Commercial Analyst

Role Purpose:

The primary objective of this role is to provide financial, commercial, and analytical expertise to support Orica’s strategic goals. This includes maximizing financial performance and mitigating risks in areas such as account management, project and supply planning, capital planning, proposals, estimations, negotiations, and contract management.

Key Accountabilities:

• Commercial & Sales Excellence Support:
  • Update commercial and business improvement systems and tools (e.g., C4C, Wave, IBP, PPM).
  • Ensure contract compliance and performance.

Responsibilities:

• Provide commercial and sales excellence support for commercial activities.
• Conduct account financial analysis and reporting.
• Develop and share market intelligence with the Marketing team to identify prospects and business opportunities, including documentation for new market entries.
• Report key financial KPIs and ongoing initiatives to improve account performance (e.g., sales, gross margin, CFC).
• Develop strategies to retain business and increase customer loyalty in collaboration with Territory Managers (TM) and the Marketing team.
• Lead initiatives to improve account performance when necessary.
• Standardize commercial letters of offer, method statements, and other commercial and marketing materials.
• Support debtor compliance for nominated accounts as required by TM.
• Assist with account group/site negotiations.
• Develop and update customer account plans.
• Prepare Business Review and Development (BRAD) meeting packs.
• Coordinate BRAD meetings with assigned accounts.
• Identify and develop account growth opportunities where appropriate.
• Regularly analyze key data, providing trend analysis and corrective actions.
• Support customer complaint resolution when required.
• Manage the Ariba process for approval of opportunities, contracts, and capital.
• Oversee account plans, opportunity pipeline, wins/losses, and ongoing business improvement initiatives.
• Achieve demand forecast accuracy objectives.
• Create and approve contracts.
• Act as an SAP/system mentor for the area, ensuring effective use of systems, including direct training as needed.
• Ensure contract compliance and performance in conjunction with Marketing and TM, including volume and pricing analysis, R&F and hardship clauses compliance, payment terms, debtor analysis, and actions.
• Address margin leakages, profitability, and RONA.

Experience & Qualifications:

• Postgraduate qualifications.
• 3 years of experience in commercial or financial roles.
• Strong financial, analytical, commercial, and contractual acumen.
• Strong computer literacy.
• Proven ability to develop and successfully implement new processes.
• Ability to conduct detailed audits, review large quantities of data, and make analytical recommendations.