Negotiation Director

This new role will lead global cross-market/cross category negotiations with key International Customers in Away From Home covering current turnover of $100mio.  Supporting the organization Big Bet to develop & win more tenders across this key growth channel.  This role will build out global multi-year cross-market negotiation strategies for our tenders with key Away From Home customers securing long-term sustainable growth and supporting share gains.   They will lead the negotiation planning & high stakes negotiation execution coordinating across 10+ Global OUs, IB & Foods teams as well as key Sector teams to ensure successful negotiation alignment & execution.

As part of the Negotiation Office, lead the development and implementation of multi-year Negotiation strategy for Global Tenders with our Away From Home customers driving sustainable growth and strategic share development.

• Build out Global tendering principles of engagement and ways of working to support consistent approach and facilitate alignment across Sectors & OUs.

• Own AFH Europe Lighthouse customer deal construction for both new & existing business renewals

a. Build Negotiation strategy, liaising with Europe & BU finance leads as required to ensure input and alignment.
b. Build/ lead Capcom documents (scale dependent) through region/corporate 
c. Partner with organised customer leads and new business leads in AFH team to build out key Negotiation levers and ensure strategy fits with business development strategy.

• Own the development & deployment of the AFH E2E RFP model/process & ways of working
a. Build a consistent approach to P&L inc. key levers in channel/sub-channel e.g. equipment/installations/upfront payments where applicable.
b. Liaise with global account teams to pull on best practice where it exists. 
c. Build out depository for key customers to support consistent approach. 
d. Build capability across BU teams to drive consistency in approach.

• Own RFP council with key senior stakeholders working across FOBO/COBO/PLI where required to secure sign off to key deal metrics to support Negotiation strategy and execution.

• Utilise & govern the use of the What It's Worth Model and drive application across Region/Bus to ensure consistency in accessing customer base.

• Build future thinking/ ways of working around how we capture A&M in this channel above market

• Partner with AFH New Business lead to support in capturing & negotiating new contracts to drive business growth.

• Partner with Negotiation Office counterparts to ensure consistency in application of Negotiation models and approaches.

• Strong negotiation skills and proven track record of tendering and negotiation success (business to business)

• Demonstrable strength in building negotiation plans to gold standard

• Extremely strong interpersonal skills, self-awareness and diplomacy, being able to adapt approach and gain buy-in, unifying a group of strong and varying personalities towards a common negotiation goal

• Pragmatic negotiation style – able to execute a negotiation plan

• High level of verbal, numerical and abstract reasoning

• Self-starter: ability to shape set and deliver an agenda with little supervision
• Tenacity and resilience; able to overcome obstacles and remain motivated and results focused
• Ability to multi-task and balance a complex and very broad agenda, distinguishing clearly between overall 'must win battles' and a multitude of smaller but pressing tasks
• Ability to operate effectively in a fast moving and changing environment, delivering results in a flexible (non-process oriented) culture
• Very strong attention to detail, with high quality standards for own work

Enthusiasm about negotiation process and governance

• Ability to build a clear strategy

• Strong network and credibility within the corporation

• Good project leadership skills

• Knowledge about internal processes and structures

• Ability to look at negotiations from customer and supplier side

Knowledge:

Essential:

• Previous knowledge and experience of negotiation
• Strong leadership & Influencing skills
• Cross cultural awareness especially in negotiation
• Fluent in English

Desirable:

• Ability to network and align across all levels and countries
• Knowledge of Away From Home customer negotiations/tendering and supplier ways of operating