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Global Category Manager

Job Description:

The GCM is responsible for:

  1. Developing the category Sourcing strategy, having it validated by internal stakeholders and leading its execution.
  2. Managing the relationship with the suppliers, and the governance thereof.
  3. Thoroughly negotiating the prices and associated contractual terms for all components, software and services that Technicolor procures in the category.

 

Responsibilities:

  1. Developing the category Sourcing strategy, having it validated by internal stakeholders and leading its execution.
    1. Work collaboratively with the internal stakeholders to define and propose the Sourcing strategy based on:
  • Category segmentation,
  • Category market intelligence offer landscape: established suppliers, new entrants, investments, etc.
  • Category market intelligence demand landscape,
  • Technology trends,
  • TCH technology investments + product roadmap, business plan, local constraints
  • Benchmark vs Technicolor competitors: supplier base, make or buy decisions
  • Benchmark vs adjacent segment players (e.g. retail routers, TV, etc.)
  • Proposed strategy, actions and owners to implement it.
    1. Have the strategy approved by CH Management including actions and owners at least once yearly.
    2. Communicate the strategy regularly to internal stakeholders: e.g. Category townhalls on key sites, trainings, maintain a preferred supplier lists and simplified strategy statement (1 page), etc.
    3. Lead the execution of the approved strategy, report quarterly and escalate issues.
    4. Approve the use of new suppliers, whether they are part of the strategy, or exceptions, or bring disruption requiring a respin of the strategy.

 

  1. Managing the relationship with the suppliers, and the governance thereof.
    1. Map the suppliers to the appropriate relationship model. Propose a structured governance approach by supplier.
    2. Lead the execution of the governance with the internal stakeholders.
    3. Develop supplier knowledge and intimacy. Document supplier's organization and identify decision makers, influencers.
    4. Risk Analysis and Risk Mitigation including supply risk. Continuity plan.
    5. Extend the collaboration beyond traditional boundaries:  Innovation (cross technology adoption), joint commercial approach toward customers, standardization bodies and other third parties.

 

  1. Thoroughly negotiating the prices and associated contractual terms for all components, software and services that Technicolor procures in the category.
    1. Category portfolio negotiation: Cadenced, exhaustive and aggressive negotiations of the portfolio leveraging Technicolor WW business in the category.
    2. Design-win negotiation: Systematic involvement at new projects' inception (concept phase or customer bid) in order to conduct an early and thorough Sourcing process. Obtain preferential conditions against design-award that could not be obtained in future category portfolio negotiations.
    3. Leverage appropriate tools e.g. e-Sourcing RFQs, e-Auctions, Total Cost of Ownership, etc.
    4. Create a "Should-Cost" model applicable to the category to challenge supplier pricing based on cost breakdown and/or market price datapoints.
    5. Leverage above two negotiation processes, the Should-Cost model and the tools to meet the cost saving and productivity KPIs.
    6. Leverage above two processes to negotiate supplier contracts such as Supply & Purchase Agreement, Quality Contract, Rebate Agreements. Shape/redline all contractual clauses with Legal Counsel to achieve the best possible performance and minimize Technicolor's risk.
    7. Negotiate all terms influencing TCO including payment terms, incoterms, flexibility, development funds, exclusivity, MFN.

 

 

Candidate Profile:

  1. Leadership competencies:
    1. Ability to drive suppliers, transversal management of the internal stakeholders;
    2. Ability to close deals, problems, claims when best conditions are reached. Focus on execution rather than useless further argumentation;
    3. Ability to communicate in a synthetic manner to limit time spent, relevant management decisions;
    4. Curiosity: adapt to technology evolution; maintain relevance;
    5. Ability to think out of the box: Change negotiation paradigms, foster creative agreements (e.g. early access programs, temporary exclusivity, etc;
    6. Challenge the status quo, create new levers, both vs suppliers and internal stakeholders.

 

  1. Functional competencies:
    1. Negotiation:
      1. Yield better negotiation results, with greater impact on TCH results
      2. Solve conflicts without damaging relationships;
    2. In-depth understanding of TCH HW and SW development processes: better prevent issues and anticipate next steps

 

  1. Technical competencies:
    1. Technical knowledge of the category, its production process, its ecosystem, etc.: packaging, remote control units and other electrical or mechanical categories
      1. Relevance with internal stakeholders and suppliers;
      2. Ability to create cost models to conduct focused negotiations;
    2. Contract negotiation and contract key clauses: IP protection, indemnification:
      1. Improved TCH contractual protection
      2. Reduce number of redline iteration thanks dual competence (contract + operational/business)