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Sr. Director of Commercial Finance

Date: Nov 28, 2020

Location: Chicago, IL, US

Company: James Hardie

 

 

 

 

Reporting to the NA VP of Finance, the Senior Director of Commercial Finance will partner with the Chief Commercial Officer to lead the development and execution of the James Hardie sales & marketing strategies for the $2+ billion North American business. The scope of the role includes partnering with commercial leaders to develop strategies that align with our north star objective of delivering growth above market with strong returns.  The role will have 5-6 direct reports leading the following functional areas: Sales Operations, Pricing, Products & Segments, Retail and Demand Planning.

 

Responsibilities include driving enhanced integration and alignment across the commercial organization, showcase business & financial insight to deliver profitable growth above market, establish long-term pricing strategies & capabilities, drive financial standardization and stage-gate processes and ensure financial controls are established and maintained without compromising business growth.

 

Commercial Finance management

  • Develop a strong commercial finance team and business partnering aptitude within the finance organization, focused on delivering insights for organizational growth.
  • Drive the dissemination of commercial finance knowledge across the business to improve business insight and enable better decisions to be made
  • Cultivates strong cross-functional relationships with key business partners (Sales, Supply Chain, Marketing, and FP&A)

Commercial Strategy: (Products and Segments)

  • Partner with the commercial organization to develop long-term strategic planning for products and segments
  • Finance leadership during key commercial management meetings to provide both analytical insight and drive execution
  • Provide financial stewardship for both short- and long-term investments to ensure projects are accurately assessed to deliver strong ROI.
  • Ensure central marketing programs are impactful at a central and regional level to drive growth
  • Drive strong linkages between products and segments & central finance and sales force execution to drive a one JH approach on both strategy and execution
  • Provide Analytical support to sales teams around cost and investments to make the right economic and growth-oriented decisions for the business
  • In partnership with the FP&A team, deliver insights from competitive intel to guide the organization to opportunities for share gain
  • Deliver proactive and ongoing strategic product and segment performance reviews for opportunities to increase profitability and growth
  • Deliver product P&L reports to give clear transparency to mix opportunities

 Exterior Sales team

  • Partner with leadership to translate long term strategic objectives to short term tactical execution goals to deliver primary demand growth
  • Understand sales funnel and partner with the sales leadership to provide grounded insights into sales force targets to drive the right linkages between output metrics and input/activity metrics for the sales force
  • Partner with sales operations team to drive consistent and scalable tools to deliver a consistent and predictable management system
  • Understand staffing needs and link to financial results and gaps for the sales organization
  • Work cross functionally to ensure that sales compensation programs are aligned with delivering organizational growth goals
  • Partner with FP&A to ensure that sales targets are aligned with company objectives and goals
  • Leverage Sales ops intel to assess customer profitability and opportunities for share gain

Retail

  • Key finance partner to Retail commercial leadership. Establish long-term channel strategies that enables Retail growth while driving fair and sustainable business practices between Retail, Gypsum, Pro-Tile and Lumber channels. 
  • Develop insights and recommendations to drive growth with some of our key retail customers
  • Manage annual contract negotiations with key retail customers including net annual price realization, payment terms, upfront discounts/taxes and marketing & technology investment programs.
  • Analyze and lead key retail initiatives. 
  • Lead the Backer & Retail Business Performance Management, to drive positive outcomes

Pricing

  • Own pricing analytics across the NA commercial organization. Develop and expand JH pricing analytics platform to support financially sound business decision making.  The role requires a strong understanding of channel dynamics, competitive landscape, market position and sales strategy to lead the development of the overall pricing strategy and execution of pricing tactics including upfront pricing discounts, rebates, short-term promotions and credits/payment terms. 
  • The role will partner with sales and oversee the pricing team who is responsible for both creating and negotiating the terms of all commercial contracts including new / renewals of national programs with targeted production builders, dealers and distributors.
  • Key business partner with the Commercial and Strategic Marketing teams to design initiatives targeted at capturing profitable market share. Ensure the financial viability, budgeting, forecasting and spend tracking of the initiatives.  The pricing team is a key contributor to go-to-market strategies and initiatives applying competitive intelligence and market opportunities to develop pricing strategies & tactics. 
  • Ensure commercial finance is partnering with the business on key white-space, strategic initiatives including new pricing concepts.
  • Drive North America annual price increase recommendations, commercial communication strategy & negotiations and field sales execution. 
  • Pricing operations – Ensure continuity of business operations and oversee network of KPI’s to properly manage resources and deliver compliance around customer experience deliverables.   Actively measure compliance around price leakage / erosion, SAP customer & pricing master data governance and accuracy around rebate & price discount accruals. 

Demand Planning

  • Work closely with central FP&A teams to understand company level performance and metrics and link closely to sales execution
  • Partner with supply chain and innovation for optimized manufacturing planning.
  • Partner with sales operations team to gain customer insights and translate them into a structured signal to support demanding planning.



The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.

Supervisory/Lead Responsibilities

  • The position has 5-7 direct reports and needs to exercise significant influence across the finance organization and business


Knowledge, Skills, and Abilities

  • Proven track record of business partnering and providing insights and actions that drive change in an organization.
  • Ability to connect the bigger picture to day to day operations of the commercial organization.
  • Proven ability to synthesize complex and detailed data into meaningful insights.
  • Demonstrated ability to successfully apply forecasting techniques to evaluate business goals
  • Articulates views in a clear and concise manner.
  • Anticipates questions and prepares appropriate responses or answers.
  • Presents compelling arguments to support positions.
  • Constructively challenges business partner assumptions and goals.
  • Demonstrated advanced word processing, spreadsheet, and database application skills.
  • Results-oriented to ensure deliverables are submitted in an accurate, complete, and timely fashion.
  • The desire and tenacity to grow within the organization.

 

Education/Experience

  • Bachelor’s degree in Economics, Accounting, Finance or Business Administration (MBA preferred).
    15+ years of Finance experience is a must with at least 5-8 years of experience working with commercial teams or in commercial operations
  • Prior FP&A experience as the role requires ability to drive a data-oriented management system
  • Prior experience running business operations and driving sales force effectiveness a plus
  • Strong analytical abilities is a must to drive focus and understanding of trends and data
  • Building products experience (preferred but not a must).

 

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James Hardie is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, among other things, or as a qualified individual with a disability. Equal Employment Opportunity is the law.


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