Director Revenue Management - White Plains, NY

About the Role:

We are seeking a Director who will play a vital role as our Revenue Management Business Partner for our Frontier Zone. In this position, you will be responsible for identifying and capitalizing on revenue growth opportunities while ensuring that business decisions are based on data-driven insights. The ideal candidate will establish themselves as a trusted business partner to sales leadership by providing value-added support and strategic thought leadership. Furthermore, you will be instrumental in implementing our Revenue Management agenda across HEINEKEN USA.

As a Director, you will be instrumental in driving shareholder value for HEINEKEN by setting and supporting the achievement of challenging financial and non-financial targets within the Sales domain. This will be accomplished through the implementation of an effective and robust Revenue Management agenda.

Key Responsibilities:

• Develop and lead a high-performing Revenue Management Team that supports the Business Units (BUs). This includes creating individual and team development plans, implementing effective performance management strategies, enhancing business analytics capabilities, providing on-the-job coaching, and continuously raising the team's standards.
• Provide inspirational leadership and direction to the RMG team, ensuring their motivation and fostering a culture of first-class business partnering.
• Drive the Revenue Margin Growth strategy by identifying and optimizing prices at distributors and retailers.
• Collaborate closely with the RMG Leadership Team to establish pricing strategies and ensure their implementation with distributors & retailers.
• Support the organization across the Revenue Management (RM) pillars by facilitating fact-based decision making through the use of tools such as:
  • Price Strategy and Brand Positioning
  • Price realization
  • Pricing trade off evaluation
  • Mix strategy and pack prioritization
  • Promotion planning and effectiveness
  • Margin analysis by channel, customer, brand, and SKU
  • Other Global Tools and Frameworks
     

• Foster greater connectivity within the RMG team and promote a return on investment (ROI) mindset through close collaboration with Finance Managers in the Business Units, Sales partners, and other Finance teams in the organization. Manage pre and post activity evaluation to scale profitable initiatives and discontinue non-profitable ones.
• Oversee the development of value-added analytics and business insights to enhance the company's understanding of business development.
• Ensure team is executing post promo analysis with external distributor partners
• Cultivate a culture of fact-based decision making and cost consciousness throughout the organization.
• Maximize business performance by working closely with and providing support, challenges, and influence the Sales Senior Leadership Teams.
• Actively participate in Business Unit Leadership meetings to integrate the RMG agenda into monthly reviews.
• Provide advice, guidance, and influence to strengthen decision making within the Business Unit Sales teams.
• Evaluate performance to ensure execution and continuous improvement through learning.
• Support the creation of inputs for key processes such as Strategic Planning (SP), Annual Planning (AP), and Monthly Reviews.
• Conduct project-based analyses to assist brand teams with price positioning, price pack architecture, and promotion strategies.
• Instill a Revenue Margin Growth mindset across the organization and influence key stakeholders to prioritize fact-based decision making.
• Support the Senior Director of RMG in various RMG activities, including ad-hoc projects at the global, regional, and local levels, as well as creating RMG tools and models using tools like Excel, Power BI, and Anaplan. 

Basic Qualifications/Requirements:

• Highest level of education achieved:  MBA (preferred); Undergraduate in Business, Sales, Marketing or Finance required
• Functional expertise:  10+ years of related commercial/Revenue Management, 3-Tier industry experience with demonstration of analytic and information driven experiences
•  
• Prior leadership and management experience required
• Experience with information systems and related tools for staging and deploying information
• Finance experience (business math/economics) preferred
• Proven Commercial Affinity
• Customer Facing
• Experience in Data Modelling
• Advanced Excel and PowerPoint skills required
• Nielsen/syndicated data
• Power BI
• Challenger Mindset
• Influencing skills
• Excellent written and verbal communicator at all levels
• English Speaking Skills
• Other Languages as a plus
• Minimum Expected Travel: 30%

Core/Functional Competencies:

• Strategic Direction & Alignment
• Business Analysis, Planning & Development and Challenge
• Knowledge of the Company, Products and I/S Category         
• Revenue Management

Leadership Competencies:

• Focuses Externally
• Thinks Globally
• Fosters Collaboration
• Engages and Inspires Others
• Develops People and Teams
• Drives to Win

Compensation & Benefits:

• Base Salary Range: $140,000 – 200,000 + Annual Bonus
• Benefits - Medical/Dental/Vision + Matching 401k Plan
• Vacation – 20 Days Paid Vacation & Unlimited Wellness Days
• $200 Monthly Beverage Allowance
   

HEINEKEN Behaviors

• Connect
• Shape
• Develop
• Deliver
• Role Model

Heineken USA is an equal opportunity employer. We believe the diversity of our people makes us as strong and unique as our brands. We do not discriminate based on race, color, religion, age, or any other basis protected by law.