Senior Commercial Excellence Director - Revenue Growth Management

Who We Are

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.

About your role

-The purpose of this critical position is to lead the lead the development and implementation of the RGM strategy and practise for SPVB. 
- The role will work closely with the ExCom and the regional RGM COE VP to drive the long-term RGM transformation for the local market, ensuring that we deliver tangible NRR and 5-lever benefit to the P&L as part of the AOP while executing transformational initiatives that drive the sustainable profitable growth of the business across our MTP and beyond. The role has accountability to build the culture and mindset of RGM cross-functionally, strengthening the SPVB business and enabling it's long term growth ambition.

What You'll Do

- Own and drive the RGM transformation in SPVB.  Deliver tangible NRR and 5-lever benefit to the P&L in year while executing transformational initiatives across the 5-pillars of RGM (Price, Promo, Trade Investment, PPA, Mix Management) to deliver sustainable and profitable growth over time.

-  Deliver RGM strategy end to end, executing initiatives with excellence, and course correcting as needed with strong cross-functional collaboration.  

- Build cross-functional capability leading for a culture/mindset of RGM within SPVB.  

- Partner with Digital IT to deliver projects and systems that allow us to scale RGM analytics and impact across the business. 

- Lead long term growth forecasting process to shape MTP ambition. Ensure the business MTP aligns to future revenue and profit pools allowing us to design sustainable growth strategies and capture opportunities over the 3-5 year horizon.  

- Develop 1-3-year pricing strategy – define and embed principles for full LRB + RTDA to optimize revenue and profit growth. 

- Lead PPA initiatives, accelerating in ‘25 to resource via SPVB & expanding scope to 2x PPA exercises per year.  

- 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.  

- Lead Trade Spend Optimization through ROI Analysis and  Design robust promotional optimization process (review cadence, integration into existing rhythms) to continuously evaluate and improve ROI. 

- Accelerate our capability and analytic rigour in the Modern Trade channel as a must-win battle for our business into the future, leveraging best practice from other markets globally. 

- Ensure appropriate processes are in place to monitor competitor price/pack actions in the market to understand the potential impact to SPVB and learn from other players' practices    

- Build cross functional collective ownership of the RGM plans and drive the decisions that build the sustainable growth model    

- Develop the appropriate RGM plans to deliver the revenue/profit, necessary to mitigate any regulations on the beverage industry (e.g. Sugar Tax, Deposit Return Schemes, Packaging Taxes)

What You need to be successful

- Bachelor degree 

- Senior Revenue Management experience gained in FMCG or Soft Drinks
- Proven track record of delivery of RGM/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 integrate RGM into the DNA of the organization
+  Partner with Digital IT to ensure efficiency and scale-ability of analytics

- Demonstrate excellent influencing, stakeholder management, and leadership skills

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.