Overview

We are seeking a motivated leader who is passionate about winning business at the right price. As a member of the Global Finance and Accounting team, the Commercial Manager will work with business leaders from various departments to define and implement key pricing policies & business strategies while training others on processes designed to support Meissner’s agility and sustainable growth. This person will also manage the overall quotations process and develop analytics for the business in order to evaluate the impacts of cost inputs and pricing decisions across our portfolio of products. Due to Meissner’s rapid growth, the Commercial Manager will play an integral role in ensuring that our pricing strategy aligns with the dynamic marketplace we serve and the value our organization delivers.

Responsibilities

The First Year

The first twelve (12) months of this leadership position have been outlined in the following sections to clarify direction and intention of this role at Meissner.

First 3 Months

Meissner primarily serves biopharmaceutical and pharmaceutical clients, which is comprised of an array of verticals, customers, and various product types. During the first three months you will:

• Know our Products and Customers- gain an understanding of revenue segmentation (by vertical, customers, and product) and related growth in order to prioritize initial efforts.
• Understand Our Value Proposition- Due to our Core Commitments and Focus at Meissner, we offer a unique value proposition that should be well-understood and reflected in our pricing strategy. You will also gain an understanding of our competitors, leveraging both internal and external resources to prepare training tools and guides to help position our Company in competitive bidding situations.
• Monitor Quotations, RFQ Responses and Contract Pricing Negotiations - We are constantly quoting new opportunities due to the various lifecycles associated with client relationships and/or specific products and services. You will monitor pricing and quotes prior to release to clients and immediately escalate anything that appears amiss for further evaluation.
• Understand our costs - and key inputs including labor, materials, and overhead for various product lines, and obtain a general understanding of how our products are made. Meissner is in a high state of growth and therefore, these inputs are increasingly dynamic, thereby requiring a disciplined pricing strategy and culture at Meissner.

3-6 Months

Using knowledge gained in the first three months, the Commercial Manager will actively engage in pricing strategy and related negotiations. The focus of these efforts, in terms of which products and clients the Commercial Manager will engage with, will also be predicated on learnings from the first three months and include activities designed to:

• Negotiate for Success - learn to execute pricing strategies that consider buyer behavior and negotiation tactics, overall client relationship, required concessions, industry demand and constraints, competitive landscape, future growth opportunities, payment terms, etc.
• Understand and Adhere to Meissner’s Key Principles of Negotiation and Related Business Rationale – understand our key points of interest and how they not only benefit Meissner but ultimately our customers.
• Conduct post-mortem analysis on client interactions to develop, implement, or review best practices for pricing strategy and negotiations.
• Share and Implement Best Practices – as a cross-functional leader, you will document and share best practices with other departments (e.g. Sales, Product Management, Application Engineering, etc.), related to quoting opportunities, Large RFQs, and clearly articulating / communicating Meissner’s value proposition while managing client objections.
• Improve or Create (New) Processes to standardize best practices across the organization while promoting critical thinking and sound business rationale.

6-12 Months

With a firm understanding of Meissner’s key principles of negotiation, as well as buyer’s interests and psychology, the Commercial Manager will be responsible for the design and implementation of processes, resources, and education related to:

• Contract Pricing – to place Meissner in a position to successfully address the most common points of interest between respective parties (Meissner and its Customers), with appropriate pricing that supports the sustainable growth and agility of the organization.
• Sales Training – understanding the importance (and ultimate impacts of) pricing to the organization, the Commercial Manager will be responsible for promoting a strategic sales mindset across various departments, instilling the proper discipline and critical thinking associated with sales psychology through formal training programs and real-time coaching.
• Develop a Pricing Playbook- to provide the relevant (internal) stakeholders a resource and reference guide that memorializes the aforementioned principles and variables, including price-setting and escalation points for exceptions within the Meissner Organization.

The Commercial Manager will also provide cross-functional support by way of:

• Leading Contract Pricing Negotiations – related to new and/or existing supply agreements
• Reviewing Pricing of Existing Portfolios –various product portfolios for specific clients and adjusting pricing to appropriate levels.
• Managing Annual Price Adjustments – taking an active role in the analysis, implementation, and execution of annual price increases through direct communication with clients.

Essential Duties and Responsibilities

• Perform data (pricing) analysis and financial modeling on new and existing product portfolios and product launches; share pricing related insights internally with key stakeholders to support effective business decisions.
• Conduct market research and comparative pricing analysis to benchmark Meissner’s pricing strategy to its competitors; augment research with post-mortem deal analysis (wins – losses) and share related insights internally with key stakeholders.
• Drive process improvements, share and implement best practices, and develop new resources and education to support the success of Meissner’s sales team.
• Lead and monitor quotations, RFP/RFQ pricing, and contract pricing negotiations for new and existing accounts.
• Lead and maintain disciplined pricing and negotiation strategies that support sustainable profitability and growth for the organization. Provide ongoing feedback and coaching to the sales team to drive long-term results.

Qualifications

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required to successfully function in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION & EXPERIENCE

Must have a bachelor’s degree in Business, Accounting, Finance or other related degree from an accredited university. 

The successful candidate must be a self-starter who has at least three (3) to five (5) years’ experience in pricing, statistics, finance or a related field. The successful candidate must also possess the following skills and attributes:

• Is passionate about sales strategy and negotiations, with a demonstrated track record of leading successful negotiations.
• Strategic and critical thinker, with an ability to think multiple steps ahead.
• Excellent interpersonal skills with an ability to interact cross -functionally with all levels of management and across all geographies.
• Inquisitive, self-motivated, resourceful, proactive, with an ability to see tasks through to completion.
• Strong communication skills in both verbal and written settings.
• Analytical, with a high attention to detail
• Strong organizational skills with the ability to prioritize.
• Strong proficiency in Excel and PowerPoint (or equivalent presentation software)
• Ability to understand the total scope of business while executing on tasks
• Ability and desire to learn quickly in a fast-paced team environment.

Each employee of the Company is an at-will employee, unless specifically notified otherwise in writing. This means that the terms and conditions of employment may be changed with or without cause. It also means an employee may terminate their employment at any time, for any reason, and the Company has the same right to terminate an employees’ employment at any time for any reason.

Meissner Filtration Products is proud to be an Equal Opportunity Employer.