Commercial Finance Manager
AJM Packaging Corporation
Bloomfield Hills. MI
Position Overview –
AJM Packaging Corporation, one of America’s leading manufacturers of sustainably sourced and produced disposable paper products, including paper plates, cups, bowls and bags, is currently engaged in a comprehensive search for a uniquely qualified and exceptionally capable Commercial Finance Manager to lead and manage the commercial financial and related administrative function supporting our executives, sales organization, customer support group and finance team. This dynamic role will be responsible to support sales and customer service teams through analysis and review of customer and item trends in volume and margin. Work with sales and other departments to develop sales and margin forecasts and annual budgets. Review performance against forecasts and budgets and communicate to proper stakeholders. Analyze all RFP & RFQ submissions to customers for financial impact on revenues and margins. In fulfilling these primary responsibilities, the incumbent will oversee commercial administration of pricing, volume incentives, overbills, rebates, marketing fees, management fees, database accuracy, customer RFP’s and RFQ’s. Concurrently, the incumbent will be the strategic financial partner that empowers our sales leaders and teams to win. Your leadership will influence decisions, modernize processes and inspire collaboration across Finance, Sales, Business Development, Customer Service and beyond.
Reporting directly to the CFO, with a strong dotted line to the VP Sales & Marketing, the Commercial Finance Manager will be responsible for working on an inter-departmental basis to promote and maintain customer-centric policies and procedures consistent with the company’s “customer first” agenda in furtherance of the company’s long-term goals and objectives.
Responsibilities & Duties –
- Commercial budgeting, analysis and variance reporting against forecast, budget and historical.
- Drive transformative Commercial Finance projects and build models that tell the story—ROI, pricing, mix, competitive analysis, and more
- Analyze net sales and margin variances, connecting the dots between pricing, volume, and promotions to optimize performance
- Manage forecasts and budgets of revenue, rebates, brokerage, commissions, program costs and discounts providing variance explanations and recommendations to the business on opportunities and risks
- Track and manage all pending rebate and brokerage programs awaiting approval, ensuring program dates remain current and reflect any changes that occur during the approval process through ongoing communication with sales
- Maintain all pending advisories, create new advisories as required, and ensure each advisory remains accurate and up to date through continued validation for each customer program
- Apply a hands-on approach to managing the full scope of financial and commercial activities during the sales phase, while providing lessons learned to financially and contractually comparable projects
- Spearhead consistent follow ups for approval and execution of contracts, programs, and internal documentation, ensuring accuracy and completeness in collaboration with the President and Sales team
- Process sales incentive vouchers for approvals, verifying accuracy and coordinating submission to payment
- Regularly audit, evaluate and revise all processes and procedures, as necessary and appropriate, to incorporate “best practices” and ensure repeatability and survivability
- Set-up and maintain all customer accounts and related databases and ensure all information, including, but not limited to, customer “Bill To”, “Ship To”, credit and contact information, as well as product specifications, pricing, allowances, incentives, commissions, cash and freight terms are accurate
- Prepare negotiated programs for RFP submissions, present total program values, product discount rates and year over year program changes
- Own the annual contract negotiations, rate adjustments and contract renewal process and deal evaluation
- Collaborate with Sales Team to verify accuracy and validity of all rebate agreements, brokerage agreements, and rebate/accrual/overbill price lists, while conducting annual audits on each program.
- Work with Sales, Manufacturing, Logistics and Finance Teams to ensure all customer requests for pricing (i.e. RFP), information (i.e. RFI) and/or samples are fulfilled timely and accurately by the Customer Service team
- Analyze and track orders, as necessary and appropriately, to comply with customer requests and/or ensure customer compliance with previously agreed terms and conditions of sale
- Monitor all customer KPI’s, including but not limited to On Time/In Full (“OTIF”) performance, in stock levels, complaints and compliance with various labeling, packaging, palletizing, routing and/or other requirements, notify key stakeholders of non-compliance and take all necessary and appropriate remedial action
- Monitor daily “Order Issue Report (OIR) and, as necessary and appropriate, notify key stakeholders of any problems, work on an inter-departmental basis with manufacturing, purchasing, logistics and/or other interested parties to remediate any problems and escalate unresolved issues to successively higher management levels in pursuit of a satisfactory, if not optimal, solution
- Monitor customer order patterns and year-to-date (YTD) performance and, as necessary and appropriate, notify key stakeholders, including sales representatives and sales management, of any anomalies in an effort to avoid or, at least, mitigate potential damage
- Determine sales targets and goals for sales team members in conjunction with sales management. Analyze and measure performance against goals and reconcile figures for accuracy. Review and revise, as appropriate, internal sales team goal achievement calculations.
Minimum Requirements –
- Bachelor’s degree in Accounting or Finance required
- 7+ years of progressive business and financial experience in Corporate Finance, Sales Finance, Customer Finance or Category Finance and / or business analysis, preferred in CPG companies
- Must be 18 years of age or older
- Expertise in project management, including system upgrades, rollouts, or automation
- Strong knowledge of financial systems and accounting principles
- Previous P&L responsibility and Consumer Business experience along with a thorough understanding of forecasting techniques is required
- Strong knowledge of sales fundamentals and the purpose of trade investments
- Strong business judgment, problem-solving and analytical skills
- Strategic thinker who is willing to operate outside their comfort zone and has the courage to challenge the status quo
- Strong interpersonal, communication and presentation skills
- Demonstrated leadership skills to drive change cross-functionally
- Exceptional ability to influence without authority
- Advanced level Microsoft Office Suite skills (Word, Excel, Access, PowerPoint, Outlook, Teams) required.
- Strong management, leadership, organizational and administrative skills, able to multi-task and stay cool under pressure.
Benefits -
At AJM, our comprehensive “Cafeteria Benefits Plan” and “Flexible Spending Arrangement” (FSA), truly sets us apart from the competition. Under the cafeteria plan you’ll receive a comprehensive package of company paid medical, dental, optical, life and disability insurance coverage.
Summary of Benefits –
- Medical Insurance (BCBS)
- Dental Insurance
- Optical Insurance
- Life Insurance
- Short & Long-Term Disability Insurance
- Cafeteria Benefits Plan
- Flexible Spending Agreement
- Health Savings Account
- Child & Dependent Care Savings Account
- 401 K Retirement Plan (with Safe Harbor Company Match)
- Tuition Assistance
- Employee Assistance/Wellness Program
- Paid Vacations
- Paid Holiday
- Paid Sick & Personal Time
- Professional Development Program (AJM University)
About Us -
AJM was originally founded as a distributor of commercial paper, plastic and foil packaging products and related cleaning, janitorial and order processing supplies and equipment by three (3) Detroit area brothers operating out of a small warehouse in Detroit’s Eastern Market. In 1957 they built and moved into slightly larger quarters on Detroit’s southwest side, where, for the very first time, they began manufacturing their own products. Over the ensuing decades, AJM gradually evolved from its broadline distributor beginnings into a major paper products manufacturer, today employing nearly 3,000 people and operating eight (8) manufacturing and five (5) warehouse/distribution facilities strategically located throughout the United States.
Some things have undoubtedly changed since AJM was founded, but the company’s commitment to its customers and employees, alike, has not wavered and is deeply embedded in its DNA. So, too, is the founding brothers’ entrepreneurial spirit, “can do” attitude and singular focus on the value proposition that has fueled the company’s success from the very beginning. We’re still family owned and operated, still manufacturing our products in the good old USA and still providing our customers with the same reliable service and quality products they’ve come to expect from AJM for more than 75 years now.
Career Development -
At AJM, we realize we will only go as far as our employees can take us and, for that reason, we invest millions of dollars every year on both classroom and on-the-job training to develop our employees’ skills and promote a culture of learning and continuous improvement. There are no barriers to impede your progress here and no ceilings to halt your advance. You’ll control your own destiny, and we will help you reach your full potential with both in-house development programs and tuition reimbursement for undergraduate and graduate level college studies. Join our team and see where your AJM journey takes you!
For More Information -
Visit our website at www.ajmpack.com
AJM Packaging Corporation is an equal opportunity employer and does not discriminate on the basis of race, religion, color, sex, national origin or other legally protected status.
