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Commercial Project Manager

REF. JTY274

MATERIALS | Sales and Marketing

Our client, a multinational leader in the industrial sector is looking for a Commercial Project Manager based in Valencia area.

Functions

  • Key task:
  • Align internal resources across the Units in line with the Units Mgrs to support the development of the different commercial projects, methodological margin review, commercial contract management, simplification and execution of commercial business processes and leading commercial projects.
  • Functions:
  • Driving commercial discipline and site accountability for commercial agenda of New Projects and opportunities and support the business in their profitable growth agenda.
  • The different responsibilities are:
  • Track the commercial situation of the plant and initiate structural actions with plant management and Sales in order to attract, retain and optimize business in the plant.
  • Monitor & analyze sales volume, price / margin development and variances vs budget or Prior Year as well as changes in customer behavior and identify, initiate opportunities for profitable growth and communicate to relevant functions inside the plant and BU.
  • Support and guide sales and site commercials to the best commercial initiatives.
  • Commercial Development of the pipeline for new assets – providing the necessary support from site to the Sales Team. Manage the back-end of the relation with the Sales team.
  • Review all areas of commercial management with regards to definition, effectiveness and simplification/harmonization of business processes and implement these changes in collaboration with Plant Management and BU Commercial.
  • Push differentiation of service models based on customer segments, defining and implementation the commercial concepts to enable such differentiation, in alignment with Supply Chain.
  • Support Sales team in business cases and tenders with key customers.
  • Define and implement pricing rules incl. target pricing and minimum price lists in close collaboration with involved parties.
  • Monitor key customer / product profitability and work with sales teams to define corrective actions to drive profitability.
  • Manage price changes from a plant / BU - integrated margin perspective and track that price clauses are understood and price reviews are scheduled.
  • Guide the Intercompany Sales process and policy in close collaboration with BU commercial, Finance, Sales teams.
  • Strengthen, harmonize and streamline the commercial contract management process with regards to timely involvement of all stakeholders, 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.
  • Own commercial validation of contracts for the plant and monitor compliance with agreed commercial terms.
  • Support Forecast and Sales Budget Process.
  • Inspire & motivate teams to outperform (mainly indirect)
  • Ensure and coordinate effective information flow within the site and with BU while developing a positive, engaged working environment.
  • Continuously reinforce the changing role of BU and plant commercial organization.

Requirements

  • Minimum 5 years of experience in Sales/Commercial
  • Experience in SC desired
  • The ability and experience to work with and manage people, along with leadership skills
  • Fluent in Spanish and English and one other major European language is desirable
  • Strong ability and experience to manage in a cross-cultural environment
  • Ability to work successfully in a matrix organization
  • Driving for Results
  • Customer Focus
  • Influencing Others
  • Business acumen
  • Innovation management
  • Strategic agility

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