Mohanavani Chokalingam
Pricing Business Partner
Shah Alam,10
Summary
Experienced with developing and executing strategic pricing initiatives that balances between market win and profitability. Track record of fostering cross-functional collaboration and aligning pricing objectives with business objective. Eager to apply transferable skills to drive success in a new environment along maturing bandwidth within the Pricing field
Overview
23
23
years of professional experience
1
1
year of post-secondary education
Work History
Regional Pricing Manager
Barry Callebaut Services Asia Pacific
DAMANSARA, Selangor
06.2018 - Current
- Company Overview: Industry: FOOD & BAVERAGE
- Daily pricing operations including price quotation, pricing model governance/execution, ensure accuracy of sales contract booking, cost components, proper sales contract management
- Highlight business risk and opportunities to the Sales Organization, Sourcing, Finance, any other internal stakeholders
- Profit margin analysis and convey analysis findings effectively
- Deep understanding of customers portfolio and behaviour to anticipate challenges
- Support Assistant Pricing Manager in FM CA business portfolio in all aspects
- Partner with Sales to find opportunities to margin up businesses
- Support the business/sales team on business opportunities through pricing simulation, deriving profitability impact, analysing Customer segment, trends etc
- Provide insights and key conclusions to Sales on sales price, margins, cost impact
- Support regional and/or global initiatives
- Support Pricing Assistant Manager or Head of Pricing to achieve value adding business partnering and steering business Profitability
- Work alongside Pricing Controller and internal stakeholders to close process gaps, increase efficiencies and accuracies
- Critically evaluate and assess process lapse, to avoid any form of negative financial impact
- Industry: FOOD & BAVERAGE
- Established a stable Pricing Support for the Corporate Accounts Division with zero turnover for the last 6 years
- Recovered losses of 1.7M Euro involving corporate customer, over 2 years through strategic charge back mechanism
- Established consensus pricing for 2 major customers, reducing negotiation timelines, improve team efficiency accommodating double digit business growth
- Restructured the Pricing Operations team, elevated to Business Partnership engagement driving business negotiations
- Active engagement in product redesign product portfolio as the Cocoa Market reaches historical highs reducing Product Cost, Securing business losses of potential 10k MT within 4 months
Finance Manager (SGA Expense)
Fuji Xerox Asia Pacific Ltd
11.2016 - 03.2018
- Company Overview: Industry: Computer / Information Technology (Hardware)
- Review trend analysis between budgetary plan and actual spending suggesting improvements
- Highlight areas of concern/over spending and identify opportunities for cost saving
- Support internal customers; Head of Department and Functional managers
- Accountable for SGA reporting correctness and quality
- Manage reporting process ensuring reliability, consistency, transparency and delay compliance
- Partner with budget owners to identify areas for Cost Saving and Opportunities to improve profitability
- Analyze, coordinate and manage the annual SGA budget design and delivery
- Facilitate budget meetings, coordinating Regional Guidelines are considered and adhered to by Budget owners
- Partner and formulate the preparation and administration of the Annual SGA Budget
- Industry: Computer / Information Technology (Hardware)
- Identified opportunities for savings, expense reduction by 14.36% over a year
- Improved Budget Forecast and Tracking processes and reports, reducing lead time by 49.6%
- Partner with Cost Centre owners developing balanced cost saving measures to benefit both the business and its people
Pricing & Governance Manager
Fuji Xerox Asia Pacific Ltd
02.2012 - 10.2016
- Company Overview: Industry: Computer / Information Technology (Hardware)
- Conduct Governance Process Ensuring Integrity and Accuracy
- Prepare Comprehensive yet Dynamic Price Simulator that will allow simulation of various scenarios
- Play an advisory Role supporting the Sales team through negotiations, Price and total deal profitability impact
- Partner with the Deal Pursuit team to clearly understand Customer requirements, ensuring the Price Solution is the closest fit to meet customer business strategy
- Review Scope of Work / Service Level Agreement commitments
- Understand Design Architecture ensuring it’s within design strategy meeting customer’s requirement
- Ensure a balance between Design Risk assumption against Maximizing Sales Opportunity
- Accountable for cost completeness and clear assumptions outlined
- Reconsider Solution Options between Nice to Have and Must Have
- Current Price Model: Existing contract / competitor
- Customer Expectation: Understand Customer’s priority: Cost Cutting, Value Add, Technology Advancement
- Analyse FXM Strength and weakness/threats when designing business win strategy
- Simulate Base Case & Winning Case / Discounts
- Accountable for post bid analysis measuring actual P&L performance, formulating countermeasures to improve shortfalls where applicable
- Industry: Computer / Information Technology (Hardware)
- Improved Business Win Ratio: won 4 mega deals (RM50Mil) in a year increasing annuity revenue by 36%
- Identified business risk creating a strategy shift during decision making reducing Business Loss by RM 450K
- Established Governance Policy thus improving decision making process – reduce lead time by 4 days, 24% efficiency
- Eliminated fabrication of Project P&L forecast improving accuracy, found between 6% - 13% average margin fabrication
- Provide Suggestions, Financial Impact and Ideas for Margin Up which equip Commercial team to bring back profitable win
- Post Project Profitability Analysis to gauge Price Accuracy and effectiveness
Head of Credit Management
Continental Sime Tyre Sdn. Bhd
01.2006 - 01.2012
- Company Overview: Industry: Manufacturing / Production
- Control of accounts receivable as a part of asset management
- Ongoing control of compliance with standards
- Accountable for timely distribution of Credit Management Reports
- Taking decisions considering Political risks, Commercial risks and Terms of payment
- Establish a balance between business interest and company risk through credit expertise
- Manage cases that involve conflicting interests between cross functional departments
- Review credit lines on a regular basis, at least once is 12 months
- To be in close contact with Credit Risk agents i.e
- D&B, CTOS
- Vet through Credit application submitted by the Sales department within the shortest lead time
- Establish effective and clear communication of the application outcome
- Maintain customer account ensuring compliance at all times
- Installation and maintenance of efficient payment collection procedure
- Installation of a systematic system to process and clear transaction upon payment receipt
- Systematic distribution of payment documents to customers i.e
- Statement, Receipts
- Keep the volume of accounts receivable as low as possible by minimizing the time allowed for payments and reducing the DSO
- Installation and monitoring of an effective system for the collection of outstanding(overdue) debts
- To negotiate best recovery plans if not bankruptcy for slow and doubtful paymasters
- Liaise with solicitors on initiating legal proceedings including reviewing and drafting legal documents, contracts, and agreements
- Supervision of all necessary and relevant talks and negotiations
- Industry: Manufacturing / Production
- Designed and Lead the automation of the company’s Credit Application Process increasing efficiency, reducing lead time by 40%
- Developed Customer Credit Rating system allowing early detection of poor paymasters, improving DSO from 56 to 47 days
- Introduced KPI target within the sales team to improve collections
- Switched billing pattern from end month to mid month through inventive discounts improving cash flow by 28%
- Centralized debtors account clearing which effectively reduced head count from 6 to 2
- Overall credit dues fell from 19% to 12% over 3 years
Sales Accounting & AR executive
Continental Sime Tyre Sdn. Bhd
04.2003 - 12.2005
- Company Overview: Industry: Manufacturing / Production
- Maintain & enhance the Divisions Standard Operation Procedures (SOP)
- Prepare Debtor reports in relation to debtors such as Debtor Ageing, DSO, Sales Accruals
- Review completeness of Credit Application before escalating for managements approval
- Custodian of customer data retention & customer master data
- Follow up on outstanding debts and slow payments taking recovery steps towards effective recovery
- GL Reconciliation for ledgers in relation to Debtors i.e
- Accruals, Bad & Doubtful Debt, Commission
- To periodically analyze Provisions & Accruals against forecast/actual ensuring compliance to standard
- Contact person managing gaps between Finance Standards and the Sales & Marketing goals
- To provide support and assistance to Operational Queries and ensure all activities pertaining to debtors are in line with the Company Policy and Procedures
- Ensure compliance when paying Early Payment Discounts to customers
- Ensure Customer Account Transaction accuracy and tidiness
- Industry: Manufacturing / Production
Business System Analyst(ERP)
DMIB BHD
02.2002 - 03.2003
- Company Overview: Industry: Computer / Information Technology (Software)
- Conduct Quality Assurance test of the Sales System prior to Key User Testing
- Development of Business Scenarios and Test Cases to cater for System integrated testing
- Conduct Key User Training & Testing as well as End User Training (Nationwide)
- Report and liaise with System Analyst and Developers in resolving critical system bugs also incorporating User Requirements
- Build a bridge between users and the technical team by understanding and providing solutions to Incidents and driving towards quick solutions
- Coordinate the implementation of the Sales System for Parallel Run and Live deployment
- Train the end user group of about 250 persons
- Facilitate Customer Support for Parallel Run and subsequent Live deployment through management of the Help Desk Team
- Managing the User Manual Development Team in the production and subsequent updates/amendments to the User Manual
- Training provision whenever new processes are introduced to users
- Coordinate the implementation of system Scripts, Procedures, and New Version
- Industry: Computer / Information Technology (Software)
Education
Bachelor of Science - Technology Management
Staffordshire University
UNITED KINGDOM 05.2002 - 05.2003
Skills
Sales strategy development
Cost analysis
Revenue generation
Stakeholder relations
Cross-functional collaboration
Value-based pricing
Pricing analytics
Profitability analysis
Problem-solving abilities
Personal Information
- Date of Birth: 06/09/81
- Gender: Female
Referrals
- Graham Ford, Superior, CFO, Fuji Xerox New Zealand Ltd., +64 27 405 2908, gford@ft2001.rsm.nl
- Sunil Gupta, Superior, President, Fuji Xerox Australia Ltd., +1 408 395 7805, sunilguptaji@yahoo.com
- John Wong, Internal Customer, Senior GM Sales, Fuji Xerox Malaysia Ltd., 019 283 8520, John.Wong@MYS.fujixerox.com
- Theven, Superior, Senior GM Sales, Fuji Xerox Malaysia Ltd., 019 283 8506
Accomplishments
- Achieved [Result] by completing [Task] with accuracy and efficiency.
- Used Microsoft Excel to develop inventory tracking spreadsheets.
- Resolved product issue through consumer testing.
- Collaborated with team of [Number] in the development of [Project name].
- Documented and resolved [Issue] which led to [Results].
- Supervised team of [Number] staff members.
- Achieved [Result] through effectively helping with [Task].
Timeline
Regional Pricing Manager
Barry Callebaut Services Asia Pacific
06.2018 - Current
Finance Manager (SGA Expense)
Fuji Xerox Asia Pacific Ltd
11.2016 - 03.2018
Pricing & Governance Manager
Fuji Xerox Asia Pacific Ltd
02.2012 - 10.2016
Head of Credit Management
Continental Sime Tyre Sdn. Bhd
01.2006 - 01.2012
Sales Accounting & AR executive
Continental Sime Tyre Sdn. Bhd
04.2003 - 12.2005
Bachelor of Science - Technology Management
Staffordshire University
05.2002 - 05.2003
Business System Analyst(ERP)
DMIB BHD
02.2002 - 03.2003
Similar Profiles
Sahr Emmanuel YorpoiSahr Emmanuel Yorpoi
Production Supervisor at Barry CallebautProduction Supervisor at Barry Callebaut
Andrew DuncanAndrew Duncan
Operator at Barry CallebautOperator at Barry Callebaut
Ana SanchezAna Sanchez
Warehouse Coordinator at Barry CallebautWarehouse Coordinator at Barry Callebaut