Job Detail

A. Overview of role purpose:

The Commercial Excellence function drives the customer and market focus, and develops sales and marketing capabilities. In reporting to the Vice President Commercial Excellence, this role will be a critical member of the Corporate Commercial Excellence Team and central to the successful driving of the global Commercial Excellence priorities and activities.

Driving and managing Value Plus activities with the goal of advancing Sales and Marketing capabilities to generate improved business returns across Business Groups. 

• Evaluation, design and implementation of Commercial and Sales & Margin tools and processes, sponsored by the
  VP Commercial Excellence


• Responsible for commercial sales and profitability reporting across Business Groups to identify focus areas, and consolidation of sales and margins by customer, market, and product depending on the needs


• Identification and proposal of Value+ priorities and actions to commercial teams by providing most relevant information from account plans, SFDC actions, analysis of PMDB and other KPIS


• Participate in and oversee the implementation of common tools and processes for costing and pricing across the different Business Groups and regions to ensure:

a) competitive pricing b) precise cost calculation c) track of raw material and other input costs to guarantee a full recover from the market

Commercial Tools:

• Evaluation, design and implementation of Commercial and Sales & Margin tools and processes, sponsored by the
  VP Commercial Excellence

• Pandora Budget Tool


• PMDB (Pocket Margin Database):
  
  
  
  • Ensure data reliability and alignment on allocation leakers across all sites reported in the system. Validate unique definitions and ensure consistent calculations of all cost components for Amcor Flexibles
  
  
  • Organize and plan reviews for updates with the Business Groups and regions
  
  
  • Design and suggest new reports / graphics / features in the system which enable a better analysis of  sales performance
  
  
  • Identify improvement areas and provide development suggestions for changes in the ERP systems in all sites across Amcor Business Groups to support a unique format in line with the definitions of the P&L and PMDB
  
  
  • Support individual Business Groups, Business Units & sites with PMDB reviews when required
  
  
  • Facilitate action implementations in sites to guarantee best practice in cost allocation
  
  
  • Provide analysis to the VP Commercial Excellence and the Global Key Account teams
  
  

• Integrated PMDB:
  
  
  
  • Define processes and execution plans for the integrated PMDB project across Amcor
  
  

• Sales Order Book:
  
  
  
  • Evaluation of the integration of the new commercial tool in our AFNA, AFLA & AFEMEA Business
  
  
  • Alignment with Finance as part of the Sales & PBIT forecast
  
  
  • Collaboration with IT on any new requirements to track forecast within Pandora
  
  

Profitability Analysis

• 
  
  
  
  • Provide in-depth business profitability analysis using PMDB and insights into costs for materials / markets / products / customers where margin erosion, decrease in volumes, leakers and deviations are identified
  
  
  • Consolidate commercial bridges for all Amcor Business Groups, identify key deviations and propose Value+ actions and reviews to improve the situation
  
  
  • Prepare reliable data for key negotiations and provide reports showing impact of different scenarios
  
  

C. Role dimensions:

Financial: Scope is global across all Amcor Business Groups

Process: Critical thinking capabilities, analytical skills, action orientation

Complexity: Priority setting. Working in a matrix organization and in a cross-cultural environment.

Exposure: Interaction with a vast group and exposure to Corporate Executives

Scope & Geographical spread: Global, with integration as priority, and focus on the Flexibles Business (later on other business areas)

KPIs: in line with the rest of the Global Sales and Marketing   

D. Internal and External Relationships / Contacts:

External:

• Exceptionally, global customers if required to support key negotiations

Internal:

• VP Global Sales


• VP Commercial Excellence and members of the global Sales and Marketing Leadership Council


• Commercial Excellence Directors of the Business Groups & Commercial Excellence Teams


• Global Key Account Directors


• Central Data Administrators of Pandora and PMDB of the different Business Groups  


• IT Teams dedicated to commercial tools

E. Qualifications / requirements:

Knowledge and Experience           

• University degree


• 3+ years of Financial/Commercial experience, preferably in the European or American Packaging Business


• Strong knowledge of packaging business, customers and suppliers preferred


• Sound business judgment


• English and Spanish. Portuguese / French / German or Chinese a plus


• The ability to work successfully in a cross-cultural environment and matrix organization


• Good knowledge of financial concepts and financial statements

Job Specific Technical Requirements        

• Excellent PowerPoint and Excel skills


• Analytical out-of-the-box and critical thinker who is able to impact the organization through identifying business opportunities


• Must be able to work in - and enjoy working in - a fast-paced environment


• Self-starter and autonomous working style


• Strong communication skills (written and verbal)


• Interpersonal skills, ability to build strong working relationships


• Results oriented, action-minded, hands-on mentality and team player


• Capacity of synthesis


• Profit oriented and cash generation oriented


• Decisive, managing priorities and meeting deadlines