Huhtamaki - Manager - Commercial Excellence & Pricing

Manager - Commercial Excellence and Pricing, Labels- Huhtamaki India Limited

Position: Manager - Customer Excellence & Pricing

Location - Thane

Role Summary:

- We are seeking a Manager - Commercial Excellence and Pricing in the Pressure sensitive Labels industry, who will work on a wide scope of commercial projects and initiatives, with objectives of driving revenue growth and profit improvement.

- The position is part of a new, fast-paced PS Labels BU with the aim to instill commercial excellence culture and best practices. With a high degree of independence and ownership, this position is responsible for tender, price, and contract management; profit improvement initiatives; training and mentoring internal stakeholders on commercial excellence; commercial analytics and developing new commercial and pricing processes and capabilities.

- The ideal candidate should have commercial excellence and pricing experience, advanced analytical skills, can-do attitude, ability to train people and experience in change management and driving major projects from start to finish. The position requires hands-on work and execution through close partnership with multiple stakeholders from Sales, R&D, Operations, Sourcing, Finance, and others. Role involves upto 20% international or regional travel as per requirement.

Roles and Responsibility:

Primary Responsibilities: Drives profitable growth through improved pricing, commercial terms, and execution based on commercial best practices:

Profit improvement:

- Drives programs to accelerate growth in new business (new customers, share of wallet growth) and profit improvement including price recommendations and commercial terms.

- Performs business discovery and analyses to identify profit leakages and partners with stakeholders to close profit leakages to improve profitability.

- Develops profitability improvement plans for new and existing customers and partners with Sales owners and other stakeholders to execute the plans.

Tender management and pricing support:

- Partners with the Sales owner, the cost estimation team, and others on optimized execution of bids/tenders/RFQs; identifying customer needs, competitive dynamics, analyzing the opportunity, developing recommended prices, customer profitability analysis, risk evaluation, etc.

- Reviews and recommends pricing, commercial terms, contract language and leads deal and proposal development for new and existing customer accounts.

- In partnership with Sales owners, supports the calculation and execution of due price adjustments in most optimized, timely and consistent ways.

Contract management:

- In partnership with the Sales owner, negotiates or supports the negotiation of customer contracts.

- Leads contract renewals, preparations for customer negotiations and agreements with customers, continuously driving the improvement of commercial terms.

- Catalogues key commercial and operational terms from customer contracts in a database for actionable analyses, evaluation of opportunities, price adjustments, etc.

Commercial training, capabilities, improvements, and analytics:

- Identifies opportunities for commercial improvements and partners with Sales owners on execution.

- Supports and drives improved decision-making through data-driven analyses and insights.

- Contributes to the development of business analysis tools and capabilities for pricing and commercial analytics.

- Collects, analyzes, and disseminates to the Commercial and other relevant teams competitive and business intelligence, as well as commercial and pricing insights useful in commercial decision making.

- Performs multiple ongoing and ad-hoc analyses as requested or as needed to identify opportunities and to drive projects and improvements.

- contributes to the development and improvement of pricing guidelines and recommendations.

- helps to improve standards for commercial terms and ensures compliance to company standards.

- helps to develop and conduct training activities on pricing and commercial standards, best practices, and capabilities for the larger Commercial team.

Key Performance Indicators:

- The position is expected and accountable to consistently demonstrate the following behavior:

- Communicates with team and stakeholders pro-actively, timely and clearly regarding work progress, timelines, obstacles, results and challenges.

- Understands and communicates the why: ensures to understand why projects and activities are done and how they are connected to company goals; clearly communicates the "why" to stakeholders to effectively influence them for process change and improvement.

- Aligns own activities and goals with business goals; targets actions to execute effectively; plans and prioritizes work to meet important timelines and stated deadlines.

- Earns stakeholder trust, strives for self-development; offers and accepts honest feedback.

- Partners and works effectively with others in a collaborative team environment; treats them with respect; recognizes cultural and other differences; recognizes performance of others; celebrates wins.

Skills :

- Smart, Presentable with excellent presentation and communication skills.

- Ability to negotiate week and a good task master.

- Technical bent of mind, Aggressive go getter

- Proficiency in understanding systems

- Lead by example

- The ideal candidate has commercial excellence and pricing experience, advanced analytical skills, ability to train people and experience in change management and driving major projects from start to finish. The position requires hands-on work and execution through close partnership with multiple stakeholders from Sales, R&D, Operations, Sourcing, Finance, and others.