About this position
TITLE: Commercial Profitability Manager DIVISION/DEPARTMENT: Finance
REPORTS TO: CFO (Interim), EVP Finance (Long Term) FLSA CLASSIFICATION: Salary/Exempt
Gold Star Foods is the leading food distributor to K-12 schools in the United States. We are a company devoted to providing our customers with incredible customer service. We know that it is our teammates who make the difference! Join our team and find out what it is like to work somewhere where you enjoy getting up for work every day!
POSITION OVERVIEW:
The Commercial Profitability Manager will be responsible for three primary sets of accountabilities:
- Analyzing, monitoring, and optimizing the net profit at the customer level, moving beyond top-line revenue to assess true customer profitability. By tracing both product costs and "costs to serve”, this role will identify high-value customers and devise strategies to improve profitability or divest from unprofitable ones.
- Tracking and reporting bid results on a real-time basis, with the focus on margin dollar variance to prior trailing twelve- months performance.
- Provide inputs to the FP&A team for the annual budget process that reconcile to the bid tracking to include: volume, net sales and margin inputs, by customer and category,
PRINCIPLE RESPONSIBILITIES:
- Manage customer level profitability while looking at Gross Margin (cost of product) and Contribution Margin (Cost ot serve)
- Data-Driven Decision Making: Replace intuitive decisions with factual data to determine when to raise ASP, restructure service parameters, or phase out unprofitable accounts.
- Work with operations to identify inefficient routes and develop optimal strategies to make routes more efficient and profitable.
- Tracking and report bid results on a real-time basis, with the focus on margin dollar variance to prior trailing twelve-month performance
- Provide inputs to the FP&A team for the annual budget process that reconcile to the bid tracking to include: volume, net sales and margin inputs, by customer and category,
- Drive process improvements and develop new tools (including AI based solutions) to improve effectiveness of decision making and reporting
- Utilize techniques like activity-based costing (ABC) to calculate the exact profit from each customer (Revenue - Costs)
- Continually investigate cost drivers to reduce the expense of servicing, such as lowering support costs for low-margin clients
PRINCIPLE RESPONSIBILITIES (continued):
- In conjunction with Revenue Management, review gross margin on a monthly basis at the customer level and provide analysis and recommendations to the sales leadership team
- Analyze and manage margin exception reports, identifying risks and recommending corrective actions
- Perform cost-to-margin analysis, partnering with department heads to improve profitability and minimize margin erosion
- Manage and maintain low-margin reporting at the customer level, providing visibility and insights to senior leadership
- Evaluate logistics and cost-to-serve impacts on pricing and profitability
- Performs other duties as assigned
REQUIRED SKILLS:
- Ability to influence senior leaders across multiple functions
- Excellent analytical capabilities with ability to quickly identify trends, data correlation to financial results
- Ability to communicate clearly and concisely, both orally and in writing.
- Excellent time management and organizational skills
- Strong ability to multi-task and excel under pressure
- Detail oriented
- Proficient in Microsoft Office, primarily excel
- Margin Management, Finance, Foodservice and/or Microsoft NAV experience a plus
- Experience with presentations and public speaking
- Experience with Microsoft Teams applications
EDUCATION/EXPERIENCE:
- Margin Management, Finance, Foodservice and/or Microsoft NAV experience preferred.
- Bachelor’s Degree
WORKPLACE REQUIREMENTS:
- Full-time in-office in Ontario, CA preferred given required cross-functional collaboration and pace of decision making
- Would consider hybrid or remote arrangement for a highly qualified candidate that has demonstrated excellent performance in this type of arrangement
TRAVEL REQUIREMENTS:
- This position may require travel 0-5% of the time.
OTHER DUTIES:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
WORKING CONDITIONS AND PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Individuals may need to sit or stand as needed. May require walking primarily on a level surface for periods throughout the day. Reaching above shoulder heights, below the waist, or lifting as required to file documents or store materials throughout the workday. Proper lifting techniques are required. May include lifting to 25 pounds on occasion.
EOE M/W/Vet/Disabled:
The above duties and responsibilities are essential job functions subject to reasonable accommodation. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. This job description is not to be construed as an exhaustive statement of duties, responsibilities or requirements as the employee may be required to perform any other duties as assigned. In the event of an absence where the teammate cannot perform these duties, the Manager will determine who shall perform these duties.
Affirmative Action Statement:
Applicants must be currently authorized to work in the United States. We are proud to be an Equal Opportunity and Affirmative Action employer, and consider qualified applicants without regard to race, color, creed, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, or any other protected factor under federal, state, or local law.
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