Senior Revenue Management Manager

Job Summary

Develop multi-year net revenue management strategy while delivering NRR, managing R&C (rebates & commissions), Pack Price Architecture, Mix management, TPO/TPM to sustain top-line growth & margin expansion while building Revenue Management capabilities.

Job Responsibilities

Pack Price
•    Lead Pack Price Diagnostics to help identify share and pricing opportunities
•    Populate Occasion Matrix and Align commercial team on current role of packs and white space
•    Lead insights projects (Pack U&A, Perceived Value, P3) to facilitate understanding of role of packs
•    Mine existing studies and present findings - to key stakeholders - that elevate their understanding on the role of packs
•    Engage with JV COEs and Finance, Marketing, Supply Chain, and other sales channels to deliver transformation agenda  
•    Lead innovation process for new packs when needed

Trade Spend
•    Manage R&C and delivery within plan, Trade Promotions management and optimization, Leading with Insights
•    Develop spend strategy by sub-segment that maximizes channel/account opportunity and captures investment priorities
•    Set Commercial Policy that summaries spend strategy and provide execution guardrails

Mix Management
•    Develop with Sales Leaders mix targets by geography/channel to achieve Net Revenue and VC targets
•    Review Mix Management Levers and develop mix strategy to achieve targets
•    Track execution and course correct when appropriate

Pricing
•    Oversight execution of price points in levels of value chains to achieve targeted results
•    Manage trade terms by channel and account in adherence with commercial policy
•    Manage pricing and discount in system as business competitive requirement

Skills and Experience

•  
•  University graduate in Management or related fields
• 10+ years minimum progressive industry experience across NRM, Commercial, Finance and/or Consulting in the FMCG space with 3+ years direct experience in Revenue Management 
• Able to command the respect of Finance and Commercial teams across SPBT through their experience, know-how, influence, and relationship building skills
• Strong background of Revenue Management with multi-channel experience preferably in established FMCG 
• Commercial strategy acumen – Strong commercial and analytical ability required to manage both the operational and strategic agenda and interrogate complex data with ease, including strong analytical and excel skills
•  In-depth understanding of various NRM analytics techniques (pack price curves, cross price elasticity, NRR waterfall, promo ROI, cannibalization, commodity GM impact, NRM actions VC impact etc)
• Strong leadership skills to build a strong NRM team and develop NRM team members
• Proven strong management skills to prioritize and make tough project management on projects 
• Good command of written and spoken English
•  Good people management and coaching skill

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