Commercial Manager

Role & Purpose:
The Commercial Manager is responsible for driving sustainable and profitable growth by owning and developing long-term strategic customer relationships. The role ensures that the customer needs are deeply understood and translates into value adding, high-quality, and commercial sound service solutions, delivered through disciplined alignment with all internal enabling functions.
The role goes beyond traditional key account management and acts as the commercial owner of the business pipeline, balancing growth ambition, profitability, capacity utilization, risk and long-term business sustainability.
Core Responsibilities and Accountabilities:
▪ Own the commercial performance and sustainability of assigned key accounts,
including growth, margin, portfolio mix and long-term strategic value.
▪ Identify, shape and prioritize new business opportunities based on defined
criteria: profitability, capacity fit, complexity, risk and strategic alignment.
▪ Actively manage the balance between short-term revenue opportunities and long-term business sustainability.
Customer & Relationship Management:
▪ Develop and maintain long-term, trusted partnerships with key customs at both operational and senior levels.
▪ Ensure a clear understanding of customer strategies, priorities, future plans and proactively align Den East's capabilities (including Bloom. Global Food & Beverage Innovation Center) to support them.
▪ Represent DenEast professionally and consistently, safeguarding company interests while strengthening customer trust.
Commercial Process Ownership:
▪ Own the end-to-end commercial process from opportunity identification through development, validation, launch and commercialization.
▪ Lad opportunity qualification and ensure internal alignment before committing resources.
▪ Drive disciplined execution of new product launches through structured coordination with R&D (Bloom. Innovation Center), Operations, Supply Chain, QA, Finance and external partners.
▪ Ensure timely, accurate and transparent communication with customers throughout the commercial lifecycle.
Innovation & Value Creation:
▪ Actively leverage Den East's technical capabilities and Bloom. Innovation
Center to co-create differentiated, value-added solutions with customers.
▪ Proactively identify innovation-led growth opportunities that enhance customer differentiation, speed-to-market and DenEast margin performance.
▪ Translate innovation initiatives into tangible commercial outcomes.
Commercial Governance & Compliance:
▪ Ensure correct implementation and governance of Manufacturing & Supply Agreement, commercial terms and pricing structures.
▪ Ensure strict adherence to Quality Agreements in collaboration with QA and Operations.
▪ Maintain oversight of commercial risk, including customer compliance (to regulatory bodies), scope control and contractual commitments.
Forecasting, Capacity and Financial Discipline:
▪ Lead customer forecasting processes and ensure alignment with internal capacity planning.
▪ Analyze variances between forecast, purchase orders, actual performance and propose corrective actions.
▪ Monitor customer account receivable status in coordination with Finance and take appropriate action when required.
Leadership & Internal Alignment:
▪ Guide and develop assigned team members to ensure effective execution and professional growth.
▪ Represent key commercial interface on customer development toward key partners (e.g., Tetra Pak) on commercial and strategic matters.
▪ Facilitate cross-functional alignment and resolve commercial trade-offs impacting customers and internal performance.