Position Description
Position Title:
Senior Commercial Analyst
Location:
36 Cahill Street, Dandenong
Reports to (title):
Chief Financial Officer
Approved by line manager:
Cameron Grant
Approved by HR:
Jude Duff
Date:
17/4/14
Role Purpose:
Business Partner
 Build respect, rapport and trust within the commercial teams (operations and sales) as
the ‘go to’ person for commercial decisions.
Commercial opportunities
 Drive relationships and communication with the sales team in order to highlight, and
give focus to, commercial opportunities. For example:
o work with sales team to identify the product opportunities that are currently
missed at Hospitals and Laboratories,
 Financial analysis at the planning stage that support commercial decisions.
 Suitable prioritisation and Business Case preparation on business improvement
initiatives,
 Drive Profit Improvement Projects and ensure that these are captured within the
forecast,
 Drive the education of the sales team to improve commercial opportunities through the:
o sales commissions process (refer below),
o identification of margin by customer,
o identification of transport costs by customer,
 Work through customer contracts to determine whether customer billing opportunities
have been optimized. For example whether there are opportunities to bill – fuel levies,
public holiday charges in addition to service fees.
05/03/2013
Commercial Finance Manager – Sales & Supply Chain
Supply Chain
 Considered financial analysis on supply chain projects (including sourcing opportunities)
that recommend a commercial decision with reference to the terms and conditions
offered by third party suppliers. Particular emphasis should be centered around
optimizing:
o Freight cost on inventory shipment (and the suitability of the Freight service
proposed) to the supply between SteriHealth sites and from SteriHealth sites to
the customer,
o Optimum inventory holding based on sales history (& forecast),
 Includes a consideration of the variability (standard deviation) of
customer ordering on the stock holding, and
 The tracking of the level of (Finished Goods) SKUs
o Optimum inventory delivery quantity (inners / outers),
o Sourcing of inventory items,
o Delivery channel for inventory supply (third party logistics to be considered),
Operational Efficiency
 Work with the operations team to ensure that each business unit is optimally efficient.
This involves:
o Identifying and measuring appropriate KPIs,
o Identifying and measuring maximum production output at a given level of
manning and explaining variances from optimum,
Capital maintenance
 Drive the discipline with the sales team that ensures that the fixed assets allocated to a
customer on ‘roll-out’ meets financial benchmarks and that over-investment in capital
does not occur.
 Capex Appropriation Requests (ensure that the process of examination of business
benefits is made prior to the purchase commitment with the supplier),
Sales Commissions
 Maintain
o The integrity of data for the purposes of sales commission measurement (costs
associated with processing and transport for prior year, budget and current
year),
o Gross Margin benchmarks for Sales Managers and once these have been set
Sales Territories,
o Drive salespeople to above budget performance through this process,
Financial Control
 Oversee billing processes to ensure that the following customer outcomes are well
managed
o Customer contract management process (particularly contract end date)
o Customer invoice accuracy,
 Drive the annual Budgeting & Forecasting Processes (& 5 Year Plan),
 Identification of non-compliance with business rules as well as under-take rectification
steps. Some example include
o Inventory delivery outside of business rules
05/03/2013
Commercial Finance Manager – Sales & Supply Chain
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o Customer roll-out that does not satisfy investment bench-marks
Oversee the following processes
o Weekly profit ‘flash’ reporting to the CFO & CEO,
o Weekly Reporting of the Commercial Performance of the business (including
KPI’s),
o Month-end accounting tasks,
o Accurate inventory record including process improvement and valuation
thereof,
o Accurate record of stock holding
o Reconciliation of Sales Commissions Payable as per the GL
Compliance
 Ensure that Insurance declarations reflect current knowledge of the business,
 Oversee container loss analysis (including links to depreciation rates),
 Ovesee Impairment testing (goodwill) – links to forecast,
Key Responsibilities
Financial control
Measures of Performance
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Supply Chain
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Commercial
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Capex
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Compliance
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05/03/2013
Weekly preparation of profit ‘flash’ report,
Planning and oversight of the annual budget process,
Preparation and maintenance of annual forecast file
(separate from budget),
Monthly reporting of non-GL business KPI’s,
Monthly preparation & review of Inventory & Accounts
Receivable (including provision accounts) GL rec’s
Financial Control of Inventory
Oversee the Financial aspects of Supply Chain,
Ensure that OEM prices are lowest,
Ensure that the holding of stock quantities are optimized
(no stock-outs) for all of Inventory Items, DSA and C64.
Ensure that stock movements minimize freight cost to the
business
Quantification & recording of Profit Improvement Projects
including sorting these projects into:
o Projects completed & financial impact included in
forecast (favourable & unfavourable EBITDA
impact),
o Incomplete projects ,
Circulation to Sales & Operations Managers Daniels
Ordering Supply Chain status,
Capex Appropriation Requests (with supporting reasons)
completed for all budgeted & non-budgeted spends,
Complete insurance declarations - ensure that we make
appropriate reference to:
o Property lease requirements,
Commercial Finance Manager – Sales & Supply Chain
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05/03/2013
o Operating leases that require STP insurance,
Bi-annual completion of Goodwill impairment and
container loss analysis,
Commercial Finance Manager – Sales & Supply Chain
Relationships/Interactions:
Internal/External
Who
Purpose and frequency of contact
Internal
CFO & CEO
Internal
Operations and Sales
Management
External
Auditors, insurers and the
ASX
Weekly preparation of ‘flash’ profit
reports,
Monthly preparation of annual forecast,
Weekly preparation of sales estimate for
the month and ad hoc requests for
information
Insurance declarations
Container loss analysis
Goodwill impairment analysis
Skills/Qualifications/Experience:
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Tertiary qualifications in Accounting, Finance CA/CPA Qualified
A driver of change that gives Finance considerations a voice and top priority within the
business
Very well organized, planned, considered and ordered approach to work
Statistical analysis experience will be highly regarded
Excellent people skills and an ability to gain respect within the business
Track record of delivering great outcomes and managing change with an attention to
detail
Minimum 5 years experience in a similar role
Demonstrated leadership skills
High Level of literacy, verbal and numeracy skills
Strong computer literacy with a working knowledge of MS Office (Excel, Word &
Outlook) and NAV enwis
Strong Professional Services background with emphasis on accuracy and neatness
Ability to work with minimal direct supervision
Ability to mentor staff
Passionate about driving change
Results oriented with strong desire to achieve targets
05/03/2013
Commercial Finance Manager – Sales & Supply Chain