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Senior Manager-Global Commercial Strategy & Finance

St. Louis, Missouri
The position serves as the Commercial Strategy & Finance partner for the Global Customer team.  This role is the global lead responsible for providing strategic and financial support to Global tenders and RFP’s process, as well as leading the annual Strategic Planning cycle for Key customers.
Position will have one direct report and will directly report to the Vice President Global Customers.
This is a position with the potential to deliver direct impact to the Food & Ingredients (F&I) P&L, acting as liaison between Global and Regional commercial teams and driver of change in commercial decision making. This role will be faced with improving our RFP and pricing process for Key Customers, as well as monitor the execution of their Strategic Plans and ensure a strong analytical environment is maintained and communicated.
Essential Functions:
Leads process coordination for Global Request for Proposals (RFPs), including tenders and negotiations:
−Coordinate Global tender process, supporting the Commercial leads on the preparation of the negotiation strategies with business analysis, including financial modeling, pricing & cost analysis
−Review regional quotes, evaluate effectiveness of pricing strategies ensuring competitiveness and alignment with regions on the financial impact of the proposal.
−Act as the central point of contact to collect all the customer’s information needed in advance to Global Tenders.  Consolidate final offers and submission files
−Join Customer meetings/negotiations when needed
−Support the review and commercial sign off process with executive leadership, ensuring return on investment for the company, quantifying risk, profitability and capital expenditures
−Partner with Commercial Leads to prepare presentations to Steering committee
−Contribute to development of standardized process and tools for Global tenders and pricing activities. Ensure the organization is following the methodology and continuously drive improvements in these processes
−Map and maintain a lineup of most relevant coming RFP’s and tender
Strategy Planning: Lead annual strategic assessment process and support in development of strategic plans for each Key Customer.
−Lead the annual Strategic Planning completion for Key Customers in collaboration with the Global and Regional commercial teams
−Integrate the Global Customer Strategic Plan into the Regional Operating Plan/Budget
−Set-up and lead cross-functional regional workshops and internal reviews, to make sure full alignment between Commercial teams (Global and Regional), and other departments, such as Innovation and Marketing
−Support the Customer leads building the Business Development and Innovation pipeline, outlining the value and timeline and making sure it aligns to the strategic direction of the company
−Link the Global Customer (GC) Strategic Plan outcomes to the Corporate FP&A team, making sure this is fully aligned with the key company-wide planning processes including Global F&I Annual Strategic Planning, Budget and Forecast.
−Prepare financial analysis and communicate objectives to all levels of the organization, including Executive Committee Members
−Develop Customer segmentation analysis and the review of Tier 1 and Tier 2 customer rank
−Monitor and track Plan execution
−Continuously drive improvements in the Key Customers Planning process           
Other Responsibilities:
Performance Tracking and Report:
Partner with the Global Commercial Performance Manager and provide support in the following activities:
−Tracking Key Customer profitability, including monthly, quarterly and associate variance reporting to Budget, Strategic Plan and prior periods
−Prepare monthly and quarterly business review material to be presented to Executive Committee and Board of Directors
−Participate in monthly Business review calls, and provide insightful information to improve Key Customers profitability and ensure target delivery
−Develop financial models to support strategic initiatives, including but not limited to appraisal of new business and investment projects related to Key Customers
−Creates ad hoc reports as needed by the Global Customer team as well as Senior Management
−Value Chain (VC) cross-selling for Global Customer synergies including monthly forecast update and tracking Actuals vs Baseline for the list of synergies identified plus all new sales of products not currently being sold to Global Customers
Market Customer Intelligence
Partner with the Global Commercial Performance Manager and provide support in the following activities:
−Coordinate Voice of the Customer (VOC) surveys, and action plans based on feedbacks
−Map and maintain Key Customers key decision-makers
−Create and maintain a repository of Key Customers information to support Commercial leads and decision-making across the organization (e.g. past RFP’s, market research, current capabilities)
Risk Management
−Partner with Risk Management (RM) team to develop a standardized RM process for Key Customers and ensure the organization is following the methodology.
−Act as central point of contact for RM initiatives with Key Customers (i.e Tracking McDonald’s RM reports)
CRM tools management
−Partner with IT team to develop and continuously improving CRM solutions for Key Customers
−Drive traffic and usage of SalesForce
−Populate and maintain SalesForce for CGs
−Central contact for commercial team and key user for IT team
−Set up and track objectives for the Global Customer team and ensure that plans are in line with company financial objectives.
−Set up and track Budget for Global Customer team
−Assist with cost control and expense management initiatives
  • Bachelor's Degree in Finance or closely related field, Masters in Business/Finance preferred
  • 5 to 8 years of experience required
  • Ability to work independently, maintain objectivity and deliver results
  • Strong communication/presentation skills; ability to articulate complex matters/issues in a clear and concise manner
  • Solid knowledge of F&I financial performance analysis tools and techniques
  • Ability to think creatively and identify/explore alternatives
  • Ability to drive to conclusions and recommend actions
  • Ability to think at both strategic and operational levels
  • Experience working in a matrix organization
  • Strong influencing management skills
  • Strategic thinker and problem solver
Beth Yarbrough
Search Director | Frank CPG Partners

o: 615.678.0287
m: 615.605.5557


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