Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience.
We have 160,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
Reporting to the Managing Director, the drives pricing strategies,tactics, processes and tools in support of the business’ vision, goals,priorities and commercial strategy.
Works closely with Commercial Leadership,Strategic Marketing and Technology (SMT), Risk Management and Sourcing (RMS),BOSC, and Financial Planning & Analysis (FP&A) to recommend and executecommercial strategy centered around strategic pricing.
Recommends ways toenhance margin through price setting, price getting, process / governance, andtools / analytics. Effectively balances near-term pricing decisions withmedium-to-long term market-level strategic and commercial priorities.
ThePricing Lead is accountable for managing the data strategy and analytics tosupport commercial excellence initiatives such as customer profitability andstrategic pricing.
Link strategy with pricing and set price targets at agranular level (species, segment, sub-segment, geography)
Governthe price setting process that includes design rights, accountabilities, andapproval thresholds / routing;
Drivethe cadence (weekly, monthly, quarterly) of price setting and gettingdiscussions, including cross-functional input;
Regularlygather and consolidate data from multiple ANH functions (i.e. RMS, SMT, Sales)and capture / incorporate priority factors (e.
g. customersegmentation / sub-segmentation, willingness to pay, competitive landscape anddynamics, market supply and demand, internal profitability) to set pricetargets;
Develop, anticipate and communicate thestrategic, financial, and administrative implications and risks of proposedpricing strategies and recommendations;
Drive prioritization of activities that supportstrategic pricing across the interdependencies within the business : Commercial,SMT, FP&A, BOSC, RMS.
Work withmarket teams (sales and supporting functions) to drive good pricing execution
Review whether changes are needed to meetstrategic goals by reviewing price, margin, volume (price elasticity ofdemand), formulation, product offering, cost-to-serve, etc.;
Guide / train commercial leadership to understandthe right strategic drivers for the business and align and develop a pipelineof continuous improvement activities as an outcome of these meetings;
Recommend measures to improve customerprofitability, as well as action plans to improve the value creation of productofferings.
This also includes collaboration with commercial teams in developmentof proposals to strategic customers;
Create the full price waterfall for thebusiness, including all on and off invoice discounts and ideally cost to serveelements, provide transparency to the business, and drive continuous marginmanagement / customer profitability process;
Equip the sales team with pricing information toassist in developing account plans and provide or help them build customercollateral that supports successful negotiations and helps them communicatethe value ANH is creating (so that value can be monetized) this includesguidance on value messaging;
Joint visits with Commercial Leads to KeyAccounts, understanding the business, setting up customer specific pricestrategies and help explain price strategies / movements to key customers;
Apply pricing rules, policies (i.e. freightpricing policy) and decisions firmly, fairly and provide detailed explanationssupporting decisions.
Research pricing discrepancies for and propose solutionsto fairly resolve pricing disputes.
Developand own data sets, tools and reporting
Buildand monitor a rigorous process of tracking pricing decisions against targets;
Createa reporting cadence and dashboard to identify potential issues / opportunities tomarket leadership for potential action;
Own the commercial dataset used for pricing andcommercial decisions. Consistent with agile methodology, create and manage thebacklog of enhancements and priorities (e.
g. complete transparency arounddiscounts);
Ensure through cross functional collaborationwith MIDS, FP&A, IT, Supply Chain, etc. that the underlying datainfrastructure meets the needs in order to be able to perform strategic pricingwork;
Deploy,maintain and oversee the facilitation of training on business pricing tools andsystems.
Work withthe CE Team and Global Pricing Organization to deploy and enhance pricingcapabilities
Work with the MD, RMD and CE Team together todesign the organization, moving pricing from an internally focused,process-only role and into a strategic role that provides insight and guidancein the commercial space, position Strategic Pricing as a decision making bodysafeguarding our strategy;
Act as the point person to drive pricinginitiatives in the local market, based on the global playbooks, and share backcase studies to the CE Team;
Track progress against major market level KPIsestablished by the CE Team;
Maintain the backlog of projects andopportunities in market, and work with the CE Team to prioritize activities,resourcing, and expected benefits.
The position may be based in Thailand or Vietnam.