Head of Commercial Excellence, Mea Region

2 months ago

Jebel Ali, United Arab Emirates Huhtamaki Group Full time

Inspired to grow with your experience, learn and share with new colleagues?

Huhtamaki is a key global provider of sustainable packaging solutions for consumers around the world, enabling wellbeing and convenience. Our innovative products protect on-the-go and on-the-shelf food and beverages, ensuring hygiene and safety, and help prevent food waste.

We are committed to protecting food, people and the planet and are on the lookout for passionate and consummate professionals to join our growing team to help us deliver on our ambitious 2030 Strategy. We look for colleagues who Care, Dare and Deliver.

Our Flexible Packaging innovative products are used to draw consumer attention and ensure competitive advantage of a brand. In the fast and ever-changing lifestyles of most people today, we help to ensure that the products are packaged well enough to preserve the products' state, extend its shelf life and induce consumers to purchase. We produce state-of-the-art packaging solutions for food, beverage or personal and home care products, with high quality standards.

We are looking for a Head of Commercial Excellence, MEA Region, a key member of the regional leadership team, who will drive and instill the commercial excellence mindset throughout his/her Region and will drive transformative change and process improvements, with the objective of driving revenue growth and profit improvement.

The roles will report into the Commercial Excellence organization and will be responsible for aligning the commercial strategy and agenda between Regional Leadership, Regional Sales and Global Key Account Management and other stakeholders.

The preferred location is Dubai.

KEY RESPONSIBILITIES

The purpose of this role is to drive profitable growth through value-based pricing, improved commercial terms, and execution based on commercial best practices and to drive commercial excellence popularization and building of necessary capabilities, best practices and process improvements.

This role will build and lead his/her team of highly proficient professionals focused on driving profitable growth through:
Commercial strategy and leadership:

- engaging in go-to-market strategy development and portfolio management;
- developing commercial value propositions, pricing guidelines, standard commercial terms;
- partnering with Sales, Sourcing, Marketing, Operations, R&D, Finance, and others to develop and conduct training on commercial excellence, negotiations, value-based pricing and selling, contract management, commercial best practices to instill commercial acumen;
- enforcing regional compliance with the commercial policies and standards

Business growth and profit improvement:

- driving programs to accelerate growth in new business;
- identifying and closing profit leakages;
- developing profit improvement plans and partnering with Sales owners and others to execute them

Tender management and pricing support:

- partnering with Sales owners and cost estimation team on optimizing the execution of bids/RFQs;
- reviewing and recommending pricing, commercial terms, contract language and leading deal and proposal development for new and existing accounts and opportunities;
- developing commercial proposals, including pricing and commercial terms;
- tracking and executing due price adjustments in optimized ways

Contract management:

- partnering with Sales owners in negotiation of customer contracts;
- leading contract renewals and continuously driving the improvement of commercial terms;
- cataloguing commercial and operational terms from customer contracts in a database

Commercial improvements and analytics:

- identifying opportunities for commercial improvements;
- driving improved decision-making through data-driven and insightful analyses;
- developing business metrics, analytical tools and other pricing and commercial capabilities

KEY SUCCESS FACTORS AND QUALIFICATIONS
- Master’s or Bachelor’s degree in Business, Finance, Engineering, Marketing or other relevant degree
- 15+ years of overall business experience
- 10+ years of experience in Commercial Excellence, Pricing, Business Intelligence, related Consulting, Commercial Finance, FP&A, Sales Operations or other relevant roles, with progressive growth in responsibilities
- Experience in Flexible Packaging industry is highly preferred
- Proven experience and skills in team leadership, project management and change management
- Experience initiating, building and leading big-change initiatives with multiple stakeholders
- Must be self-directed, self-motivated and a self-starter
- Strong analytical mindset, advanced analytical skills and a proven record of building sophisticated analytics
- Record of developing pricing and building sophisticated pricing models
- Experience performing advanced analyses, articulating and presenting results to multiple levels within an organization
- High business acumen and experience of effective partnership with key stakeholders
- Highly

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