Log In
Sign Up
br{display:none;}.css-58vpdc ul > li{margin-left:0;}.css-58vpdc li{padding:0;}]]>
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 seeking a Head of Commercial Excellence, Global Sales in the Flexible Packaging industry.
A key member of the leadership team of the Global Commercial organization, this high-profile role will drive and instill the commercial excellence mindset and culture within the Global Commercial Organization and across the company’s Regions, in close partnership with key stakeholders. The role will report to the Head of Commercial Excellence, Flexible Packaging.
The role can be based in Europe; Istanbul, Turkey; Dubai, UAE; India; Thailand; other location options or relocation options can be considered.
KEY RESPONSIBILITIES
The purpose of this role is to drive transformative change and process improvements, with the objective of driving revenue growth and profit improvement. He/she will be responsible for aligning the commercial strategy and agenda between and within the Global Commercial organization and the Regions.
The role will build and lead a team of highly proficient professionals focused on driving profitable growth within Global Key Accounts and Exports accounts through:
Commercial strategy and leadership:
- engaging in go-to-market strategy development and driving improvements and re-balancing in customer product mix aimed at profit improvement and sustainable volume growth;
- as a thought leader and a change agent, building roadmaps for new commercial capabilities and partnering with multiple key stakeholders to execute on them to maximize the value for the company and to instill a commercial excellence culture;
- developing and implementing commercial value propositions, pricing guidelines, standard commercial terms, commercial best practices and advancing value-based pricing;
- 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;
- one of key decision makers on commercial offers for Global Key Accounts and Exports accounts;
- enforcing regional compliance with the commercial policies and standards;
- driving commercial processes to enhance customer centricity, salesforce effectiveness and productivity, and speed to market
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
- 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
- Experience in Flexible Packaging industry is highly preferred
- Highly proficient understanding of Sales, Marketing, financial reporting, P&L
- High business acumen and experience of effective partnership with key stakeholders
- Must be a self-starter with proven experience and skills in team leadership, project management and change management, implementing and enforcing new way of working across a business
- Experience initiating, building and leading big-change initiatives with multiple stakeholders
- Strong analytical mindset, experienced in emotional intelligence, capable to persuade others
- Record of developing pricing and building sophisticated pricing models
- Experience leading major projects, articulating and presenting new concepts and results to multiple levels within an organization, including company top leadership
- Ability to communicate effectively with all levels within a complex organization
- 30% travel, with initial stages up to 50%
WHAT’S IN IT FOR you?
The opportunity to make a difference in accelerating growth for Flexible Packaging. The role gives a great opportunity to instill commercial excellence and best practices throughout the larger Commercial organization and to build or re-build commercial capabilities to help drive transformative change and process improvements.
Join us to shape the future together!
