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Director of Strategic Pricing

Date: Jun 15, 2019

Location: Chesterfield, MO, US, 63017

Company: Bunge

Bunge Limited (www.bunge.com, NYSE: BG) is a leading global agribusiness and food company operating in over 40 countries with approximately 32,000 employees. Bunge buys, sells, stores and transports oilseeds and grains to serve customers worldwide; processes oilseeds to make protein meal for animal feed; produces edible oil products for consumers and commercial customers in the food processing, industrial and artisanal bakery, confectionery, human nutrition and food service categories; produces sugar and ethanol from sugarcane; mills wheat, corn and rice to make ingredients used by food companies; and sells fertilizer in South America. Founded in 1818, the company is headquartered in White Plains, New York.

Position Summary:

 

Reporting to the Vice President, North America Bunge Loders Crocklaan, the Director of Strategic Pricing is the key change manager for the strategic pricing efforts and the overall profitability of the Bunge North America Food and Ingredients portfolio. The director works hand-in-hand with Bunge Sales, Marketing, Product Management and Finance functions in making strategic and tactical pricing decisions to balance product margins and volume across plants. Decision making considerations include a solid understanding regional and national competitive information, customer and category importance, and the short- and long-term commercial impact of pricing decisions.  

 

This key leadership role will act as a change agent to transform commodity-based pricing efforts into a value-added pricing approach, building cross functional partnerships to drive pricing strategy and play a key role in developing multi-dimensional pricing and product segment strategies, and monitor the overall pricing performance and compliance.

 

The Director of Strategic Pricing will develop and maintain pricing policies, processes, guidelines and tools and drive best-practice within Bunge. The focus will be to improve profitability, hereby significantly and directly contributing to define EBIT growth goals.

 

The position requires a strong business acumen with commercial understanding to identify, define and administer pricing strategies based on a range of criteria such as: segmentation of customer types (strategic vs transactional); understanding of product categories which require anchor customers; geographic and technical right to win; etc. 

 

Management of the RFP process is a major area of focus for the Director of Strategic Pricing.  This includes anticipation of upcoming quotes, preparation of the financial analysis, and alignment of quotes with the customer strategies identified by Sales leadership and product strategies as agreed upon with Product Management.  The pricing team is responsible for ensuring that successful RFP’s are administered over the term of the agreement and any negotiated price increase opportunities during the term are executed.  In terms of RFP’s that are unsuccessful, a critique is required to determine what needs to be improved for future bids with the customer. 

 

This role will also collaborate with the Global Account Mangers to share leading practices as well as adopt and adapt global strategies for the North America market.

 

Core Functions:

 

• Transform the North Americans pricing functions into a value driven organization

• Implement best in class pricing practices

• Develop a pricing strategy to ensure maximum profitability while meeting sales volume and margin goals

• Develop and maintain a pricing structure for item pricing, based on sales volume, geography, channel, etc.

• Oversee the development of tools for Sales Management to build price quotes and manage pricing execution

• Collaborate with marketing to develop a Sales tool-kit on pricing communication and how to respond to competitive pressures 

• Manage contract pricing

• Develop Quote /Bid practices leveraging counter-sourcing strategies and tactics

• Identify, prioritize, and execute pricing opportunities and initiatives, together with key stakeholders from Sales, Finance, and Marketing 

• Monitor Sales compliance with pricing policies and structure; ensure consistency

• Monitor and review programs and prices that are outside of current guidelines

• Analyze pricing data, including competitor pricing strategies and market trends, to provide management with information and policy/price change recommendations

• Work with Sales and Finance to develop pricing reports for Key Account Management

• Support the implementation of price increases; develop a process for handling potential price decreases

• Track pricing tools’ usage and performance, and adapt as necessary 

 

 

Skills/Experience Requirements:

 

• Bachelor’s degree in Business, Finance or Mathematics

• Commercial experience in a senior role in either sales management or finance & analytics

• 15 plus years of progressive pricing management experience with minimum of 5 years as change agent  

• Strong Communication Skills (Executive / Management / Staff / Customer) – written and verbal (presentation)

• Influencing and relationship-building skills (Executive / Management / Staff / Customer)

• Strong Analytical Skills 

• Business Financials & Value Proposition Development

• Negotiation Skills

• Pricing Strategy, particularly in B2B

• Agribusiness pricing (including understanding of commodities market fundamentals)

• Product/Portfolio Management

• Key Account Management 

• Business & Financial Modeling

• Proficiency in Microsoft Excel and Access. Knowledge of Tableau preferred

 

Bunge is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, citizenship, age, disability or military or veteran status, or any other legally protected status.  Bunge is an Equal Opportunity Employer. Minorities/Women/Veterans/Disabled


Nearest Major Market: St Louis

Job Segment: Manager, Pricing, Agricultural, Outside Sales, Management, Operations, Agriculture, Sales, Strategy

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