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
• 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