Commercial Director, AFH International Customer Development

Overview This new role will lead global cross-market/cross category contract negotiations with key International Away From Home Customers to retain existing business through renewals & win new business. This role will build out global multi-year cross-market negotiation strategies for our tenders with key Away From Home customers securing long-term sustainable growth and supporting share gains. Partnering with local markets and Marketing Teams to develop the long-term portfolio and brand plans for customers in scope and collaborating with Finance and Marketing Teams to develop the strategic investment plan. Responsibilities As part of the Negotiation Office with matrix reporting line into the AFH Channel Lead, design strategy to maintain contracts & win new business across multi-market Away From Home customers. Develop multi-year strategy to support Global Tenders driving sustainable growth and strategic share development. Partner with local markets, Marketing, and customer leads to develop portfolio and brand strategies. Partner with Finance, Marketing and Operating Units to develop strategic investment plans to win business. Build out Global tendering principles of engagement and ways of working to support consistent approach and facilitate alignment across Sectors & OUs. Own the development & deployment of the AFH E2E RFP model/process & ways of working a. Build a consistent approach to P&L inc. key levers in channel/sub-channel e.g. equipment/installations/upfront payments where applicable. b. Liaise with global account teams to pull on best practice where it exists. c. Build out depository for key customers to support consistent approach. d. Build capability across BU teams to drive consistency in approach. Own RFP council with key senior stakeholders working across FOBO/COBO/PLI where required to secure sign off to key deal metrics to support Negotiation strategy and execution. Utilise & govern the use of the What It’s Worth Model and drive application across Region/Bus to ensure consistency in accessing customer base. Build future thinking/ways of working around how we capture A&M in this channel above market Partner with AFH New Business lead to support in capturing & negotiating new contracts to drive business growth. Partner with Negotiation Office counterparts to ensure consistency in application of Negotiation models and approaches. Qualifications Strong negotiation skills and proven track record of tendering and negotiation success (business to business). Strong leadership skills with ability to manage upwards and downwards in the organisation. Knowledge of commercial, customer relationship management. Excellent teamwork and influencing skills to drive alignment to a plan. Enthusiasm about negotiation process and governance. Ability to build a clear strategy. Strong network and credibility within the corporation. Good project leadership skills. Knowledge about internal processes and structures. Ability to look at negotiations from customer and supplier side. Knowledge: Essential: Previous knowledge and experience of negotiation. Strong leadership & Influencing skills. Strong analytical skills. Fluent in English. Desirable: Ability to network and align across all levels and countries. Knowledge of Away From Home customer negotiations/tendering and supplier ways of operating. Competence/Skills: Extremely strong interpersonal skills, self-awareness and diplomacy, being able to adapt approach and gain buy-in, unifying a group of strong and varying personalities towards a common negotiation goal. Experience within negotiations, responding to RFPs. High level of verbal, numerical and abstract reasoning. Must be credible with an extremely intelligent customer base. Self-starter; ability to shape set and deliver an agenda with little supervision. Tenacity and resilience; able to overcome obstacles and remain motivated and results focussed. Ability to multi-task and balance a complex and very broad agenda, distinguishing clearly between overall ‘must win battles’ and a multitude of smaller but pressing tasks. Ability to operate effectively in a fast moving and changing environment, delivering results in a flexible (non-process oriented) culture. Very strong attention to detail, with high quality standards for own work. As part of the Negotiation Office with matrix reporting line into the AFH Channel Lead, design strategy to maintain contracts & win new business across multi-market Away From Home customers. Develop multi-year strategy to support Global Tenders driving sustainable growth and strategic share development. Partner with local markets, Marketing, and customer leads to develop portfolio and brand strategies. Partner with Finance, Marketing and Operating Units to develop strategic investment plans to win business. Build out Global tendering principles of engagement and ways of working to support consistent approach and facilitate alignment across Sectors & OUs. Own the development & deployment of the AFH E2E RFP model/process & ways of working a. Build a consistent approach to P&L inc. key levers in channel/sub-channel e.g. equipment/installations/upfront payments where applicable. b. Liaise with global account teams to pull on best practice where it exists. c. Build out depository for key customers to support consistent approach. d. Build capability across BU teams to drive consistency in approach. Own RFP council with key senior stakeholders working across FOBO/COBO/PLI where required to secure sign off to key deal metrics to support Negotiation strategy and execution. Utilise & govern the use of the What It’s Worth Model and drive application across Region/Bus to ensure consistency in accessing customer base. Build future thinking/ways of working around how we capture A&M in this channel above market Partner with AFH New Business lead to support in capturing & negotiating new contracts to drive business growth. Partner with Negotiation Office counterparts to ensure consistency in application of Negotiation models and approaches. Strong negotiation skills and proven track record of tendering and negotiation success (business to business). Strong leadership skills with ability to manage upwards and downwards in the organisation. Knowledge of commercial, customer relationship management. Excellent teamwork and influencing skills to drive alignment to a plan. Enthusiasm about negotiation process and governance. Ability to build a clear strategy. Strong network and credibility within the corporation. Good project leadership skills. Knowledge about internal processes and structures. Ability to look at negotiations from customer and supplier side. Knowledge: Essential: Previous knowledge and experience of negotiation. Strong leadership & Influencing skills. Strong analytical skills. Fluent in English. Desirable: Ability to network and align across all levels and countries. Knowledge of Away From Home customer negotiations/tendering and supplier ways of operating. Competence/Skills: Extremely strong interpersonal skills, self-awareness and diplomacy, being able to adapt approach and gain buy-in, unifying a group of strong and varying personalities towards a common negotiation goal. Experience within negotiations, responding to RFPs. High level of verbal, numerical and abstract reasoning. Must be credible with an extremely intelligent customer base. Self-starter; ability to shape set and deliver an agenda with little supervision. Tenacity and resilience; able to overcome obstacles and remain motivated and results focussed. Ability to multi-task and balance a complex and very broad agenda, distinguishing clearly between overall ‘must win battles’ and a multitude of smaller but pressing tasks. Ability to operate effectively in a fast moving and changing environment, delivering results in a flexible (non-process oriented) culture. Very strong attention to detail, with high quality standards for own work.