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Revenue Management Senior Specialist

Scope of the Job


Revenue Management (RM) is one of Heineken top priorities for the coming years. For that reason it is critical to quickly upscale capability in the area across regions and markets. RM is a holistic approach to support Category Revenue Growth agenda in a competitive and profitable way. Holistic RM spreads across 5 pillars, Brand Strategic Pricing, Channel Pack Price Architecture, Mix Management, Promotion and Trade Terms Management.


Functional Responsibilities:


The Senior Revenue Management Specialist will support Middle East and North Africa covering all RM pillars and enablers:

  1. Support the overall business delivery via:
    • Providing RM insights for AP/SP discussions (standardized pack of analytics)
    • Operating as part of an RM SWAT team to tackle specific business issues (hypothesis-based w a span < 3 months)

The scope of work includes:

    • Brand Portfolio Pricing & Pack-Price Architecture: Advise 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/channel or 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 and set mandatory promo guardrails by brand, channel, pack type
    • Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Terms framework and guardrails; support TT negotiations on how to improve SMART conditionality


  1. Build sustainable RM capability and ensure execution and continuous improvement
    • Evaluate performance to ensure execution and continuous improvement through learnings.
    • Track & monitor RM performance throughout the year vs targets/guardrails.
    • Conduct annual RM assessment; define and execute resulting RM agenda for coming year
    • Drive continuous improvement of RM content & processes within the OpCo


Job Requirements


Education, Certifications and Licenses:

  • Bachelor degree in Business, Finance, Accounting or Commerce


Knowledge and Experience:

  • 4 to 7 years of relevant experience.
  • Solid Financial and Commercial Background.


Skills and Abilities:

  • Excellent English written and spoken
  • Strong analytical and problem solving skills
  • Good communication and interpersonal skills
  • Multi task ability and work under pressure.
  • Open minded and Flexible
  • Self-motivated and Target oriented

Job Segment: Manager, Revenue, Revenue Management, Finance, Management

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