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Director Revenue Management

We Go Places! How about you?
Location: White Plains, New York
Function: Finance
Sub Function: Finance - Business Control
Type of contract: Permanent



About the Role:
Leadership position that aims to be an independent Business Partner and advisor for the organization, owning, managing and administrating the Revenue Management agenda and its 6 pillars within the OpCo. Drive value mindset, conduct disciplined analytics, set guardrails & monitor compliance, ensuring effective business decision making, through good understanding of the commercial processes. 


Key Responsibilities: 
• Align and drive the OpCo Revenue Management agenda strategy, aiming for constant optimization of Volume, Revenue and FGP to achieve AP targets.
• Create a high performing Revenue Management team through leadership, individual/ team development plans, effective performance management, enhanced business analytics, on the job coaching and constantly raising standards.
• Provide inspirational leadership and direction to this team, ensuring the team is motivated and instilling a culture of first class Business Partnering
• Drive greater connectivity across Sales and develop a culture of continuous improvement. Ensure the development of the Revenue Management team by working closely with the Sales Function, Business Control teams and other Functions as needed
• Foster a culture of fact based decision making and cost consciousness throughout the organization
• Maximize business Revenue Management performance across its six pillars by working closely alongside, supporting, challenging and influencing the Sales Team 
• With the CMI director, Regions directors, finance director and Market inputs must be able to synthetize market opportunities and apply in full Revenue Management strategy 
• Define and decides guardrails on Revenue Management Strategy; including (consumer/customer) promotions, discount and trade terms and price, pack, mix management
• Review competition and gather customer intelligence related to Revenue Management
• Evaluates performance to ensure execution and continuous improvement through learnings
• Conducts pre and post analysis to evaluate portfolio changes 
• Evaluates performance to ensure execution and continuous improvement through learnings
• Regularly presents overall Revenue Management topics to different key stakeholders
• Support the overall Revenue Management strategy by accounts, brands and pack types 
• Align Prices Indexes for portfolio changes with the marketing team 
• Continuously track market framework to search portfolio opportunities 
• Help RM SteerCo to set RM targets based on collective insights and recommendations
• Support Sales directors with development of account plans and Revenue Management agenda 
• Drive the innovation agenda with ad hoc Revenue Management analyses
• Manage interaction and collaboration between different functions/roles on RM topics
• Internally network with regional / global RM teams on Revenue Management pillars
• Externally networks with mayor retailers on ways of improve Revenue Management pillars
• Support decision making process within the six Pillars of Revenue Management with the Sales Team
• Continuously track Revenue Management pillars performance using analytics tools and set mandatory Promo optimization, Discount and Trade Terms, Price, Pack and Mix guardrails by brand, account, pack type
• Conduct monthly RM reporting and gather customer intelligence related to Revenue Management
• Ensure the development of value-added analytics and business insights to advance the company’s understanding of Revenue Management (combining internal and external data, financial and nonfinancial)
• Training relevant functions within OpCo on Revenue Management topics/tools
• Provide Revenue Management input (Target for RM KPIs, volume/value tradeoffs) into key processes, e.g. SP, AP, S&OP, innovation
• Drive continuous improvement of Revenue Management content and processes within the OpCo: annual assessment, lift-and-shift OpCo Good Practices, own/develop tools
• Ensure the proper execution of business controls as identified in the Key Control Framework.
• Manage the cost of his direct team


Basic Qualifications/Requirements:
• Highest level of education achieved:  MBA (preferred); Undergraduate in Business, Finance, Economics, Mathematics, Statistics required
• Functional expertise:  10+ years of related commercial, revenue management, industry experience with demonstration of analytic and information driven experiences
• Finance experience (business math/economics) preferred
• Experience with information systems and related tools for staging and deploying information
• Data Modelling Experience
• Proven Commercial Affinity
• Challenging Approach
• Influencing skills
• Leadership
• Excellent written and verbal communicator at all levels
• Excellent Excel, Power Point, Word skills required
• English Speaking Skills
• Any other Language a plus


Measures of Success / KPIs:
• Business Partnering feedback from the Sales / Business Control teams
• Build long and short term strategy and implementation for the Revenue Management strategy
• Ensure Revenue Management activities are aligned vs. one level up targets/guardrails
• Timely and correctly set KPIs following and measuring promos, discounts, trade terms, price, pack & mix at the industry
• Proactively Capitalize Revenue Management opportunities at market yearly, as defined in the target setting process
• Achieve defined/agreed benefit due to Revenue Management of Gross Sales


HEINEKEN Leadership Expectations:
• Connect
• Shape
• Develop
• Deliver
• Role Model 


Finance Behaviors:

• Promotes Collaboration
• Thinks Strategically
• Builds Capabilities
• Drives Business Performance
• Fosters Integrity and Compliance


Position not available for Visa support.


HEINEKEN USA Inc., the nation's leading high-end beer importer, is a subsidiary of HEINEKEN International NV, the world's most international brewer. Key beers and ciders imported into the U.S. are Heineken®-- the world's most international beer brand, Heineken® 0.0, Heineken® Light, the Dos Equis Franchise, the Tecate Franchise and Strongbow Hard Apple Ciders. HEINEKEN USA also imports Amstel Light, Red Stripe, Tiger, Carta Blanca, Bohemia, and many more. For the latest, follow us on Twitter @HeinekenUSACorp, or visit


We are a proud family with rich heritage and history. We are passionate about the beer and cider that we sell. At our core we are pioneers, mavericks, and entrepreneurs.  We connect people by creating meaningful experiences and memorable moments. Every day you have the opportunity to be extraordinary and leave your mark.


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