Revenue Growth Management Director

Job Summary

Suntory is a global leader in consumer-packaged goods, renowned for producing and distributing a uniquely diverse portfolio of beverages, premium spirits, beer, wine, and wellness products throughout the world. With a history dating back to 1899, we are driven by a profound purpose: to inspire the brilliance of life, by creating rich experiences for people, in harmony with nature.

Suntory PepsiCo Vietnam Beverage (SPVB) is a strategic alliance between PepsiCo Inc. and Suntory Holdings Ltd. since 2013.  

At Suntory PepsiCo VietNam Beverage, we are committed to creating a diverse, equitable, and inclusive workplace for all employees. We strive to provide equal opportunities for employment, development, and advancement regardless of race, color, religion, gender, gender identity or expression, sexual orientation and age. We are continuously working to cultivate an environment that is free from discrimination, harassment, and bias, and we welcome all individuals to apply for roles at Suntory PepsiCo.

Role: The Head of Revenue role will work closely with the ExCom and the regional Revenue Growth Director to drive the long-term revenue management startegy for the local market, ensuring that we have revenue plans in place to drive the sustainable profitable growth of the business.

Job Responsibilities

1. Develop and implement the long-term Revenue Mgn't strategy for the local market across the five pillars of Price, Promotion, Trade Investment, Pack Price Architecture, and Mix Management to ensure consistent year-on-year revenue accretion and to improve results

- Lead analytics with market diagnostics and apply learnings from best practices to actively manage the Revenue-Volume-Share-Brand Equity balance.      

2. Develop the Revenue Mgn't plans to deliver the revenue, necessary to mitigate any regulations on the beverage industry (e.g. Sugar Tax, Deposit Return Schemes, Packaging Taxes)

3. Lead the Pack Price Architecture work stream to deliver a sustainable and profitable format strategy. Development & make sure to cover Pack Line-Up (optimize relevance of Pack architecture for Customers, Channels and Consumers) and Price Setting (System Margin and Perceived Value Analysis)

4. Develop a mix management strategy, based on a thorough understanding of Net Revenue Realization, Marginal Contribution & Trade Margins, by SKU, by Location/ by Account/Channel and also Distributors/Retailers/Consumer behavior.

5. Lead Trade Spend Optimization through ROI Analysis –drive effectiveness & efficiency

6. Engage and work with a wide range of key stakeholders across the business and region to unlock these Revenue Growth plan across the five pillars to deliver agreed revenue growth targets for the local market

7. Build cross functional collective ownership of the Revenue Plans and drive the decisions that build the sustainable growth model

8. Lead monthly Revenue review with Excom/Sales heads and Category heads including performance review/ Pricing and Trade activities/ Forecast volume with Mix impact

9. Implement agreed reporting/tracking and agreed project management methodology

10. Lead the Revenue Mgn't team consisting of 3 Revenue Mgn't Managers

11. Advance the revenue management capability across the organization, including through coaching and development

12. Share and utilise best practice with the Revenue Mgn't Center of Excellence for roll out in the Business unit

Skills and Experience

Skills: 

Coaching skills

Demonstrate influencing and leadership skills

Senior Revenue Management experience gained in FMCG/Soft Drinks

Proven track record of delivery of Revenue Mgn't/ Net Revenue Management (NRM) strategy into practise, ideally in FMCG

Change Management:

+ Creating organizational capability and behaviours

+ Investing in the right people to lead the change with passion

+ Drive a common goal with aligned communication throughout the organisation

+ Build the structure and business processes to intergrate Revenue Mgn't into the DNA of the organization