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369 – Commercial Manager (f/m/d) – besetzt

Job Title: 369-JD-Commercial Manager (f/m/d)


Industrial Sector: Flexible Packaging


Our client is an international producer of high added value packaging products and services. The company is in the leading positions in term of innovation, dynamic growth and quality of its products.

Location: Switzerland


Key Tasks:

  • Track the commercial situation of the plant and initiate structural actions with plant management and Sales in order to attract, retain and optimize business in the plant
  • Monitor and analyze sales volume, price / margin development and variances vs budget or prior year as well as changes in customer behavior and identify opportunities for profitable growth and communicate to relevant functions inside the plant and BU. This would be based on the PMDB analysis given by the Finance department.
  • Contribute to or lead the development of commercial strategies to maintain / grow accounts profitably in line with plant strategy and BU strategy
  • Own continuous tracking, validation and commercial approval of SFDC actions, monitor pipeline related to the plant and support timely execution of actions from a commercial / plant perspective
  • Participate with Finance in a quarterly site PMDB review process 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)
  • Lead / coordinate key plant (amongst others: budget- and business review-) projects and participate in cross functional step change projects, 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 plant management and BU Commercial
  • Push differentiation of service models based on customer segments, define and implement the commercial concepts to enable such differentiation, in alignment with Supply Chain
  • Support Sales team in business cases and tenders with key customers and prepare full business cases, support BU Sales team in negotiation processes
  • Monitor key customer / product profitability and work with sales teams to define corrective actions to drive profitability
  • Provide commercial insights for tactical Marketing plans, the local manufacturing strategy etc.
  • Define pricing/product strategies with BU Sales team
  • Manage price changes from a plant / BU – integrated margin perspective and track that price clauses are understood and price reviews are scheduled
  • Advise and support Sales on advanced raw material/currency/validity clauses in line with customer needs
  • Own commercial validation of contracts for the plant and monitor compliance with agreed commercial terms
  • Assess service issues/complaints raised by customers and manage escalation process
  • Keep close direct contact to customers and support Account Managers improve customer relationships
  • Influence intercompany sales between sister companies
  • Support volume transfers to/from sending/receiving sites
  • Participate in local projects with commercial impact
  • Lead two direct reports, develop talents and support people growth
  • Support Finance manager in month end close: support for price volume mix analysis by customer and product vs budget, forecast and prior year, analysis of key customer movements, price recovery
  • Support and prepare monthly sales forecast; representation and analysis of key data (sales, order entry, utilization, revenue recognition, raw material supply).


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

Professional Experience:

  • Several years of relevant Sales, Commercial or Business Development experience in B-to-B markets; experience in the packaging industry is a plus


  • Verbal and written communication skills in German and English; any additional language is a plus

Personal Characteristics:

  • Ability to work successfully in a matrix organization
  • Strong customer focus, business acumen and commercial approach
  • People manager with a pragmatic and hands-on working style
  • Ability to transform a strategy into action plans and lead change at all levels of the organisation
  • Strong negotiation, influencing and decision-making skills
  • Good relationship manager, ability to build and maintain contacts with key stakeholders internally and externally
  • Ability to think strategically and long term, conceptual strength and “out of the box” mindset

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366 - Leiter/in IT (m/w/d) - besetzt 364 - Sales Manager (m/w/d)