PURPOSE OF ROLE :
To be a key contributor to business growth and profitability through effective pricing activities, the delivery of commercial initiatives and the enhancement of commercial contract terms. The role will also support the team with bids and tenders, market intelligence and the monitoring of supply chain risk.
BEHAVIOURS AND OBJECTIVES:
1. To directly achieve: a tangible margin/profit improvement, 100% completion of pricing reviews and a regular cadence of completed bids/tenders, as agreed with your manager.
2. To directly support: identification of commercial opportunities, reductions in supply chain risk and the monitoring of contractual service-level agreements (SLAs), penalty clauses, tiered pricing structures and rebates, as agreed with your manager.
3. To indirectly support: overall revenue/margin/profit targets, new product propositions, financial analysis for bids/business cases and margin reviews, as agreed with your manager.
4. To proactively manage your own calendar for internal, customer and supplier meetings.
5. To represent the business professionally at virtual and face-to-face customer meetings, networking events, supplier meetings and any other externally-facing meetings.
6. To manage the implementation of all pricing reviews across the business.
7. To be highly motivated, drive high performance and be accountable for your own activities.
8. To liaise with other functions to support the overall growth agenda of Senior Plc.
9. To reflect on and share learnings for any delayed or missing financial benefits for continuous improvement.
10. To break down barriers and highlight challenges to overcome to your manager.
KEY DUTIES AND RESPONSIBILITIES:
1. Negotiate, calculate the impact of and ensure the implementation of pricing activities, including annual price changes, pricing reviews, contractual price changes and tiered pricing.
2. Identify, co-ordinate the expertise and delivery of commercial initiatives, including measurement of, tracking and reporting on the expected versus actual benefits.
3. Evaluate, model scenarios and create recommendations to enhance commercial contract terms, including forecasting, tracking and reporting on the expected versus actual benefits.
4. Support large bids and tenders by conducting customer portal reviews, maintaining a bid Pricing & Commercial Contracts Manager calendar and informing the preparation of bid data, including proposed pricing.
5. Conduct margin reviews of existing commercial contract customers to identify ways to increase gross margins.
6. Work with procurement to identify supplier contract opportunities to increase gross margins and profit and to minimise supply chain risk (matched off to demand), particularly ensuring that suppliers keep to contractual requirements.
7. Where required, keep track of and manage any claim for rebates due or the crossing of volume thresholds that trigger minimum commitment thresholds or lower tiered pricing.
8. Find and disseminate market intelligence to support better commercial decision-making.
9. Create and maintain a commercial dashboard to showcase performance.
10. Report weekly on customer portal reviews and bid and tender progress.
11. Report monthly on your commercial dashboard, the execution of price changes and on upcoming bids and tenders from your bid calendar.
12. Report quarterly on the expected versus actual benefits of all pricing and commercial initiatives and your direct contribution towards margin/profit.
ASSOCIATED RESPONSIBILITIES:
1. Provide input to objectives, forecasting, systems development, bonus plan design and other related commercial administration.
2. Own, develop and maintain your applicable pricing and commercial procedures.
3. Maintain a high standard of Health and Safety based upon safe working practices.
4. Support environmental initiatives where appropriate.
5. Ensure that all work activities and records comply with Company Policies, Processes, Procedures, Values and Codes of Practice.
6. Active involvement in continuous improvement, helping to remove barriers to growth.
7. Prepare to update the Managing Director on your progress, performance and plans.