Director/North America Pricing

2 weeks ago

Livonia, United States Accuride Full time

Basic Purpose

This position will direct the formulation and execution of Accuride’s North American pricing strategies in a manner that maximizes Accuride’s profitability and positions the Company to meet or exceed its revenue goals. It will also ensure that pricing-related financial policies, procedures and internal controls are in place and being followed. Furthermore, this position will create profitability analysis by division and product line. These analyses will be reviewed with sales and selected senior management to identify profitable segments and areas that the company needs to expand. These profitability reviews will also identify segments of negative performance, and in agreement with sales and management, identify next course of actions to turn around unprofitable customers and product lines. This position will lead or assist in defining customer price negotiations, contract development, competitive analysis, market research, market share studies, sales analysis and revenue forecasting.

Principal Accountabilities

  • Drive the development of the overall Accuride pricing strategy. As part of this development, capture and maintain Accuride’s price position vs. competition and identify and evaluate opportunities for improved profitability.
  • Proactively identify and develop opportunities to maximize price, enhance margin and improve the overall profitability of Accuride.
  • Work with customers, sales group, and legal department to ensure customer agreements are structured to maximize Accuride position relative to pricing and quotations.
  • Work with segment managers and directors to develop and analyze all special pricing programs.
  • Work with Sr. Com Vehicle Analyst and update Accuride’s Market Share Analysis and have quarterly presentations byproduct family.
  • Prepare and maintain appropriate documentation for material increases collected from business units. Monitor actual recovery vs. actual costs incurred by customer.
  • Develop and maintain the pricing approval policy and communicate this policy to the sales team and all SBUs.
  • Prepare and implement annual, semi-annual, quarterly and monthly price changes and price lists as required.
  • Ensure that all pricing actions are captured in annual financial planning process and in regular financial forecasts.
  • Work with billing system management to ensure timely and accurate loading of customer pricing.
  • Document and ensure rebates are appropriately accrued for and paid to customers.
  • Provide recommendations and backup financial analysis to be used in major customer negotiations.
  • Prepare justifications for major customers or segment price increases including material and economic impacts.
  • Document and have readily available pricing levels for customers on key items and segments for use in quick decision making. Streamline process for quick quotations.
  • Oversee the forecast process to ensure the accuracy of Accuride’s sales forecast. Ensure that these forecasts are captured properly in the financial planning and forecasting process.
  • Provide sales, market and profitability analysis and research findings to senior management. (includes PowerBI maintenance & utilization or the like)
  • Develop and maintain a strong pricing team with particular attention to continual succession planning and all the human resource development structure that accompanies that.
  • Lead development (cross functional team) of and continued maintenance thereafter of Accuride pricingmodel which is consistent and thorough and used to evaluate all future pricing scenario evaluations. (includes selling price, product costs, margin, material mechanisms, index sensitivities, and DCF capability)

Required Skills, Education, and Experience

  • BS degree in Marketing, Finance, Business Administration or Engineering; a graduate-level degree in business or engineering is strongly preferred.
  • Experience working with product development and new product launch.
  • Experience dealing with International customers from a technical point of view.
  • Ability to oversee projects and drive results.
  • A solid understanding of manufacturing fundamentals (with a preference to wheel and/or brake drum manufacturing)
  • Strong written and verbal communication skills.
  • Ability to interact effectively with all levels of an organization, both internally and externally.
  • Excellent analytical, planning and organizational skills.
  • Highly self-motivated with the ability to solve complex problems.
  • Proven proficiency with Microsoft Office applications.
  • PowerBI knowledge and experience
  • Ability to utilize advanced Microsoft Excel features (pivot tables, Vlookups, macros, etc.)
  • Five or more years of management-level experience in sales, business development and/or product marketing.
  • Five or more years experience in the North American commercial vehicle or automotive markets.
  • Familiarity with or experience in applying cost accounting and advanced statistical business concepts (Discounted cash flow, regression analysis, Chi-square, etc) in real business experiences.
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