SAP S/4HANA Functional Lead Order-to-Cash (OTC)

Core Responsibilities:

OTC Product Ownership:

• Own end-to-end OTC processes, including lead-to-order handoffs, order management, pricing, availability, delivery, billing, returns, credit/debit processing, and customer service.

• Define and enforce standardized sales processes across regions and channels, while managing approved local variations.

• Establish and track OTC KPIs (e.g., order cycle time, perfect order rate, OTIF/fill rate, billing accuracy, dispute resolution cycle time, and DSO drivers).

Solution Design:

• Lead design decisions across:

  • Sales document types, item categories, copy control, and partner determination

  • Pricing procedures, condition techniques, and rebate/settlement processes (if applicable)

  • Billing types, billing plans/milestones, and invoicing/output requirements

  • Credit and debit memo processes

• Ensure alignment with revenue recognition, tax, and compliance requirements in collaboration with Finance.

• Create and review functional specifications for enhancements, integrations, and outputs.

Integrations & Cross-Functional Alignment:

• Collaborate closely with:

  • Finance (FI/CO) for billing, revenue recognition, tax, and profitability

  • Customer master/data governance teams for partner roles and hierarchies

  • Customer/dealer portal teams

• Validate end-to-end processes across integrated systems (EDI, middleware, carriers, tax engines, and payment platforms).

Reporting, Controls & Security:

• Define reporting requirements (e.g., billing status, blocks, pricing overrides).

• Ensure appropriate controls are in place (approval workflows, audit trails, pricing governance).

• Partner with security teams to enforce segregation of duties (SoD) and role design.

Testing Leadership (Quality Gate Ownership):

• Own UAT strategy and execution; support SIT for end-to-end coverage.

• Develop and approve test scenarios, including standard and exception cases (e.g., backorders, partial deliveries, returns, cancellations, billing blocks, credit holds).

• Lead defect triage, prioritization, validation, and readiness sign-off.

Data Readiness:

• Define and validate:

  • Customer master data (business partners, hierarchies)

  • Material master sales views

  • Pricing conditions, contracts, and discounts

  • Migration scope for open orders, deliveries, and billing documents

• Establish post-go-live data governance, ownership, and quality controls.

Cutover & Go-Live Readiness:

• Define OTC cutover strategy (open orders, delivery/billing cutoffs, output readiness, EDI coordination).

• Ensure downstream systems and partners are prepared.

• Lead hypercare support and stabilization efforts.

Change Management & Training:

• Assess role impacts across sales, pricing, and billing teams.

• Review and approve training materials, job aids, and SOPs.

• Build and leverage a super-user network to drive adoption and compliance.

Vendor/SI Governance & Stakeholder Management:

• Act as the primary SME for OTC design decisions and tradeoffs.

• Facilitate workshops, manage RAID logs, and resolve cross-functional issues.

• Provide clear communication on risks, dependencies, and go/no-go readiness.

Required Qualifications:

• 7 12+ years of experience in sales operations/OTC and/or SAP Sales functional leadership.

• 1 2+ years of SAP S/4HANA implementation experience (or ECC to S/4 transformation) with OTC ownership.

• Deep expertise in pricing, order management, delivery, and billing processes.

• Experience or familiarity with SAP Vehicle Management System (VMS) and its integration with OTC, Finance (RTR), and logistics.

• Strong cross-functional leadership across Finance, Supply Chain, and Master Data teams.

• Proven ability to drive fit-to-standard decisions and manage scope effectively.

Required Skills:

• Strong SAP S/4HANA Sales functional knowledge, including configuration impact awareness

• UAT leadership and quality governance

• Integration knowledge (EDI, middleware, tax/payment systems) and issue resolution

• Strong executive communication and stakeholder management

• Experience with Settlement Management/Rebates, Output Management (BRF+), and Fiori apps

• Exposure to SAP SD/VMS, Finance integration, and customer/dealer portals

• Experience with complex pricing models

Education:

• Bachelor s Degree required

• Master s Degree preferred

Additional Information:

• Hybrid schedule: 4 days onsite, 1 day remote

• Location: Dearborn, MI

• Fully remote is not an option; candidates must be local to the Metro. Detroit area or able to relocate before start