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Marketing Manager

Date Posted: Jan 9, 2019

Location: Jackson, MI, US

Company: Gerdau

Gerdau is a leading producer of long steel in the Americas and one of the largest suppliers of special steel in the world. In Brazil, it also produces flat steel and iron ore, activities that are expanding its product mix and boosting its competitiveness. It is also the largest recycler in Latin America and around the world it transforms each year millions of tons of scrap into steel, reinforcing its commitment to sustainable development in the regions where it operates. Gerdau's shares are listed on the São Paulo, New York and Madrid stock exchanges.

 

Our history dates back to 1901, when we started as a nail factory in Porto Alegre, Brazil. Today, our products are present in the daily lives of millions of people. Annually, millions of tons of scrap are recycled and turned into quality steel, which serves the construction, industrial, agricultural and automotive sectors.

 

We believe our steel has the strength of transformation, and since the beginning of our history, we have aimed to transform lives. Steel turns projects into reality, developing communities and making them better places to live. By investing in people, processes and technology, the company is prepared for the changes that will inevitably occur in this dynamic global environment.

 

As a division of Gerdau, Gerdau Special Steel North America (GSN) produces high quality engineered carbon and alloy SBQ steel bars for safety critical applications used by the automotive, commercial vehicle, construction, agricultural, distribution and energy markets. With three special steel producing mills and a heat treating facility strategically located throughout the United States, Gerdau is capable of providing solutions for the most demanding applications.

 

SUMMARY: This position partners closely with sales and product teams to shape ongoing pricing and promotion strategies and novel pricing initiatives to improve net revenue. Guides team of analysts to develop hypotheses, tools, and analyses to support data-driven recommendations. Enables and influences the broader organization to adopt pricing principles and approach.

 

The responsibility of this position is develop and implement strategic guidelines for price quoting and price contract negotiations.  This position will manage a team of pricing analysts for developing customer quotations.  This position also will direct outside sales in conjunction  with the director of sales and the director of marketing for customer annual contract negotiations.  In addition, the position will manage commercial activities including order bookings, customer demand and shipments.  This role will also direct and manage working capital (finished goods inventory) reduction activities.    The role will manage commercial EBTDTA deployment activities including selling price forecasting and shipment forecasting.  The role will manage the customer volume discount programs, develop the periodic customer credits and forecast accruals for future customer volume discounts.  The role will also oversee all surcharge implementation and billing activities. The role will support the billing discrepancy process by coordinating activities between outside sales, inside sales and shared services. 

 

DIMENSIONS:

 

Supervisory:    Reports directly to a Marketing Director.  Will manage team of pricing analysts.

 

NATURE AND SCOPE:

 

The candidate for this role must have strong planning, technical, communication and computer skills (PowerPoint, Excel, AS400/PLEX, ShowCase Query).  The position requires strong management skills as the direct supervisor of the team of pricing analysts, leading them through price and cost analysis, forming recommendations, the development of customer quotes, and surcharge management. The position also requires exceptional communication skills and relationship building in order to thrive in the multi-disciplinary management and coordination of activities with S&OP, shared services, order fulfillment, outside sales, plant leadership, quality and technical personnel, and direct interaction with customers.

 

Requires a Bachelor’s degree in marketing, business, engineering or a related area, and a minimum of 10 years of experience in marketing, market research, or related analytical and commercial roles. The ideal candidate will have experience in a wide variety of quantitative and qualitative research methodologies, should be analytically focused, and have proven experience developing action plans based on their own analysis.  The ideal candidate will have solid steel industry experience, and be a good coach and developer of people.

 

The candidate will be required to have prior knowledge and experience in steel or steel using industries, with particular knowledge in markets utilizing merchant bars, wire rod, structural, SBQ, or concrete reinforcing bar (SBQ specific for GSN).  Must work creatively and analytically to solve day-in and day-out problems. Must have a proven ability to establish and maintain strong, positive relationships with commercial and operations teams, as well as lead a team of his/her own.

 

The Marketing Manager will be required to travel approximately six times per year to visit customers, mills, and/or attend trade shows and trade association meetings.

 

PRINCIPAL ACCOUNTABILITIES:

 

Both perform and lead a team of analysts to perform:

 

  1. Develop and manage strategic pricing initiatives to optimize price and volume realization and maximize profitability with a view of long term sustainability.

 

  1. Direct Price Negotiations
    1. Manage the price negotiation process between sales and the customers in conjunction with the director of sales and director of marketing. 
    2. Insure adherence to negotiating directives and analyze and report results. 
    3. Analyze the sales negotiations effectiveness and impact to GSN revenue

 

  1. Manage Price quoting
    1. Lead and manage the team of pricing analysts responsible for timely response to customer inquiries for new business (RFQs)
    2. Insure the team is observing pricing strategies defined by Marketing
      1. Optimal price
      2. Timeliness of quote
      3. Accuracy of quote
      4. Cost and margin
      5. Follow through the sales process with outside sales and inside sales

 

  1. Direct and manage the pricing analyst team for all surcharge implementation and billing.
    1. Insure the customer agreements are aligned with the system entry to accurately bill all surcharges including; scrap, alloys and fuel.
    2. Insure the timeliness and accuracy of all customer surcharge correspondence including letters and customer surcharge spreadsheets

 

  1. Manage Commercial EBITDA Deployment Activities
    1. Gather and organize commercial data that impacts EBITDA on a monthly basis including pricing, surcharge revenue, shipments, inventory, and market goals.
    2. Analyze data and create L3 presentations for Director of Sales and Director of Marketing to consolidate the deviations and report the counter measures
    3. Research and develop countermeasures for any pricing deviations              

 

  1. Oversee the Administration and Management of the Sales Process
    1. Analyze and manage customers bookings, order management adherence, demand planning, and shipping forecast
    2. Analyze and manage shipment activities to assure adherence to forecasts and conduct root cause analysis of non-compliant goal and KPIs as it impacts the GSN financial performance
    3. Manage adherence to the goals and KPIs of working capital, inventory
    4. Direct outside and advise inside of non-adherence to goals and manage the activities to improve and to sustain continuous adherence
    5. Perform routine and exceptional analysis of inventory positions, communicate and manage the individual performances of outside sales.
    6. Develop reports to analyze the monthly order management process including shipment history, salesman feedback, shipping patterns, etc. at the customer SKU level to be used in the order management alignment (DAM meeting).

 

  1. Billing Accuracy Assurance and Resolution
    1. Manage the commercial process for the correct invoicing of products to the customers including base prices, surcharges and freight charges
    2. Manage short and overpay analysis
    3. Determine whether billings are correct and collectable
    4. Communicate resolution to shared services and plant accounting

 

  1. Price Forecasting
    1. Prepare the monthly rolling forecast and periodic long term price forecasts for each mill
    2. Encompass the pricing activities (quotes and price negotiations) into the price forecast

 

  1. Volume Rebates
    1. Develop and manage the volume discount / rebate programs with each customer
    2. Manage and reconcile periodic discount payments or credits and debits to account
    3. Prepare all discount accrual requirements for future discount expectations
    4. Reconcile accruals with actual payments

 


Nearest Major Market: Jackson Michigan
Nearest Secondary Market: Ann Arbor

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