PEPI: Director, Pricing-Commercial Excellence (OPEN TO ALL U.S. LOCATIONS)
Company: Alvarez & Marsal
Location: Troy
Posted on: May 23, 2023
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Job Description:
Description
Alvarez & Marsal Private Equity Performance Improvement
PEPI: Director, Pricing-Commercial Excellence
(OPEN TO ALL U.S. LOCATIONS)
Alvarez & Marsal, a leading independent global professional
services firm, specializing in providing turnaround management,
performance improvement and corporate advisory services, is seeking
to expand its Private Equity Performance Improvement (PEPI) -
Commercial Excellence team in various locations throughout the U.S.
With more than 7,000 professionals based in 40 locations across
North America, Europe, Asia, and Latin America, our firm excels in
problem solving and value creation. Drawing on a strong operational
heritage and hands-on-approach, our professionals work closely with
organizations and stakeholders to help tackle complex business
issues and maximize value.
A&M's Private Equity Performance Improvement Services (PEPI)
practice, with offices throughout the US, focuses on serving middle
market and large cap private equity firms who have engaged A&M
to help improve operating results at their portfolio companies.
Our professionals are aligned with a PEPI service line to promote
the development of deep functional skills & experiences and to
maximize our ability to tailor solutions to solve our clients'
business issues.
Our PEPI services include:
Commercial Excellence
Rapid Results
CDD/Strategy
Interim Management
M&A Services
Supply Chain
CFO Services
The Commercial Excellence team is a growing business targeting high
growth in the next 2-4 years. We offer excellent opportunities for
career advancement and building leadership skills. The leadership
team is focused on providing career development, training and
exposure to international business assignments.
Job Description
Advise companies in the areas of Revenue & Margin Management-margin
transparency, product portfolio optimization, SKU rationalization,
new product development, pricing, and margin recovery. Our team
focuses on driving performance improvements in top-line revenue,
margin improvement and marketing mix optimization. The ideal
candidate must be capable of managing teams of Alvarez & Marsal
professionals to address complex business challenges within the
Commercial Excellence. The right person will be highly skilled at
communicating with C-level management, conceiving and structuring
analytical plans to uncover drivers of performance, designing
actionable solutions to particular Revenue & Margin Management
issues, and developing implementation plans.
The Pricing Director will be responsible for leading teams that
execute our clients' ongoing Revenue & Margin Management programs
and deliver data-driven business insights. In addition to project
work, you will also be expected to contribute to the creation of
intellectual property and internal team-building. You will be
expected to learn new concepts quickly, stay abreast of advances in
technology and related fields, and apply your experience to
creatively solve our clients' business problems.
Margin Transparency
* Evaluate current cost allocation processes and mechanisms, e.g.,
cost categories allocated, basis for allocation, etc.
* Assess current profitability by market, customer, product
category, SKU, etc.
* Identify and quantify additional complexity-driven
costs-to-serve: (e.g. product customization, extra customer
service, samples, expedited freight, special customer terms)
* Identify improvements for future product costing analyses (e.g.
allocations for indirect costs, costs-to-serve) and implement
* Assess potential for and implement cost-to-serve premiums and
targeted price adjustments, and quantify impact on margin and
profitability
Product Portfolio Optimization
* Assess competitive landscape and customer trends
* Evaluate and assess product portfolio (Financial measures,
product life-cycle stage and competitive differentiation)
* Develop product-category specific sales and investment strategies
and implementation plans
SKU Rationalization
* Using Cost-to-Serve framework, identify low or negative net
margin SKUs and evaluate improvement opportunity of elimination
identified SKUs
* Evaluate potential for complexity reduction, e.g., SKU
rationalization
* Implement SKU rationalization and complexity reduction
initiatives
Price Optimization
* Assess strategies and quantify profitability opportunities
through various pricing levers such as value price setting,
transactional price management (e.g. leakage, discounts, and
escalators), and pass-through (inflation, material costs)
* Assess current pricing discipline across products, markets and
customers
* Evaluate and improve pricing process, (eg. price setting, target
profitability, approval process for discounts)
* Assess potential for and implement broad based and selective
price increases based on market factors, competitive situations,
existing contracts, etc.
* Evaluate if margin improvements are a function of volume
increases, price increases, or mix
Margin Recovery
* Review costs to serve for market value and potential for
pass-through
* Identify and implement specific recovery opportunities for
identified drivers of complexity
* Assess current pricing/quoting processes for recovering costs to
serve and implement improvements and implement improvements
Professional Skills
Project Management: Own and manage the high-quality execution of
individual projects. End-to-end project management will include
roadmap design, management of the project team and plan, and
development and presentation of final deliverables.
Project Fulfillment: Contribute to project work by combining
creative problem solving with analytical rigor to drive actionable
insights. Representative project work includes developing margin
transparency, pricing analysis, reporting frameworks and
dashboards, performing B2B/B2C customer segmentation and
statistical modeling.
Data Manipulation & Analysis: Work with project team to understand,
manipulate and analyze client and market data using various tools,
which may include: MS Excel, SQL Server, BI tools such as Alteryx
or Tableau, and statistical programs such as SPSS or R.
People & Team Leadership: Motivate, develop, and challenge all
members of project teams to exceed client expectations. Provide
value-added thinking and mentorship to ensure junior team members
develop over time and are satisfied.
Client Relations: Manage client relationships on a day-to-day basis
while collaborating with internal client team members. Partner with
client teams to define project requirements, develop hypotheses,
gather data, brainstorm alternatives, and generate
recommendations.
Qualifications:
* Industry Experience, B2B, and Business Services; experience
working with PE and/ or PE relationships is a plus
* Strong financial acumen, understanding of P&L and cost
drivers
* 7-10+ years of experience focused on Revenue & Margin with
experience developing and implementing pricing processes and
methodology.
* Experience with different pricing aspects such as value-based,
transactional, discount leakage, and pass-through. And best
practices in review and approval processes, waterfall analysis,
tools such as Vendavo.
* Analytically driven and exposure to various tools and
technologies, including relational database (SQL), BI (Alteryx,
Tableau), statistical (SPSS, R), web analytics (SiteCatalyst,
Google Analytics)
* Strong quantitative mindset combined with excellent communication
and interpersonal skills
* Exceptional project management and presentation skills
* Outstanding people development and management skills; ability to
lead junior team members and help guide their careers
* Demonstrated experience providing intellectual and task
leadership on complex projects
* Ability to work independently in an unstructured environment,
think on your feet, and respond with confidence and creativity
* Consulting experience preferred (not required)
* MBA from a top-tier university preferred (not required)
* Open to all U.S. locations
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Keywords: Alvarez & Marsal, Troy , PEPI: Director, Pricing-Commercial Excellence (OPEN TO ALL U.S. LOCATIONS), Executive , Troy, Michigan
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