The Commercial Manager will lead a segment of the FR SBU team to exceed budgeted gross margin at standard cost by proactively managing product positioning and price/volume trade off. Working capital components as defined by AR (receivables) and DCI (inventories) are also key metrics. Ability to make executive level presentations relative to the BFR business to internal customers (up to executive level) and to external customers at all levels is essential.
Participates in building the annual operating plan for the assigned business segment and beats the plan by effective deployment and direction of resources.
Manages price/volume positioning for optimum gross profit and responds promptly to changes in raw material costs to maintain margins.
Constantly drives for optimum cash flow by minimizing working capital, specifically;
Proactively manages number of SKUs
Establishes most favorable payment terms and INCO terms
Sets aggressive targets for improvement in AR (days sales outstanding) and, with sales team, collects cash on time – always >90% current
Develops close working relationship with manufacturing in El Dorado through personal visits to the plant and routine phone and email contact.
Owns the monthly business team meeting agenda, scheduling and follow up.
Reviews distribution vs. direct sales annually with sales leadership. Recommends sales channel changes when appropriate.
Routinely reviews business segmentation to drive optimal margins and makes recommendations to GM.
Leads process implementation for commercial excellence in real time pricing management. Leads analysis of and implementation of price change announcements. Establishes price bands for the sub SBU and provides clear direction to sales.
Leads monthly consensus demand call to ensure optimum volume/price outlook for 3 – 18 month timeframe. With sales and the Supply Chain organization, drives to >60% forecast accuracy at the PH3 level.
Works with Supply Chain to balance price and volume for optimum asset utilization.
Develops and /or maintains strong personal relationships with key accounts.
Develops, in consultation with colleagues in the GLS sales team, marketing, manufacturing and Product Stewardship, value propositions for the business to maximize commercial advantage.
Stays current with market and competitive landscape contributing to development of comprehensive competitive intelligence data base. This requires close cooperation with GM.
Makes significant contribution to strategic initiatives: e.g. footprint optimization and new products through active and energetic participation in project teams.
Provides input for new product launches to marketing.
Job Requirements :
This position requires at least 5 years of experience in the chemical or related industry. Prior experience in sales, marketing, business finance or other customer interface position is expected.
Minimum level of education – Bachelor’s Degree
Required Skills or Abilities:
Leadership and sense of purpose
Problem solving skills
Team building and interpersonal skills at all organizational levels
Global business acumen – basic business finance; segmentation; price /volume relationships
Written and oral presentation skills
Global cultural sensitivity
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