Revenue Management Promotion Manager

Measures of success:

A set of KPIs to measure deliverables  

Business Partnering feedback from the Sales and Marketing teams
OTIF reporting and planning cycle–deliver on time in full and as agreed
Control process improvement (make the business partner role more efficient)
Budget management of Sales & Marketing departments

Purpose of the job: 

To drive an effective promotion mindset across the Sales, Marketing & Finance Communities, improving the links so that promotion capabilities and process can be embedded into ‘business as usual’ across all Commercial functions through the development and execution of a new ways of working with embedding best practice business models and actionable insights to deliver the revenue improvement.

targets/initiatives of HEINEKEN Cambodia.  

Key Accountabilities

Promotion Optimization

• Conduct analysis on current promotion and trading term to identify potential topline opportunities, e.g.:
• Promotions: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by channel, account, brand, pack type
• Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support Trade Terms negotiations.
• Escalate out-of-guardrail promo or trade terms for sign-off

Continuous Improvement

• Conduct annual Trade term assessment; define opportunities and potential Alternative Proposal for Trade term negotiations.
• Train relevant functions within HCAM on Promotion & Trading terms topics/tools
• Drive continuous improvement of Promotion & Trading term guardrails & relevant processes

Support other functions within company on RM topics & processes

• Support Finance on analysing potential opportunities for Promotion & Trading term.
• Support Sales with development of account plans and promo calendar within RM guardrails
• Support sales on Trading term roadmap for future efficiency and negotiation planning

People Agenda  

• Develop team members according to the HEINEKEN Learning philosophy by engaging on a regular basis on Personal Development Plan, including leadership and functional competencies and business understanding, and seeking development opportunities for their career path.

Key Knowledge and Experience

• University degree in Finance/Business Administration with min. of 3 years experiences in Commercial Finance Business Partnering role, preferred from FMCG.
• Excellent speaking and writing in English and Khmer language
• Proficiency in Excel, Word and Power Point. ERP System.