Commercial Controller

Purcari Wineries Group, one of Moldova’s premier wine producers and exporters, is expanding its team. As part of our ambitious growth plans, we are seeking an experienced and dynamic Commercial Controller to join our team. This role will be key in overseeing the design and implementation of our pricing policies, aligning our commercial strategies with business objectives, and maximizing profitability across all markets. If you are a strategic thinker, passionate about the wine industry, and eager to make an impact, we want to hear from you!

Location: Romania or Moldova

Key Responsibilities:
Design and Implementation of Pricing Policies:

• Develop effective pricing strategies by analyzing market trends, costs, customer value, and competition.
• Manage and enforce the company’s Commercial and Pricing Policy across all sales channels (retail, wholesale, export, HoReCa).
• Consolidate Price Lists per channel, adjusting prices according to market dynamics, seasonal demand, and vintage availability.

Sales Costs Review and Alignment:

• Collaborate with Commercial and Marketing teams to analyze distribution and route-to-market costs (logistics, margins, promotional discounts).
• Optimize the profitability of product lines by ensuring full transparency and control over sales costs.
• Client Agreements and Trade Terms Management:
• Validate and negotiate agreements with distributors, retail clients, and HoReCa to ensure alignment with company pricing policies and budgetary constraints.
• Ensure full visibility into trade costs, rebates, incentives, and performance metrics.

Marketing & Sales Calendar (Above-the-Line - ATL):

• Partner with Marketing and Commercial teams to develop an annual commercial calendar, planning key marketing campaigns, events, and product launches.
• Participate in monthly approval meetings with senior management to track the effectiveness of marketing spend and align on investments.

Trade Marketing (Below-the-Line - BTL):

• Oversee BTL activities such as point-of-sale promotions, trade shows, and retailer-specific programs, ensuring alignment with ATL objectives.
• Provide financial oversight to ensure BTL investments are aligned with overall commercial objectives.

Portfolio Management:

• Collaborate with Marketing to lead the portfolio management process, focusing on product innovation and optimization (e.g., product launches, portfolio rationalization).
• Work with Sales to ensure that the portfolio strategy aligns with customer demand, market trends, and profitability targets.
• Credit Control and Payment Management:
• Monitor client accounts and ensure timely payments within agreed terms.
• Handle payment delays and extensions, particularly in international markets, and validate invoices and credit notes in line with sales agreements.

Procurement Process Alignment:

• Collaborate with Procurement to manage purchasing of materials (e.g., bottles, labels, corks, packaging) ensuring suppliers meet both cost and quality standards.
• Support the procurement process by working closely with budget owners (Marketing, Commercial) and ensuring supplier selection follows the company’s 3x3 process.

Financial Planning & Forecasting:

• Contribute to budgeting and forecasting processes, accounting for wine sales seasonality, inventory levels, marketing intensity, and market trends.
• Evaluate the financial impact of various business scenarios, including marketing campaigns, product launches, and trade agreements.
• Provide insights into the ROI of campaigns, promotions, and product introductions, measuring effectiveness in driving brand value and sales.

Reporting and Administrative Support:

• Maintain and generate regular reports on pricing, client agreements, marketing spend (ATL & BTL), procurement activity, and sales performance.
• Ensure compliance with internal controls and industry regulations, particularly in wine trade markets.

Key Leadership Competencies:

• Strategic Thinking: Ability to align pricing and financial policies with long-term business objectives.
• Decision-Making: Data-driven decision-making that affects pricing, profitability, and market positioning.
• Cross-Functional Collaboration: Lead and coordinate with Sales, Marketing, Finance, and Supply Chain teams to implement pricing strategies.
• Communication: Clear articulation of financial insights and pricing policies to stakeholders across the organization.
• Change Management: Guide teams through changes in pricing strategies while ensuring alignment and minimizing disruptions.
• Problem Solving: Proactively address financial and pricing challenges with innovative solutions.
• Financial Acumen: In-depth understanding of cost structures, revenue drivers, and the financial implications of pricing decisions.

Required Skills and Experience:

• At least 5 years of experience in Sales/Commercial Controlling, ideally in the FMCG or beverages industry.
• Proven expertise in pricing strategy design, portfolio management, and sales cost analysis.
• Familiarity with best practices in the cost of doing business with International Key Accounts (IKA) and Route-to-Market (RTM) through distributors.
• Experience in ROI analysis for promotional activities, budgeting, and controlling.
• Ability to work cross-functionally with teams like Commercial, Marketing, and Supply Chain to align strategies and objectives.
• Strong understanding of financial planning, forecasting, and growth metrics in a beverage company environment.

Qualifications:

• University degree in Business Administration, Finance, Economics, or a related field.
• Professional certifications (e.g., ACCA, CFA) would be a plus.
• Deep knowledge of financial regulations and wine trade laws, particularly in international markets.
• Experience with ERP and financial software systems.

What we offer:

• Competitive compensation based on experience and skills.
• A dynamic and professional working environment.
• Access to training and professional development programs.
• Medical insurance and other benefits.
• Preferential prices on Purcari products.
• Lunch vouchers.

If you're ready to take on a challenge and contribute to the continued success of Purcari Wineries Group, we invite you to apply today hr@purcari.wine!