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.

Job Title:

Commercial Manager

Job Family:

Commercial 

Reports to:

General Manager for Business Unit

 

JOB PURPOSE:

 Manage the commercial structure and practices within a component, ensuring a high level of commercial accuracy and awareness at site level, implementing margin improvement initiatives to increase opportunity for margin recovery, cost reduction and profit improvement. Lead / oversee new business introductions and co-ordinate commercially sensitive customer projects. Establish and lead a consistent structure for customer information recording and training.  Represent the product group commercially and technically for the BD team as a consistent key point of contact. Promote the product capabilities leading to increased focus on added value sales growth and product development.    

 

KEY ACCOUNTABILITIES:

COMMERCIAL STRATEGY 
 Propose & develop plan for margin improvement initiatives and potential charging policy by product type within the component range.  
 Define commercial recovery targets on price and margin in conjunction with the Regional Commercial Director (RCD), & Component General Manager (CGM). 
 Assess and agree commercial value of customer service targets and promotion of beneficial service offers. Lead implementation of commercial audits and regular reviews for maximum benefit. 
 Promote commercial awareness of service flexibility and responsiveness across operations within the region.
 Define charging approach per site / customer – implementing a regular review process for changing circumstances 
 Define levels of commercial responsibility within the personnel structure.PRICING 
 - BUDGET - define cost & price target aligned with site profitability target
 - COSTING – participate in the development of a cost model by component where applicable / implement a consistent enquiry model and approach from Customer Service teams / propose and maintain an internal service offer for enquiry responses  /  participate in cost rate benchmarking for best commercial opportunity on margin within the component/ maximise the integration of purchasing cost saving opportunities and monitor benefit to cost level with Regional Purchasing Manager 
 - MARGIN MANAGEMENT - define & implement margin assessment process per site, customer & product  / investigate and formulate margin improvement initiatives and prioritise implementation for max. benefit & quick return  
 - PRICE DECISIONS - advise BDM team of min. price and margin level on enquiries & tenders through consultation with Reg MDs & Reg CGMs/  monitor conversion rate of price offers to business won and propose solutions to achieve better competitiveness  / achieve best margin by product considering market price & customer positioning / achieve consistency of pricing approach for existing customers. 
 - PRICE LIST ACCURACY – establish and maintain up-to-date, comprehensive price lists, including CS team training where appropriate on interpretation and application.BEST PRACTICE MONITORING 
 - formulate best practice for commercial approach in conjunction with the Regional Commercial Director 
 - establish KPI format, and monitor as appropriate to drive profit improvement CUSTOMER SERVICE INTERACTION 
 - Define site level commercial responsibilities for price accuracy, charging policy implementation and awareness of commercial strategy as appropriate. 
 - Develop commercial training programme for appropriate skills training within the component structure.
 - Participate in supplier-customer partnership development to ensure the customer services function maintains a permanent and effective relationship with existing customers to enable organic growth potential. PLANNING / FORECASTING INTERACTION
 - Manage information on the customer base to ensure accurate forecast data is collated and utilised in forward planning and best utilisation of equipment whilst monitoring response times throughout the process to ensure minimum service levels are met and continuously improvedSTOCK MANAGEMENT
 - Ensure all ordered inventory is managed and invoiced in accordance with terms and condition

- Ensure stock is valued in-line with debt collecting agencies. 

 

TECHNICAL RESPONSIBILITIES:

Participate and control technical developments, across the component sites, to maximise added value opportunities. Ensure consistency and standardisation to drive existing and future production equipment in co-ordination with the operational and technical teams.Ensure cost and price consistency is aligned to any technical development.Provide input into a strategic direction for standardisation and technical development which satisfies both our customer and operational requirements.

 

 QUALIFICATONS:

Educational and professional:

University Degree.3 years of experience in a large site to 5 years of experience in a small site as a relevant commercial / sales management experience.

 

KNOWLEDGE, SKILLS, EXPERIENCE

3 years of experience in a large site to 5 years of experience in a small site of relevant commercial / sales management experience.Experience in a manufacturing environment – able to appreciate process capabilities Budget management and key drivers High level of confidence in promotion and selling skillsCommunication/ presentation / negotiation skills.Customer relationship building and project management skills Commercial/financial awareness of margin recovery driversExcellent knowledge of the business/ product range & capabilities/ manufacturing process/ information systems.Numerical /Verbal reasoning skills 

 

BEHAVIOURS:

Analytical thinkingCulturally adaptiveTenacityTeam workerInterpersonally effectiveResults focusedPeople development  Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.