Head of Commercial Excellence, Fiber Foodservice EAO

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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.

Fiber Foodservice Europe-Asia-Oceania (EAO) business segment offers high quality molded fiber and paperboard packaging for fresh food and beverages across Europe, Asia, Oceania, Middle East and Africa. We serve quick service and fast casual restaurants, coffee shops and vending operators as well as egg, fruit and vegetable producers. The segment has a turnover of €1.1 billion (2023). The business has about 6,100 employees and 28 manufacturing sites across Europe, Asia & Oceania, Middle East, Africa, and Latin America.

HEAD OF COMMERCIAL EXCELLENCE, FIBER FOODSERVICE EAO

Huhtamaki are looking to hire a Head of Commercial Excellence, a key member of the global commercial organization. This high-profile role will drive and instill the commercial excellence mindset and culture within the Fiber Foodservice EAO segment and across the company’s regions, in close partnership with regional sales and other key teams.

This role will drive transformative change and process improvements, with the objective of driving revenue growth and profit enhancement. The chosen candidate will be responsible for implementing commercial processes for account, profit and contract management while ensuring proper use of the actual tools (SFDC & Power BI).

She/He will be leading and a team of highly proficient and independent professionals focused on driving profitable growth through building and rolling out the commercial excellence foundation across the company; training, coaching and raising commercial acumen of the Sales and KAM teams; margin management; tender and negotiation management, price, and contract management; profit improvement initiatives; commercial analytics and developing new commercial and pricing capabilities.

The role reports to VP Global Accounts & Commercial Excellence, Fiber Foodservice EAO and should be based in a Huhtamaki location in Europe (UK, Germany, Netherlands, France, Spain, Finland).

KEY RESPONSIBILITIES

• Define go-to-market strategies and drive improvements and re-balancing in customer product mix for Global Key Accounts aimed at profit improvement and sustainable volume growth

• As a thought leader and a change agent, build roadmaps for new commercial capabilities and partners with multiple key stakeholders to execute on them in a manner to maximize the value for the company and to instill a commercial excellence culture

• Lead the development and implementation of commercial value propositions, pricing guidelines, standard commercial terms to elevate commercial effectiveness of the sales teams and effect value creation; enforce compliance with Commercial Policy and standards

• Drive the development and execution of commercial process improvements to improve customer centricity, salesforce effectiveness and productivity, and speed to market

• Drive profitable growth through value-based pricing, improved commercial terms, and execution based on commercial best practices

• Key decision maker on commercial offers for Global Key Accounts and innovation solutions

• In partnership with the sales owner, negotiate or support the negotiation of customer contracts

• Identify and execute opportunities for commercial improvements, including terms, through partnership with Sales owners and others

• Promoting innovation and development of new products and business areas

• Encouraging an environment of continuous improvement and embracing Huhtamaki processes such as Commercial Excellence, as well as exchanging ideas and best practices with other markets and global commercial stakeholders

KEY SUCCESS FACTORS AND QUALIFICATIONS

To thrive in this role, ideally you have

• 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 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, verbally and in writing with all levels within a complex organization

• 30% travel, with initial stages up to 50%

WHAT’S IN IT FOR YOU?

This is an exciting and unique opportunity to make a difference in accelerating growth for Fiber Foodservice EAO. 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.

Please submit your CV and application through the link no later than Friday 29th November.