Senior Manager, Customer Profitability
Genuine Parts Company · Atlanta
Job Summary
The Senior Manager, Customer Profitability is a strategic finance leader responsible for maximizing enterprise profitability through customer-level analytics, deal evaluation, pricing strategies, and contract optimization. This role serves as a key business partner to Sales, Pricing, and Executive Leadership teams, providing actionable insights that drive profitable growth.
The ideal candidate possesses exceptional analytical and storytelling capabilities, transforming complex data into compelling business narratives that influence strategic decisions. This individual will assess customer profitability through detailed income statement analysis, structure financially sound commercial agreements, and provide executive-level recommendations to support growth while protecting margin performance.
Responsibilities
• Customer Profitability & Financial Analysis
o Lead customer profitability assessments utilizing full P&L; and income statement analysis to identify opportunities, risks, and optimization strategies.
o Analyze revenue, gross margin, operating expenses, rebates, incentives, and investments at the customer level.
o Develop profitability models to evaluate customer performance, growth opportunities, and strategic investments.
o Conduct scenario planning and sensitivity analyses to quantify the financial impact of pricing, volume, contract changes, and promotional programs.
o Partner with business leaders to improve customer and channel profitability while balancing growth objectives.
• Commercial Strategy & Deal Development
o Collaborate cross-functionally with Sales, Pricing, Legal, and other business partners to structure profitable customer agreements.
o Evaluate complex commercial opportunities and develop financial recommendations that align with corporate objectives.
o Establish financial guardrails and approval frameworks for significant customer investments and commercial programs.
o Provide financial leadership during customer negotiations and deal reviews.
• Contract Management & Profit Optimization
o Interpret, evaluate, and draft financial and commercial contract terms.
o Identify risks and opportunities within customer agreements that impact profitability, cash flow, and long-term financial performance.
o Partner with Legal and commercial stakeholders to negotiate terms that maximize profit favorability while supporting customer relationships.
o Ensure contractual obligations and financial commitments are accurately modeled and reflected within forecasts and business cases.
• Executive Communication & Data Storytelling
o Translate complex financial and operational data into concise, actionable insights for senior leadership.
o Develop executive-ready presentations and recommendations that influence strategic decision-making.
o Present customer profitability reviews, deal evaluations, and growth opportunities to executive leadership teams.
o Build compelling business narratives that clearly communicate risks, opportunities, and recommended actions.
• Business Intelligence & Advanced Analytics
o Develop and maintain customer profitability dashboards and reporting tools using Power BI, SQL, AI-enabled analytics, and advanced Excel modeling.
o Utilize predictive analytics and AI-driven insights to identify trends, opportunities, and risks across the customer portfolio.
o Automate reporting processes and improve data accessibility for business partners.
o Drive continuous improvement of analytical tools, reporting capabilities, and profitability measurement methodologies.
• Planning, Forecasting & Performance Management
o Support annual planning, forecasting, and budget processes related to customer profitability and commercial initiatives.
o Monitor financial performance against targets and develop recommendations to address performance gaps.
o Track key customer profitability metrics and communicate trends to business leaders and executive stakeholders.
Qualifications
Education
- Bachelor's degree in Finance, Accounting, Economics, Business Administration, or a related field.
- MBA, CPA, CMA, or equivalent advanced certification preferred.
Experience
- 8+ years of progressive experience in Commercial Finance, Strategic Finance, FP&A; Pricing, Profitability Analysis, or related fields.
- Demonstrated experience analyzing customer profitability using detailed income statement and margin analysis.
- Experience partnering with commercial teams to evaluate and structure complex customer agreements.
- Proven experience presenting analyses and recommendations to executive leadership teams.
Required Skills
- Ability to transform complex data into compelling business stories that drive action and influence decision-making.
- Strong expertise in customer profitability analysis utilizing income statements and contribution margin methodologies.
- Proven ability to work cross-functionally across Sales, Pricing, Legal, and Finance teams to develop customer-focused solutions.
- Exceptional executive communication and presentation skills.
- Strong understanding of commercial contracts, pricing structures, rebates, incentives, and profitability drivers.
- Ability to interpret, negotiate, and draft contract terms that maximize profit favorability and mitigate financial risk.
- Advanced financial modeling, forecasting, and scenario-planning capabilities.
- Advanced proficiency with Power BI, SQL, AI and advanced analytics tools, and Microsoft Excel
Preferred Qualifications
- Experience in retail, distribution, automotive aftermarket, wholesale, or multi-channel business environments.
- Experience supporting customer negotiations, pricing strategy, and revenue management initiatives.
- Knowledge of contract management, customer economics, and commercial finance best practices.
- Prior experience leading and developing finance professionals.
Leadership
- Embodies the following values: serve, perform, influence, respect, innovate, team.
- Effectively communicates by motivating and inspiring others through clear and proactive communication.
- Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
- Makes balanced decisions and thinks strategically by being a forward thinker.
- Develops high-performing teams by providing inclusive leadership, attracting, and developing world-class talent, providing ongoing feedback, and building trust across the organization.
Physical Demands / Working Environment
- Ability to work in a fast-paced office environment.
- Ability to lift up to 50 lbs. with or without reasonable accommodations.
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GPC conducts its business without regard to sex, race, creed, color, religion, marital status, national origin, citizenship status, age, pregnancy, sexual orientation, gender identity or expression, genetic information, disability, military status, status as a veteran, or any other protected characteristic. GPC's policy is to recruit, hire, train, promote, assign, transfer and terminate employees based on their own ability, achievement, experience and conduct and other legitimate business reasons.