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Job Purpose
This role is critical to strengthening our commercial strategy through persistent follow-up deep analysis and decisive action via Post-Opportunity Reviews (POR).

1. Ship-to-Commit Management Lead the Ship-to-Commit program for global customers driving the smart growth principles of the Deal Review 3.0 (DR03) framework.
2. Lost Deal Reviews Oversee post-opportunity reviews for lost customers capturing insights from lost deals and applying them to improve future outcomes.
3. Continuous Improvement Support ongoing enhancement of the DR03 program embedding POR practices as a core commercial and pricing priority. Act as a strategic influencer ensuring commercial teams focus not only on winning business but also on realizing value after deals are secured.
This role requires strong stakeholder and process management on a global scale with flexibility to travel and work across multiple time zones.

The role location is either Singapore or Maastricht (The Netherlands).

Post-Opportunity Review Lead Won Deals (Ship-to-Commit Management)
Lead the Post-Opportunity Review (POR) process to ensure pricing offers and TRB decisions translate into realized revenue with direct ownership of Ship-to-Commit assessments across all global sales channels.
Manage and administer Deal Review 3.0 POR tech solutions using performance logs and KPI-driven dashboards to monitor profile realization margin tracking pricing outcomes and customer compliance.
Take full accountability for monitoring and enforcing the realization of:
- Growth or shifts in lane/trading profiles vs TRB-approved expectations
- New business vs committed potential
- Margin performance and quality revenue delivery
- Surcharge compliance vs commitments
- Contract implementation and adherence to customer commitments
Engage proactively with commercial stakeholders (e.g. customer managers industry leads global channel heads) on revenue shortfalls or quality-of-revenue concerns driving corrective actions when outcomes deviate from TRB commitments. Direct customer engagement as needed.
Ensure sustained commercial ownership of Ship-to-Commit through structured follow-ups strict accountability and escalation of non-compliance.
Drive proactive use of Ship-to-Commit insights by Global Customer Pricing and regional tender teams to address revenue gaps particularly in repeat TRB approvals for the same customer.
Support continuous improvement by sharing learnings and enabling pricing teams to conduct local POR reviews.

Post-Opportunity Review Lead Lost Deals (Global Customer Channels)
Lead the global POR process for lost deals leveraging inputs from regional tender teams won/lost reports and ensuring timely high-quality updates.
Identify high-impact lost opportunities and engage customer managers in insight-driven discussions to uncover root causes and define actionable next steps.
Conduct customer discussions when necessary to understand RFQ priorities and reasons for lost deals using insights to guide immediate interventions and shape future RFQ strategies.
Extract industry-specific insights to inform competitive pricing strategies and strengthen RFQ positioning.
Establish a feedback loop recording findings from PORs and sharing them with Pricing Commercial Leadership and cross-functional teams for real-time course correction and knowledge building.
Act as a pricing advisor to the commercial organization translating learnings into practical guidance to enhance GCP teams acumen and improve win rates.

Continuous Improvement Deal Review 3.0 Post-Opportunity Review & Country Adaptation
Co-lead enhancements to Deal Review 3.0 with the Director of Deal Review focusing on upgraded metrics visualizations and reports to strengthen TRB and POR frameworks.
Continuously improve dashboards and reports to enable data-driven decision-making and track post-deal performance against key metrics.
Drive mindset shifts across commercial and tender teams by reinforcing the importance of customer commitment compliance embedding POR as a core discipline and fostering a learning culture.
Onboard new TRB members and commercial teams on POR concepts equipping them to focus on follow-ups and evaluate deal outcomes more effectively.
Provide recommendations to VP Customer Pricing Director of Deal Review and Systems & Tools teams on system and process improvements to enhance program effectiveness.
Translate global Ship-to-Commit and lost deal review insights into practical frameworks for country-level adaptation with local customers.

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