The Commercial Excellence role is a pivotal position within the Business Unit, driving commercial excellence through proactive means. This involves implementing and aligning business processes between sales teams and sites to drive commercial discipline.
Key Responsibilities:
* Value Plus/Commercial:
* Support and guide sales teams in commercial initiatives, preparing business cases and defining prices for new opportunities.
* Work with the sales team on building value propositions, modeling financial scenarios, and obtaining approvals according to EMEA delegation of authority.
* Ensure support to the sales team on prices for new business opportunities.
* Prepare quotations to reply to tenders.
* Update price lists according to raw material evolution and trackers.
* Support the Commercial Excellence Manager in reviewing costing and defining intercompany margin policy and pricing aligned with Finance.
* Quarterly Profitability Reviews:
* Ensure PMDB completion by Plant Finance Controller in due time.
* Analyze big trends and variances at BU/Cluster level.
* Ensure Quarterly Site Margin Review process in sites and propose customers and leakers to be reviewed. Drive action definition and follow-up and establish link with other Value Plus reviews (e.g. Account Reviews).
* Facilitate implementation of 'best practices' on PMDB model.
* Pricing Definition:
* 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 including 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.
* 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.
* Contract Management:
* Support the commercial contract management process with regards to timely 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.
* Tools and Systems:
* Play a key role in automating and improving existing tools (Pricing Tools, Price FX, etc.).
* Maintain and improve key reports (MMR, Pandora, etc.).
* Participate in month-end sales reporting.
* Monitor the impact of concessions/rebate/prebate accuracy and work with sites to adjust as needed.
* Aluminium Hedging:
* Ensure contracted customers have the proper aluminium hedge.
* Follow up on monthly consumptions.