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Job Title: Commercial Director Location: Newton Aycliffe Salary and Package: Market leading basic salary, company car, 20% bonus plus LTIPs
Headline company information:
INEOS Compounds is one of the leading manufacturers in Europe of PVC Compounds. We are at the forefront of PVC compounding technology, incorporating more than 50 years of manufacturing excellence in a comprehensive range of products.
Headline role overview:
To support the commercial transformation journey of INEOS Compounds, they have created the position of Commercial Director. The role is to drive under one single umbrella all the commercial resources across the INEOS Compounds Group. This team is structured around 3 pillars to allow the Commercial Director to get the necessary levers to drive the margin growth of the business.
Role accountabilities:
- Drive the sales strategy and tactics across the 3 sites with the support of the Head of Sales
- Be the external (and for some case internal) senior commercial manager for strategic negotiations, at the support of his / her team
- Support and ensure delivery of product portfolio rationalization from the product manager
- Develop and implement state of the art Commercial Excellence practices with support of both Product Manager and Head of Sales across INEOS Compounds (Pricing and margin piloting, new opportunity closing, customer segmentation with relevant service level, contract management and channel management)
- Contribute to and implement approved business strategy on the 1-3y horizon, in particular ensuring a repositioning of INEOS Compounds sales on the targeted market segments, development of value-added new products, and business strategy into the recycling market landscape
- Develop sound sourcing strategies with the Strategic Raw Material Sourcing Manager for the key categories in the portfolio
- Support General Managers and / or C.O.O. on strategic growth projects
- Revenue management - ensure & optimize revenue delivery at or above financial forecast target leveraging sales volume, product mix and ranges, and opportunity pipe
- Variable cost management - work with Feedstock manager to optimize best margin for Ineos through key raw materials deals (mostly Resin and Plasticizer) including spots
- Support Product Management in product range rationalization and new product range development
- Ensure tight monitoring of progress of new product development & commercial opportunity pipe on a bi-weekly basis
- Define optimum sourcing strategies for strategic raw materials categories sourced for the full group
- Contribute to new Compounds Group Business strategy
- Develop and implement dedicated roadmap for identified growth areas
- Implement and monitor sales excellence processes & tool to ensure contribution maximization and resources optimization
- Implement state of the art Key Account management practice across the INEOS Compounds portfolio
- Implement thorough Market & Competition intelligence processes to feed commercial decision on operational / tactical / strategic horizons
- Ensure the delivery for each individual of the newly assembled commercial organization a dedicated development plan to bring each individual at the state-of-the-art performance of his / her role, in close collaboration with our HR Team and General Manager
Experience required:
- It would be advantageous to be degree level in technical or commercial function
- Previous experience in leading a commercial function in a similar industry
- Full understanding of financial tools and processes (P&L experience)
- Already experienced or led sound business transformation
- Master the full pallet of state-of-the-art commercial director, with in particular but not limited to: pricing management / contract management / key account management / product portfolio management / business modelling / strategic sourcing / strategic roadmap
- Able to understand complex market dynamics and propose thorough strategic approach with detailed tactical plan
- Good understanding of risk, product and working capital management
- Proven track record of large, multinational and pluri-disciplinary team management and development
- Outstanding people skills to influence people positively and build relationships externally/internally
- Ability to lead and motivate individuals across functions to create a high performing organization
- Undaunted by change management and dealing with uncertainty
- Dynamic initiative taker with high energy levels and a hands-on approach
For more information about this opportunity or for a confidential conversation please contact Anthony Antoniou at Imperial Recruitment Group directly.
