Regional Commercial Manager

**Bring your passion. Build the future.**

**Position Context**

The Commercial Manager operates in a highly competitive and fast paced marketplace. In this environment, developing value adding commercial strategies in line with the region/ Segment that differentiate DSM from others in the industry is critical.

To facilitate the above, the Commercial Manager must develop a high level of understanding and familiarity with the F&B customer base, including their brands / strategy within core categories (targeted products/customers / categories) to influence key levers that support F&B base and drive growth.

The Commercial Manager must be able to lead commercial activities independently and proactively, to train, guide & support F&B sales team for above purpose. The key focus area will be to work with the F&B team in executing their Budget/ Development strategy and maximizing bottom line as a result.

Key areas of responsibility
- Be and Act as the first point of contact to the F&B sales org for commercial-related matters
- Support COO team in budget process for F&B/HNC
- Responsible for the management of the pricing discussions for F&B, supporting the RSM and VP as/if required, giving recommendations to the Head of Commercial
- Responsible for setting commercial conditions for product families and main forms under F&B (with the support of the Head of Commercial)
- Responsible for monitoring F&B Top/Bottom line performance against BU set and check deviations regular basis
- Support and actively participate in the monthly Regional IBP call for F&B
- Responsible for reviewing bottom-up Share of Wallet analysis together with sales and monitoring competitor’s behaviour
- Responsible for product allocation, write-off/AF approval recommendations, inventory review for F&B
- Responsible for defining strategic and supply-related price increases (input from the regional commercial team/ global) in order to achieve margin target
- Responsible for negotiating prices with RSM/AM and assisting Head of Commercial in negotiations with F&B Global Commercial Manager
- Provide commercial support (budgeting, pricing, sales performance) to premix business
- Work with Head of Commercial on all Financial projections (QRE, RAF, BU) and communication as/if required
- SHE: Adherence to segregation of duties and SHE guidelines
- Bachelor’s or Master’s degree in Commerce/Science / Business / Economics / Marketing or equivalent
- Knowledge of Food & Beverage, Pharmaceutical industries preferred but not mandatory
- Minimum of 8 years of progressively increasing sales support, commercial role responsibilities
- Be always positive despite under a high challenging and complex situation, be able to deliver high quality work under pressure
- Experience in putting together sales data and making recommendations to management

Royal DSM is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.

Equal Opportunities Commitment

dsm-firmenich is fully dedicated to inclusion because when people feel engaged and empowered, their creativity and innovation drives unprecedented progress. We aim to build a workplace where opportunity really is equal, so everyone can thrive. We do not discriminate: there’s a place for everyone at dsm-firmenich.
dsm-firmenich is an Equal Opportunity and Affirmative Action Employer.
dsm-firmenich people are as diverse as our customers. For us that includes a commitment to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.
We are committed to providing reasonable support for disabled applicants in our recruiting process. Should you need assistance, and are comfortable to share this, please let us know.

About dsm-firmenich

As innovators in nutrition, health, and beauty, dsm-firmenich reinvents, manufactures, and combines vital nutrients, flavors, and fragrances for the world’s growing population to thrive. With our comprehensive range of solutions, with natural and renewable ingredients and renowned science and technology capabilities, we work to create what is essential for life, desirable for consumers, and more sustainable for the planet. dsm-firmenich is a Swiss-Dutch company, listed on the Euronext Amsterdam, with operations in almost 60 countries and revenues of more than €12 billion. With a diverse, worldwide team of nearly 30,000 employees, we bring progress to life every day, everywhere, for billions of people.

Equal Opportunities