Deel deze baan
Titel: Revenue Manager
JOB PURPOSE
You own the entire Revenue Management topic within the OpCo, acting as an independent Revenue Management advisor/manager for the business.
You drive the OpCo Revenue Management agenda, aiming for constant maximisation of Revenue and GP through:
- Setting guardrails on (consumer/customer) pricing, promotions, product/customer mix and trade terms
- Disciplined analytics (combining internal and external data, financial and non financial)
- Evaluating performance to ensure execution and continuous improvement through learnings
PRINCIPAL ACCOUNTABILITIES
- Conduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on customer pricing, promo, trade terms, and mix execution, e.g.:
- Brand Portfolio Pricing & Pack-Price Architecture: Advise marketing on setting of target consumer brand prices, conduct white space analytics, translate optimal consumer brand prices (RRP) to SKU list price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/account
- Mix: Analyse current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track execution
- Promotions: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack type
- Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionality
- Responsible for setting and continuous tracking of RM objectives within OpCo business strategy, e.g.
- Track & monitor RM performance throughout the year vs targets/guardrails
- Escalate out-of-guardrail pricing, promo or trade terms for sign-off
- Track & monitor RM performance throughout the year vs targets/guardrails
- Drive continuous RM improvement cycle:
- Conduct annual RM assessment; define and execute resulting RM agenda for coming year
- Train relevant functions with OpCo on RM topics/tools
- Drive continuous improvement of RM content & processes within the OpCo
- Support other functions within the OpCo on RM topics & processes , e.g.:
- Support Finance on allocation of resources/funding by accounts, brands and pack types and help Finance set RM targets based on collective insights and recommendations
- Support Sales with development of account plans and promo calendar within RM guardrails
- Support Marketing with setting optimal brand / portfolio pricing (e.g. based on elasticities)
- Support innovation agenda with RM market insights (on pricing / positioning / white spaces)
- Manage interaction and collaboration between different functions/roles on RM topics
EXPERIENCE
- Minimum 5 years of commercial & analytics experience, preferably in FMCG
- Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
- Intellectual curiosity and ability to search out facts without prior process/guidance
- Passion for delivering result, take ownership and translating insights into concise practical plans for execution
- Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
- High level of cross functional cooperation: effectively partnering with comm, control, account & brand teams
- Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
- Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
- Confident with big data; strong with excel and other data software
- Experience in successfully guiding and managing small teams is an advantage
- Fluent English speaker; other European languages an advantage
Banensegment:
Revenue Management, Revenue, Manager, Finance, Management