Objectives and Key Deliverables
The successful candidate will immerse with one portfolio company for a six month to one-year time period identifying and executing a playbook of value creation opportunities (VCO). Once it is clear that value creation opportunities have taken hold, the candidate will focus on the next opportunity, transitioning into a monitoring mode on the initial portfolio company.
The transformations will cover the following areas:
Pricing:Identify opportunities to execute tactical pricing and margin enforcement programs ;identify areas where price is inconsistent with value delivered to customer
Volume from growth: Identify opportunities to better use customer insight to drive revenue
Volume from adjacencies: Execute on opportunities to drive high probability growth adjacencies
Salesforce effectiveness: Improve sales deployment, effectiveness, process and tools
Procurement optimization: Execute strategic sourcing program to reduce cost of materials
G&A efficiency: Eliminate redundancies and inefficiencies
Supply chain and distribution optimization: Execute opportunities to make supply chain leaner, more efficient
while improving service levels
Product complexity and rationalization: Eliminate product that is not delivering value relative to manufacturing
and supply chain complexity they drive
Manufacturing efficiency (4 walls): Improving shop floor efficiency through automation, scheduling, layout,
scrap reduction driving OEE improvement
Outsourcing: Understand non-strategic activities in value chain that can be better performed by third party
IT Optimization: Understand the evolution plan of IT and the modules most likely to over and under/deliver on
Working Capital and Cash Management: By tightening payables, getting more aggressive with receivables,
reducing the order-to-cash cycle
Graduate, most probably with business/professional qualification (MBA, accountancy etc.)
Significant turnaround/restructuring experience, ideally within a specialist consultancy
Exposure to Private Equity is likely to be important to ensure a common frame of reference
Alternatively, a proven general manager from manufacturing/industrials
Track record of significant out performance relative to the market and the achievement of considerable change to facilitate growth and business improvement.
Proven high levels of commercial acumen with excellent influencing and relationship building skills at senior levels are essential.
Ideal candidate profile
Aggressiveness: Moves quickly and takes well-founded points-of-view on critical issues without being abrasive.
Hands-on: Ability to manage the detail as well as step back and see the bigger picture / strategic imperatives.
Thinking / Visioning: Able to adapt to any market or commercial context and identify the profit maximizing strategy.
Collaborative: Charts the course with colleagues, but let’s others speak and seeks to understand their viewpoints.
Persuasion: Able to convince others to pursue a course of action.
Honesty / Integrity: Does not cut corners ethically. Earns trust and maintains confidences. Does what is right,
not what is politically expedient. Speaks plainly and truthfully, and does not try to sweep “bad news” under the rug.
Organization and planning: Plans, organizes, schedules in an efficient, productive manner. Focuses on key priorities.
Work ethic: Possesses a strong willingness to work hard, long hours to get a difficult job done.
Follow through on commitments: Lives up to forecasts, verbal and written commitments.
Persistence: Demonstrates tenacity and willingness to go the distance to get something done.