Job Description
The Role:
To ensure customer margin is maximised in Leicester site and that key site profit targets are met and realised in the site P&L’s. To provide commercial support to customer projects including the sales and customer service organisations and manage day to day operations. This role is a site-based role and will hold overall leadership responsibility for the customer service team, driving excellence and continuous improvement.
Skills and Competencies required:
Skills:
* Experience of a manufacturing environment – able to appreciate process capabilities
* Commercial/financial awareness of margin recovery drivers
* Excellent knowledge of the business/product range & capabilities/ manufacturing processes and information systems
* Product knowledge
* Budget management.
* Selling skills.
* Communication/presentation skills.
* Negotiation skills.
* Customer relations skills.
* Commercial/financial awareness.
Competencies:
People Management
Leadership & Vision – Ability to inspire a team with a clear vision and purpose
Coaching & Developing people – The ability to teach operational skills to others and mentor/coach accordingly
Managing performance – Ability to monitor and evaluate performance and take appropriate action.
Personal Competencies
Communication – Ability to convey ideas and decisions to internal and external customers
Determination – Ability to overcome obstacles
Influence/Persuasiveness – Ability to influence and inspire others to act
As a member of the L&L management team, the candidate must be able to support and align with consensus decisions of the team.
Managing the Business
Organisation – The ability to judge situations accurately and make sound operational decisions to deliver results on time
* Continuous Improvement – The ability to continually monitor and review current working practices and make the best use of resources to improve organisational results
Key Responsibilities:
Commercial Strategy
* Initiate, lead & deliver Commercial improvements to increase profitability. To include: Additional Charges, Aged Stock charges, Fast Tracks, Spot pricing and Margin Creep.
* Review site profitability and identify opportunities to increase margin and reduce cost.
* Promote commercial awareness of service flexibility and responsiveness across operations within the region
* To review account profitability and support activities to increase margin and reduce cost
* To support new projects and products from a commercial view
* Any other duties reasonably requested
Margin Improvement
* Define & implement margin assessment process
* Investigate and formulate margin improvement initiatives and prioritise implementation for maximum benefit and quick return
* Ensure compliance and adherence to Customer SLA, and actively look for opportunities for Margin improvements.
* Manage and maintain Customer price lists.
* Define charging approach per site/customer – implementing a regular review process for changing circumstances
* To support sales in winning new business that can maximise margin at a site level
Pricing
* Advise team of min price and margin levels on enquiries and tenders through consultation with key stakeholders
* Monitor conversion rate of price offers to business wins and propose solution to achieve better competitiveness
* Achieve best margin whilst considering market price and customer position
* Establish and maintain up to date comprehensive price list including CS team training where appropriate on interpretation and application.
* Work with the divisional commercial team to ensure margin opportunities are exploited, pricing is consistent and accurate commercial information is relayed to site and the division.
Stock Management
* Managing and controlling finished goods and aged stocks
* Effectively manage factory overload situations by utilising the Group and external suppliers to ensure the factory plan achieves all customer commitments.
* Manage and control risk stocking
Customer Service Management
* Full ownership of the leadership and performance of the site customer service team ensuring customers services act effectively to maximise customer margin opportunities
* To ensure key customers are provided KBI’s reports on a monthly basis
* To help ensure quotes and prices are controlled and customers are given best in class responses.
* To ensure customer contracts are in place ensuring best in class commercial governance
* To own and control estimates and their analysis to support cost versus actual processes, drive weekly and monthly reviews