Commercial Manager Graphic Solutions

Company Description

**Job Description**:

- The Commercial Manager position has oversight and accountability for the management, growth and profitability of Distributor & Direct Converter Accounts. This position is responsible for:_
- Executing growth strategies to enable our Distributors & Converters to meet growth and profitability targets.
- Coach, drive and support your Distribution sales teams to meet commercial objectives.
- Create pull-through for Avery Dennison products, solutions & new innovations by building strong relationships with key influencers (project managers, architects, designers and brand agencies) and end-users/brand owners.
- Gain specifications for product usage through the specification selling process.
- Drive increased customer satisfaction and service, including product sample support, ICS Warranty support, facilitating technical field calls and prompt support of technical information.
- Ownership of Sales Excellence and Sales Enablement processes to ensure alignment and execution across your commercial objectives
- Management of pricing guidance and profitability in line with business expectations

The Commercial Manager is expected to spend 60% of their time in the field to address growth opportunities/ issues and drive key strategies aligned with their key accountabilities.

**Key Accountabilities**:

- Responsible for increasing revenue by achieving sales and profitability objectives within assigned Distribution accounts by building strong, multi-level relationships and supporting the Distribution commercial teams to increase share with our brand/s
- Create pull-through for Avery Dennison products, solutions & new innovation by building strong relationships with Distribution sales teams, key Corporate Sign & Fleet Converters, Influencers (project manager, architects, designers and brand agencies), end-users/brand owners
- Develop sales plans and budgets for achieving sales and profitability goals in line with the AOP
- Establish pricing programs and strategies. Provide optimum product positioning in consultation with Marketing - new products, price terms, bonus discounts, and service
- Implement differentiated service initiatives consistent with the customer segmentation framework, to strengthen customer dependency
- Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
- Facilitate and conduct quarterly reviews and coordinate GS Marketing, Technical and functional participation as appropriate.
- Sell and negotiate supply agreements and value-added services. Manage Price and Mix as required
- Work with Marketing to plan and implement all or some of the organization’s product line initiatives
- Implement and manage established processes/deliverables including Sales Force Dot Com (SFDC)

**Voice of Customer**
- Understand and communicate customer and end-user needs and wants, enabling insight to translate to action.
- Identify medium/long term trends that the Customer will focus on/investments that the Customer is planning / implementing - and impact to Avery Dennison.
- Co-ordinate the identification and development of new solutions (product/service) for Customers, based on the strategic direction of the customer
- Maintain alignment with Service & Logistics and Customer Service, on service performance, quality, capacity/stocks and customer satisfaction.

**Qualifications**:

- 7 years sales experience
- Formal Qualifications: Bachelor’s degree desired but not essential
- Product and Technical Knowledge
- Industry, End-user & Market Knowledge
- Forecast Sales and meet Goals
- Sales Negotiations Skills, eg: SPIN, Aligning value, Miller Heiman

Additional Information
**MORE FEATURES OF WORKING AT AVERY DENNISON**
- Flexibility: It is important to us and we offer flexible working solutions for all staff, to enable our staff to effectively balance their work and personal commitments at a time when they need it most.
- Sales Incentive bonus program
- Training and Development Opportunities
- Joining a Global Industry Leader there is a wide range of transfer and promotion opportunities both locally and abroad

All your information will be kept confidential according to EEO guidelines. At Avery Dennison, people are at the heart of what we do. We promote and encourage a diverse and inclusive workplace where everyone can be their best.