Commercial Manager

SUMMARY:
Our client, a national manufacturing company, seeks your commercial experience to manage the Commercial functions for the operation in line with divisional objectives.

POSITION INFO:
Minimum Job Requirements:

• Bachelor’s Degree in Commerce or Engineering.
• Chartered Engineer/Accountant or CIMA a strong advantage.
• Min. 10 years negotiation experience at a Senior Management/Executive level.
• Has entrepreneurial flair and strong business acumen.
• Ability to present and communicate confidently and effectively, and able to influence others - good experience presenting to senior stakeholders (comfortable navigating raw data to extract insights).

• Commercial Finance:
  • Conduct financial assessments and analysis, feasibility assessments - cost versus benefit; financial modelling on capital/commercial projects; and evaluation of initiatives.
  • Develop, continuously improve, and share models for changing business needs and support teams in embedding new metrics and models.
  • Develop business case motivations and perform necessary financial modelling for proposed projects, and monitor post-investment reviews of such projects.
  • Perform and share analysis of and insights into supply and demand, market pricing, preferences and duties, as well as logistics.
  • Compile and communicate the company’s Commercial position, including revenue, volumes and pricing performance timeously and accurately.
  • Identify and analyse the financial benefits of selling into different markets.
• New Business Acquisition – Growth:
• Investigate with local OEM future business plans.
• Analyse the market and create cycle plans.
• Investigate different markets and technologies.
• Develop and co-ordinate projects to introduce evolutionary new products and new markets.
• Ensure adherence to the acquisition process.
• Co-ordinate acquisition’s cross-functional team to deliver on-time and accurate RFQs.
• Monitor control sheets/contribution statements and control data integrity.
• Ensure compliance to mandated thresholds and make decisions to pitch the best-selling prices on customers’ offers.
• Key Account Management – Sales, CRM & Profitability (Series & Projects):
• Ensure that external economic factors – LME, Forex, RIC, etc., are being tracked and recovered as per agreement.
• Lead price negotiations to recover impact of external economics/volume/project deviations which are beyond the agreement with customers.
• Monitor sales (volumes and revenue) according to the sales plan.
• Ensure profitability levels are at the level agreed in the plan or better.
• Support and motivate the KAM's to create CI (Sales & Commercial) ideas.
• Guarantee data integrity on customer portals.
• Ensure data integrity of selling prices and price matrix.
• Develop long term relationships with the customers.
• Conduct proactive customer visits.
• Sales Planning & Controlling:
• Lead the preparation of the third-party sales plan (FC1/FC2/budget and Strat Plan).
• Manage the preparation of sales reports (gross margin, flash, monthly, cockpit charts, etc.).
• Lead intercompany quotations.
• Co-ordinate and approve intercompany & Joint Venture price calculation for new products and mid-cycle adjustments.
• Compile monthly departmental management & Board reports.
• Staff Management:
• Lead and motivate the Commercial Office.
• Apply leadership model & leadership principles.
• Ensure that the performance management tools are applied (AED, Performance Contracts, Potential Assessments, Individual Development Plans, etc.).
• Develop and coach the team.
• Promote an environment of Continuous Improvement and a culture of achievement.

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