Director of Strategic Pricing
Company: Bunge North America
Posted on: March 14, 2019
Bunge Limited (www.bunge.com, NYSE: BG) is a leading global agribusiness and food company operating in over 40 countries with approximately 32,000 employees. Bunge buys, sells, stores and transports oilseeds and grains to serve customers worldwide; processes oilseeds to make protein meal for animal feed; produces edible oil products for consumers and commercial customers in the food processing, industrial and artisanal bakery, confectionery, human nutrition and food service categories; produces sugar and ethanol from sugarcane; mills wheat, corn and rice to make ingredients used by food companies; and sells fertilizer in South America. Founded in 1818, the company is headquartered in White Plains, New York.Position Summary: Reporting to the Vice President of Product Management, the Director of Strategic Pricing performs a critical role in managing the overall profitability of the Bunge North America Food and Ingredients portfolio. The director works hand-in-hand with Bunge Sales, Marketing, and Finance colleagues in making strategic and tactical pricing decisions which balance product margins and volume across plants. Decision making considerations include a solid understanding regional and national competitive information, customer and category importance, and the short and long term commercial impact of pricing decisions. This key leadership role will advise the Vice President of Product Management and Vice President of Sales on matters of pricing strategy, co-develop the multi-dimensional pricing and product segment strategies, and monitor the overall pricing performance and compliance. The Director of Strategic Pricing will lead the development and maintenance of pricing policies, processes, guidelines and tools. The focus will be to improve profitability by educating the organization on leading pricing practices, facilitating discussions to gain agreement on pricing direction by product and customer segments, providing insights from pricing and competitive analysis, developing tools, monitoring compliance and identifying pricing improvement opportunities. The position requires a strong business acumen with commercial understanding to identify, define and administer pricing strategies based on a range of criteria such as: segmentation of customer types (strategic vs transactional); understanding of product categories which require anchor customers; geographic and technical right to win; etc. Management of the RFP process is a major area of focus for the Director of Strategic Pricing. This includes anticipation of upcoming quotes, preparation of the financial analysis, and alignment of quotes with the customer strategies identified by Sales leadership and product strategies as agreed upon with Product Management. The pricing team is responsible for ensuring that successful RFP s are administered over the term of the agreement and any negotiated price increase opportunities during the term are executed. In terms of RFP s that are unsuccessful, a post mortem is required to determine what needs to be improved for future bids with the customer. This role will also collaborate with the Global Account Sales Leads to share leading practices as well as adopt and adapt global strategies for the NA market. Core Functions: Develop a pricing strategy to ensure maximum profitability while meeting sales volume and margin goalsDevelop and maintain a pricing structure for item pricing, based on sales volume, geography, channel, etc.Work with Finance and Operations to ensure accuracy of standard costsOversee the development of tools for Sales Management to build price quotes and manage pricing executionCollaborate with marketing to develop a Sales tool-kit on pricing communication and how to respond to competitive pressuresManage contract pricingSupport Request for Quote /Bid efforts leveraging counter-sourcing strategies and tacticsIdentify, prioritize, and execute pricing opportunities and initiatives, together with key stakeholders from Sales, Finance, and MarketingMonitor Sales compliance with pricing policies and structure; ensure consistencyMonitor and review programs and prices that are outside of current guidelinesAnalyze pricing data, including competitor pricing strategies and market trends, to provide management with information and policy/price change recommendationsWork with Sales and Finance to develop pricing reports for Key Account ManagementSupport the implementation of price increases; develop a process for handling potential price decreasesTrack pricing tools usage and performance, and adapt as necessary Skills/Experience Requirements: Bachelor s degree in Business or FinanceCommercial experience in a senior role in either sales management or finance & analytics5 to 8 years related project management experienceStrong Communication Skills (Executive / Management / Staff / Customer) written and verbal (presentation)Influencing and relationship-building skills (Executive / Management / Staff / Customer)Strong Analytical SkillsBusiness Financials & Value Proposition DevelopmentNegotiation SkillsPricing Strategy, particularly in B2BAgribusiness pricing (including understanding of commodities market fundamentals)Product/Portfolio ManagementKey Account ManagementBusiness & Financial ModelingProficiency in Microsoft Excel and Access. Knowledge of Tableau preferredBunge is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, citizenship, age, disability or military or veteran status, or any other legally protected status. Bunge is an Equal Opportunity Employer. Minorities/Women/Veterans/Disabled
Keywords: Bunge North America, Chesterfield , Director of Strategic Pricing, Executive , Chesterfield, Missouri
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