Global Commercial Manager Digital Solutions Division

Epiroc are seeking a Global Commercial Manager whose main objectives are to safeguard the company in terms of mitigating our commercial risk, and to manage our pricing to increase overall profitability.

They must lead the DSD organization to ensure:

· The business we undertake is good business that delivers net positive change to EBIT in MSEK

· Our contractual commitments within DSD are well understood and well managed by the business.

· Global and regional incentives are standardized according to specific customer criteria, and those are the only incentives in place contractually on behalf of DSD.

· Have organized an easy access to all DSD contracts at any time.

· Transparency on profitability and systematic pricing management to ensure sustainable, profitable growth.

· Development and delivery of world class commercial offerings that are in line with our digital business.

The Global Commercial Manager must support the Global Customer Relationship team as well as any Customer Centers team as requested, with contractual and commercial input and risk management, which should include for the global contracts at minimum, and standardizing on terms and conditions that are specific to our digital business. They must ensure the ultimate rollout of those contracts to all DSD stakeholders, including the CC organizations, using a centralized repository for saving contracts and managing revisions. Also working with competence development to develop training materials to lift the overall competence of the DSD organization.

To be successful, we must Future proof our global workforce with people banging on the doors wanting to be part ofour digital journey. We must have a commercially focused organization of empowered, motivated & passionate employees, with the right digital competencies and a culture of agility, innovation, and customer centricity. We work in close collaboration across divisions and functions as one Epiroc and have a safe and inclusive workplace where all people feel belonging.

Key Responsibilities of the role vary across various key sectors:

Safety, Health, and Sustainability

· Contribute to the division’s target of reaching 25% gender diversity by the end of 2023.

· Build the mind-set in the organization to recruit min. 50% of women.

· Safeguard that everyone in the organization respects and lives up to the values of Epiroc.

· Lead the journey to be the industry benchmark in Safety, Health, and Sustainability in line with Epiroc 2030 goals.

People Leadership & culture

· Ensure agile organization development leveraging off the digital talents in our acquisitions.

· Create competence mapping globally within DSD in commercial management.

· Acting as a forward operating arm of the Digital Solutions Division, to enable, empower & coach sales teams to develop an improved understanding of commercial management.

· Be proactive and take accountability to support positive stakeholder relations. Assisting in building the brand and image of the Digital Solutions Division.

· Be the trusted adviser to CC and PC teams on commercial and contractual matters.

· To reinforce the ONE EPIROC and ONE DIGITAL SOLUTIONS collaboration culture

Digital – Commercial Management

· Create tools, processes, and policies in close collaboration with our Product Companies to:

o calculate, track and record deal profitability that can be used for the business line managers to manage their business.

o Calculate price builds up tool and configurator that allows for correct transfer pricing calculation on a deal basis.

· Create a systematic way to make available a global list price for our products and service products to the Customer centers, to ensure that there is an adjusted market-level pricing factor applied that is line with the market pricing in that region.

· Put in place a price management system ensuring that the prices that we have are in line with value-based pricing principles and that we have a way to measure pricing performance and to ensure that we have a pricing increase process in place for yearly adjustments. 

· Create and roll out an approval flow governance model for deal approvals including pricing, discount thresholds, profitability and standard terms and conditions. That ensures that we meet our yearly targets.

· Creation of different commercial models that align with our customers business and our own digital business. Creating the tools to support the sales team in using these in the quotation process and developing training to ensure that they can use the tools.

Digital – Compliance, Policies, Guidelines

· Ensure a high adoption rate of our Indirect sales channel partners to meet CoC.

· Ensure that we are in line with global regulations for Data Privacy

· Ensure that we as a division comply with the CoC for all deals generated with customers.

· Represent DSD in the trade compliance steering group.

· Ensure contracts comply with Epiroc Group policies as required and set out in the Epiroc Way.

· Ensure contracts comply with local jurisdiction rules, regulations, and laws.

Digital – Contracts Management

· Take the lead for DSD in development, negotiation, and management of all global Epiroc customer contracts for the life of the contract.

· Take the lead as and when requested in the development, negotiation and establishment of Global supply / partnership agreements.

· Develop, implement, and maintain standardized commercial and contract governance framework for the Division.

· Develop, implement, and maintain a set of standard template contracts for the Division.

· Support the execution of IDS Dealer contracts in consultation and alignment with the Epiroc IDS team.

· Support large regional negotiations for DSD as needed or requested.

· Support the Customer Solutions teams with commercial advice or risk analysis as needed.

· Develop and maintain effective contract comprehension and risk assessment training material for Division and CC teams.

· Coach the sales teams in best practice thinking on commercial and contractual matters, ensuring they have sound knowledge of basic contractual and commercial risks and principles.

· Overall responsibility for developing global contract information packs and updates, in cooperation with Branding & Communication, and ensuring these are rolled out and well understood by all key stakeholders in the DSD business.

· Work closely with Sales Excellence team to ensure processes are mapped and implemented for all subject matter within your mandate

Required Competencies to be successful as a Global Commercial Manager:

· A safety-first and collaboration mentality

· Strong people leadership and creative problem-solving capabilities, ability to think beyond how things havebeen done to how they can be optimized for efficiency/benefit.

· Excellent negotiator, ability to see the big picture (strategic thinking)

· Excellent understanding and background with contracts, especially from within the Mining industry, with specific focus on digital delivery, good understanding of contract law

· Strong understanding of financial statements and analysis

· Change driver / leader – comfortable managing and embedding significant change within a large, global organisation.

· Excellent ability to influence stakeholders, and to engage and inspire a team.

· High caliber presenter and public speaker

· Good relationship builder and trust enabler

· Able to multi-task – to manage multiple projects without sacrificing schedule or quality.

· Highly motivated, "hands on", energized, enthusiastic with passion and commitment for doing things in the right way without risking loss of business.

· Ability to work independently or as integrated team member, as the situation requires.

· Strong written and verbal communications; native level fluency in English, additional languages an asset

· Demonstrates self-awareness, develops oneself and seeks feedback

Relevant Experience required:

· Minimum five years of experience undertaking commercial decisions.

· Minimum five years of commercial contract exposure

· Strong background in legal or commercial documentation / understanding required.

· Experience in corporate risk management required.

· Experience in production and mining industries / environments

· Experience managing cost and / or budgets.

· Exposure to and understanding of commodity-based markets.

· Direct sales or commercial experience is considered an asset.

· Experience working in complex, interdisciplinary, cross-functional, and global teams.

· Experience successfully designing and driving change within an organization and/or team.

· Good comprehension of basic and intermediary financial statements and calculations

Education:

Preferably a Commercial or Legal academic qualification.