[OE917] Commercial Excellence Manager Coffee Petcare & Specialty

[OE917] Commercial Excellence Manager Coffee Petcare & Specialty

28 dic
Amcor Flexibles

28 dic

Amcor Flexibles


Career Opportunities:

Commercial Excellence Manager Coffee Petcare & Specialty (97471) Requisition ID 97471 - Posted - Europe - Spain - Madrid - Madrid - Full-Time - Permanent

Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products. Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable,

and made using a rising amount of recycled content. Around 47, Amcor people generate US$12.5 billion in sales from operations that span about 230 locations in 40-plus countries. NYSE:



Position Job Title:

Commercial Excellence Manager Coffee Petcare & Specialty

BG and BU:

Amcor Flexibles EMEA, Coffee Petcare & Specialty



Line Managers Job Title:

Commercial Excellence Director Coffee Petcare & Specialty

Work contract Legal Entity:

Contract will be issued accordingly with legal requirements and legal entity of the hiring country

Contract Type:


Job Purpose

The Commercial Excellence Manager is a key member of the Business Unit Commercial team and responsible to drive in a proactive way commercial excellence across the Business Unit, advancing Sales and Marketing capabilities in line with Amcors capability building program (Value Plus) and aligning the commercial agenda between the sales teams and the remainder of the business.

The role implements and drives common Business Processes across sites under his/her responsibility to generate and execute initiatives that improve profit margins, optimize capacity, reduce cost and enable profitable growth. Aligning the commercial agenda and driving a strong interaction between Sales & Marketing, sites, Supply Chain, Finance and other functions (GKA etc.) based on consistent and simplified processes to move towards Commercial Excellence.

The key tasks are Value Creation through margin, volume and price management at plant and collaboration across the Business Group, methodological margin review, commercial contract management, simplification and execution of commercial business processes and leading key outperformance projects. The key to being successful is the ability to work in a matrix organisation and connect Sales, Supply Chain, Customer Service and Plant Commercial teams with a solid financial background.

Job Dimensions & Scope


BU Coffee Petcare & Specialty


Sales & Marketing, Finance, Procurement, Research & Development, Operations, Supply Chain, Site Commercial functions within BU Coffee Petcare & Specialty, cross-BG, GKA

Scope & Geographical spread:


Principal Accountabilities

Driving commercial discipline and site accountability for commercial agenda will result in identification of new opportunities and support the business in their profitable growth agenda. The different areas of responsibilities are:

Identify, plan and drive commercial actions that create profitable growth and are aligned with the customer needs

Contribute to or lead development of commercial strategies to maintain/grow accounts profitably in line with BU strategy

Support and guide sales and site commercial teams to the best commercial initiatives

Own continuous tracking, validation and commercial approval of Salesforce actions, monitoring pipeline by plant and support timely execution of actions from a commercial / plant perspective

Work with site commercial teams to drive site accountability for their commercial agenda and roll out best practices

Ensure Quarterly Site margin review process in sites under his/her responsibility and propose customers, structures, leakers to be reviewed. Drive action definition and follow-up and establish link with other Value Plus reviews (e.g. Account Reviews)

Project and process management:

Lead / coordinate key BU projects and participate in cross-functional projects, support Tactical Marketing plan teams

Review all areas of commercial management with regards to definition, effectiveness and simplification/harmonization of business processes and implement these changes in collaboration with other Commercial Manager(s).

Push differentiation of service models based on customer segments, defining and implementation the commercial concepts to enable such differentiation

Margin and Recovery Management:

Trigger and track actions resulting from developments of key raw materials, transport, energy and currency with Sales & Marketing. Continuously develop commercial approach to management of raw material cost risks and opportunities

Oversee and improve RFQ/costing process at BU and site level (tool usage, target pricing, tasks ownership), ensuring high quality and transparency of costing/pricing information for critical customers and projects in collaboration with sites

Define and implement pricing rules incl. Target pricing and minimum price lists in close collaboration with involved parties

Monitor key customer / product profitability and work with plant and sales teams to define corrective actions to drive profitability

Coordinate pricing of new specifications with Marketing

Manage price changes from a Market Segment / integrated margin perspective and track that price clauses are understood and price reviews are scheduled


Contract Management:

Support the commercial contract management process with regards to timely involvement of sites, review of commercial terms, usage of standard contract forms, best practices and price lists

Advise and support Sales on advanced raw material/currency/validity clauses in line with customer needs

Own commercial validation of contracts and monitor compliance with agreed commercial terms

Value Added Services (VAS):

Drive and support the Value Added Service Program, report status quo and identify new opportunities with Sites & Sales Team

People Management & Organisation:

Inspire & motivate teams to outperform

Ensure and coordinate effective information flow among sites and with BG while developing a positive, engaged working environment

Provide training on Commercial ValuePlus competences

Development of top talent & drive ValuePlus culture across the Business


Formal Qualifications and Experience

Minimum 5 years of experience in Sales/Commercial/Controlling

Preferably strong knowledge of Packaging business or related industries such as consumer goods or process industries

Fluent English and other European language preferred

Strong ability and experience to manage in a cross-cultural environment

Ability to work successfully in a matrix organization

University degree in applied economics, business administration, Finance, engineering or a related field

Specific Skills and Abilities

Strong customer orientation

Good business judgment/commercial acumen and drive to make money

Curiosity, ambition and entrepreneurial spirit

Very good analytical, problem solving and conceptual skills, ability to think out of the box

Result oriented and action-minded, hands-on mentality

Strong process thinking

Ability to be decisive and meet deadlines

Strong written, verbal and listening skills

Able to manage multiple priorities in a dynamic, fast-paced and virtual environment

Strong interpersonal and influencing skills

Ability to lead and motivate cross-functional & cross-BU teams in and outside his/her control to outperformance levels

Good relationship manager and integrator (make and maintain professional contacts with people at different levels in and outside the organization, also in difficult set-ups)


With more than 55 plants in 22 countries , Amcor Flexibles Europe, Middle East and Africa (AFEMEA), a division of Amcor, is a market leader and the world's largest supplier of flexible packaging. We deliver innovative packaging solutions and provide enhanced quality products for the food, beverage, pharma, personal care, medical and industrial markets. Its award winning approach towards sustainability makes AFEMEA the preferred partner for customers looking for responsible packaging solutions.

We shall accept only applications in English.

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