Regional Credit Manager

The ASR Group® family of companies make up the world’s largest refiner and marketer of cane sugar. The companies produce a full line of grocery, industrial, foodservice and specialty sweetener products. Across North America, ASR Group® companies operate five sugar refineries, located in California, Maryland, Louisiana, Canada and Mexico. In Europe, ASR Group® companies operate sugar refineries in the United Kingdom, Portugal, and, with a joint venture partner, Italy. The companies also farm sugarcane and own sugar mills in Mexico and Belize. The ASR Group® portfolio includes the leading brands Domino®, C&H®, Florida Crystals®, Redpath®, Tate & Lyle®, Lyle's®, Sidul® and Whitworths®.  ASR Group® companies also produce and market Tellus®, a single-use, compostable tableware and foodservice product made from plant fibers, including sugarcane.

OVERVIEW

The primary objective of the Regional Credit Manager (RCM) is to assist in maximizing customer sales and profitability while minimizing the risk of A/R losses due to bad debt.  To accomplish this, the RCM will provide corporate credit risk analysis for a geographical portion of the Company’s total Customer Credit Portfolio. Responsibilities include identifying, gathering, analyzing and interpreting any and all types of relevant credit and financial information on existing and prospective industrial, food service, specialty, export and grocery customers within the assigned Portfolio.   This analysis and interpretation will include detailed reviews of customer financial statements including balance sheets, income statements and statement of cashflows, notes to financial statements, along with effective utilization of traditional credit scoring tools such as Dunn & Bradstreet, F&D, S&P, Moody’s and Credit Risk Monitor reporting services.  The RCM will synthesize such external data with internal profit profile data to determine and recommend optimal credit terms and then convey those recommendations with supporting theses through written narratives and presentations to executive level management.  Once established, the RCM will ensure that customers operate within their credit terms and proactively monitor and evaluate the portfolio for necessary changes outside of regularly scheduled review dates.  

In addition, the RCM, with the assistance of a Collection Analyst, will ensure the portfolio continually meets corporate A/R goals for maximizing the speed and ease of cash collections and minimizing delinquencies, DSO, bad debt losses and costs of collection.  The RCM will maintain a detailed knowledge of all customer account activity from order through cash collection and deduction management and will identify process issues leading to repeated payment delays or deductions and recommend and implement “order to cash” process improvements that will result in greater customer satisfaction and improved payment and profit performance.

DETAILED ROLES & RESPONSIBILITIES

The RCM’s key areas of responsibilities include Risk Analysis, Order to Cash Process Oversight, Customer Relationships, Reporting, System Maintenance and Enhancement and Process Development.  Duties within these areas of responsibility will include, but are not limited to, the following:

Risk Analysis

• Monitor industry, customer and general market conditions for changes that might impact portfolio credit terms and/or current receivable value.
• Proactively build and strengthen relationships with customers, sales managers, trade association peers, banks and legal experts to improve the depth and timeliness of risk analysis information.
• Maintain the organization of permanent digital credit files for each individual customer and administer and manage the client credit database.
• Establish and maintain database of customer audited financial statements including notification alerts that new audited financials should be available.
• For those clients who will not allow release of audited financials, coordinate or negotiate with client for alternative methods to obtain financial information such as conference calls or on-site reviews.
• Prepare scheduled credit line reviews of all existing accounts and assign next credit review dates.
• Obtain trade and bank references for new and existing customers and emergency requests.
• Seek alternate credit security options (Guarantees, Standy LC’s, UCC filings, etc.) that meet a customer’s business needs while protecting our accounts receivable asset.
• Provide credit management with a dynamic perspective of issues affecting the successful execution of our risk analysis process and goals.

Order-to-Cash Process Oversight

• Serve as primary Finance oversight for all customer related transactions including invoicing, payments, collections, unauthorized deductions, overages, shortages, returns and any credit and debit memos.
• In coordination with the Supervisor, Corporate Collections, ensure timely payment of all customer invoices by co-supervising the daily collection activity of assigned Collection Analyst and provide guidance that will enhance their collection techniques and problem resolution skill set and scope.
• Take a lead role in the escalation of collection issues to customer management and sales management as they arise.  Refer issues 60 or more days past due to Corporate Credit Manager.
• Review blocked orders report throughout the business day to evaluate whether they can be released or need to be held based on the circumstances.  Obtain Director, Finance’s approval for all order holds.  Advise customers and internal business partners on blocked order resolutions and implement strategies to prevent future occurrences.
• Maintain 24/7 availability for review of all rush or emergency orders.
• Diplomatically diffuse difficult order hold issues with customer’s management and ASR/DFI/Redpath sales management.
• Review Credit Limit Trends Report to identify potential need for credit line increases.
• Actively promote customer conversion to electronic “order to cash” processing including EFT payments, EDI invoicing, etc. to reduce costs and improve cash flow.
• Provide credit management with a dynamic perspective of issues affecting the successful execution of our accounts receivable collection goals.

Customer Relationships

• Maintain positive and diplomatic relations with all levels in our customer's organization.
• Collaborate with customers, sales managers and internal revenue cycle business partners to determine issues impacting transactions and/or relationships with our accounts.
• Listen, capture, and communicate as necessary the customer’s perspective on relevant issues.

Reporting

• In coordination with the Supervisor, Corporate Collections, review weekly past due reports and HighRadius work lists to coach and provide guidance to Collection Analysts.
• Gather collection input and report to management on action steps in progress to resolve unpaid invoice issues and steps underway to drive late paying customers to terms adherence.
• Develop and prepare accounts receivable reporting required by senior management.
• Utilize reporting to identify trends that point to revenue cycle issues that require improvement.  Share knowledge and get buy-in on individual customer and business issues with other internal business managers.

System Maintenance and Enhancements

• Maintain accurate customer information in SAP and HighRadius tool.  Communicate set-up and change information to the proper individuals.
• Continuously strengthen and leverage SAP and HighRadius system knowledge towards accomplishing our corporate A/R goals.
• Maximize utilization of SAP functionality related to credit management and drive the business towards 'touchless' electronic transactional processing and other transactional efficiencies and cost reductions.
• Actively investigate, embrace and utilize new AI process enhancements and tools adopted by the company and Credit Department.

Process Development

• Recommend and participate in system testing, development, policy clarification, and process and procedure upgrades both as required by credit management and the Director of Finance.
• Continuously consider and recommend process improvements that will enhance customer relationships and cost savings to our organization.

WORK EXPERIENCE

• A minimum of three years of experience working in domestic corporate credit analysis required.
• International corporate credit analysis experience preferred.
• Specific Financial Statement Analysis and Credit Risk Assessment skills required.

EDUCATION REQUIREMENTS

• Bachelor’s degree in accounting, business administration or finance.

SUPERVISORY RESPONSIBILITY

• The Regional Credit Manager position co-supervises one Collection Analyst. 

ESSENTIAL CAPABILITIES (KNOWLEDGE, SKILLS, ABILITIES AND PERSONAL ATTRIBUTES)

Core Competencies:

• Analytical Thinking & Decision Making – Identifies and understands trends and/or issues; connects data points through analysis to arrive at a logical conclusion.
• Business & Financial Acumen – Demonstrates knowledge and understanding of the financial, accounting, marketing and operational functions of our organization; interpreting and applying understanding of key financial indicators to make better corporate decisions.
• Effective Communication – Expresses ideas and information in a clear and concise manner by tailoring one's message to fit the interests and needs of the audience.
• Customer Orientation – Keeps internal and/or external customer(s) in mind at all times.  Strives to proactively address customer concerns and needs.  Assists business partners and customers to achieve their work goals via application of their own skills and knowledge; strives to provide consistent customer satisfaction.
• Establishes Trust – Gaining the confidence and faith of others by actions and words that promote being honest, forthcoming, integrious and vulnerable.
• Problem-Solving – Anticipates, evaluates, diagnoses, and resolves problems in a systematic and fact-based manner.
• Results Orientation & Accountability – Takes accountability, identifies, executes and drives actions to consistently achieve desired results.
• Teamwork & Collaboration – Creates a climate that fosters commitment to a common vision and shared values that promote cooperation and working together through trust and support of others.

Individual Contributor:

• Adaptability/Flexibility – Maintaining effectiveness in varying environments and with different tasks, responsibilities and people.
• Continuous Improvement – Establishes methods and utilizes specialized techniques to monitor and improve performance of systems and processes.
• Self-Development – Seeks feedback on one’s strengths and weaknesses and initiates activities to increase or enhance their knowledge, skills, and proficiency in order to perform more effectively or enhance their career.

Manager (of people and/or function):

• Change Management – Achieves success through change: identifies opportunities for improvement and innovation, removes barriers and resistance, and enables behaviors that support desired outcomes.
• Develops Others – Plans for the growth of others, diligently addressing performance issues and conflicts, both at the individual and organizational level with the purpose of achieving results through the activities of other people.
• Strategic Mindset – Understands company's short and long-term priorities and aligns department priorities and behavior around achievement of those objectives.

LOCATION OF ROLE

• Baltimore, Maryland

SALARY PAY RANGE: $62,500 - $115,500 plus bonus

• The pay rate for the successful candidate will depend on the candidate’s qualifications and prior experience.Benefits include healthcare (medical, dental, vision, prescription drugs) available the first of the month following 30 days of employment, 401(k) with match, life insurance, AD&D, short-term disability, vacation, holiday and sick time.  

We are an equal opportunity employer. We do not discriminate on the basis of race, color, creed, religion, gender, sexual orientation, gender identity, age, national origin, disability, veteran status or any other category protected under federal, state, or local law. All employment is decided on the basis of qualifications, merit, and business need.