMEA to support Sales, Marketing and Product Management being aligned with the pricing objectives
• Lead of the pricing board to manage pricing exceptions across the EMEA region
• Conduct periodical meetings to follow up on activities and suggestions and adopt ap-propriate procedures and executive plans

Commercial Analytics:

• Establish a meaningful commercial dashboard which is designed having in mind the target user and that combines all commercial data: sales, pricing and demand
• Foster a culture of facts based decision making by broadly sharing and promoting adoption of these dashboards
• Review / consolidate reports prepared by pricing team members and share periodical reports about relevant activities and achievements with top management
• Collect and analyze demand related data from different sources (SAP, OMP, Salesforce.com, IHS…) and different functions (Sales, Marketing, …) and prepare relevant business and product views that support tactical and strategic decisions
• Ensures continuous KPI monitoring of the sales pipeline by providing standard reports and ad hoc analysis to Sales and Marketing and EMEA HQ.
• Develop and execute new data analysis and systems for increased efficiency and effectiveness and enhance interactive processes with other functions (Sales, Supply, …)
• Gather and analyze market trends, insights and data about competition, market share development
• Manage all EMEA-wide market studies to meet business needs. Select and manage contacts and contracts with market research institutes and other external suppliers / consultants
  
  

Qualifications

Education

• Degree in business administration / economics / marketing / finance (MBA / university preferred)
  
  

Knowledge, Skills & Experience

Knowledge

• Effective IT user qualification in CRM, ERP system(s) and MS Office, esp. Excel, Tableau, Power BI, SAS etc.
• Knowledge of automotive (refinish) after-market would be a plus

Skills

• Excellent communication skills both verbally and written in English language and at least one other main European language
• Strategic thinking, conceptual skills, being able to translate strategy and concepts into recommendations and processes
• Outstanding analytical strength, translate complex processes and problems into actionable measures, planning skills and articulates ideas clearly and concisely
• Empathetic leader who inspires, supports and develops her/his team members, enhances ownership, builds strong and professional teams driving success through his reports
• Strongly develops organizational capabilities, cascading best practice and sharing know-how with all related functions
• High commitment, drive for continuous improvement and results, takes initiative, has the necessary sense of urgency providing competitive edge processes and offers
• Strong customer focus as well as business acumen, able to balance customer needs and company objectives, understands business drivers, KPIs and processes, feeds back customer expectations into the Axalta organization and is able to steer the solution finding process
• Change agent and excellent collaborative interface manager gaining buy-in and commitment of the organization
• Strong communicating, influencing and networking skills, convincing, effectively interacting with all internal and external customers and hierarchy levels, good listener
• Strong networker and stakeholder manager, collaborative approach, builds productive business relationship
• Reliable, delivers on promises
• Passionate and overall positive attitude, can-do mentality
• Learning agility, ambition for excellence and personal development
• Personal and professional integrity and strong personal ethics, is a person who values diversity and different views and opinions

Experience

• Minimum 8 years of overall professional experience
• Min. 3 years of direct team leadership of smaller or mid-size teams. Developed individuals and team capabilities, and led the team and organization to achieve or overachieve targets; gained buy-in of other interfaces
• 3 years of work experience in strategic marketing or pricing. Worked within different business models and managed complex business processes
• Previous or intermediate experience in Sales related positions is a plus
• Worked in an international company and matrix organization exposed to intercultural collaboration and cross-functional projects and decision-making
• Proficiency in project management and structured working methodology
• Data management: collecting, analyzing and interpreting data, preparing reports, providing guidance and recommendation to related functions and business management
• Planning, organizing, developing organizational capabilities: provided structure, developed existing or introduced new systems, improved processes, gave support and training to others, set priorities, monitored and achieved business goals / targets
• Action planning and implementation: guided teams to develop appropriate plans, to execute, to monitor and to support other functions with appropriate recommendations
  
  

Please note that Axalta Coating Systems will not accept any candidate profiles sent unrequested and unsolicited by recruiting agencies. Axalta Coating Systems collaborates with preferred providers based on framework agreements and will not pay any fees to recruiting agencies without an agreement. Should Axalta Coating Systems receive a candidate profile form a recruiting agency with which there is no framework agreement, and should the respective candidate be considered or hire, this will not entitle the recruiting agency to claim payment or fees.

Job Summary

• Requisition ID: 2021-5743
• # of Openings: 1
• Functional Category: Sales