Description & Requirements Smurfit Westrock (NYSE:SW) is a global leader in sustainable paper and packaging solutions. We are materials scientists, packaging designers, mechanical engineers and manufacturing experts with a shared purpose: Innovate Boldly. Package Sustainably. Guided by our values of integrity, respect, accountability and excellence, we use leading science and technology to move fiber-based packaging forward.

Senior Commercial Manager – Job Description

The Senior Commercial Manager will lead the commercial strategy and performance for the Operational Region ensuring customer margin is maximized and that key profit targets are achieved across the region’s P&L. This role provides high‑level commercial leadership, oversees complex customer projects, and partners closely with sales, operations, and customer service to drive sustainable growth. The Senior Commercial Manager will directly manage two Junior Commercial Managers and hold overall leadership responsibility for the region’s customer service function, ensuring excellence, consistency, and continuous improvement.

Skills and Competencies Required

Skills

Extensive experience in a manufacturing environment with strong understanding of process capabilitiesAdvanced commercial and financial acumen, including deep knowledge of margin recovery driversStrong understanding of business/product range, manufacturing processes, and information systemsBroad product knowledge and ability to evaluate commercial viability of new products/projectsProven budget ownership and financial planning capabilityStrong selling, influencing, and negotiation skills at senior stakeholder levelExcellent communication and presentation skills, including executive‑level reportingStrong customer relationship management skills with experience managing strategic accounts

Leadership Competencies

People Leadership

Strategic Leadership & Vision – Ability to set a clear commercial direction for the site and inspire teams to deliver against itCoaching & Developing Talent – Skilled at developing commercial capability in others, including mentoring two Junior Commercial ManagersPerformance Management – Ability to set expectations, monitor performance, and take decisive action to drive results

Personal Competencies

Communication – Able to convey complex commercial decisions clearly to internal and external stakeholdersDetermination & Resilience – Able to overcome obstacles and maintain focus on commercial outcomesInfluence & Persuasion – Able to influence senior stakeholders and drive alignment across functionsCollaboration – As a key member of the L&L management team, able to support and align with cross‑functional decisions

Business Management Competencies

Organizational Judgement – Able to assess complex commercial situations and make sound strategic decisionsContinuous Improvement – Able to identify and implement improvements to commercial processes, systems, and customer experience

Key Responsibilities

Commercial Strategy

Lead the development and execution of the Division’s commercial strategy to maximize profitabilityOversee and guide Junior Commercial Managers in delivering commercial improvements, including Additional Charges, Aged Stock charges, Fast Tracks, Spot Pricing, and Margin CreepConduct regular site profitability reviews and identify strategic opportunities to increase margin and reduce costPromote commercial awareness and responsiveness across operations and customer‑facing teamsProvide senior commercial input into new projects, new product introductions, and customer proposalsRepresent the site in divisional commercial discussions, ensuring alignment with broader business strategyUndertake any other duties reasonably requested at a senior leadership level

Margin Improvement

Define, implement, and continuously refine the margin assessment process across the siteLead the identification, prioritization, and execution of margin improvement initiatives, ensuring rapid and measurable impactEnsure compliance with Customer SLAs while proactively identifying margin enhancement opportunitiesOversee the management and accuracy of customer price lists, ensuring governance and consistencyEstablish and maintain a robust charging framework per site/customer, including regular reviewsSupport sales leadership in securing new business that maximizes region‑level margin

Pricing

Provide senior‑level guidance on minimum pricing, margin thresholds, and commercial risk for tenders and enquiriesMonitor conversion rates and lead initiatives to improve competitiveness while protecting marginEnsure the region maintains accurate, comprehensive, and up‑to‑date pricing structuresOversee training for the customer service team on pricing interpretation and applicationCollaborate with the divisional commercial team to ensure pricing consistency and maximize commercial opportunities

Stock Management

Oversee the management of finished goods and aged stock, ensuring commercial exposure is minimizedLead decision‑making during factory overload situations, leveraging Group and external suppliers to maintain customer commitmentsManage risk‑stocking strategies to balance customer needs with commercial impact

 

Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.