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Revenue Manager

Are you looking for a new challenge in FMCG? Do you want a career in which you can have a true impact? Do you have sound analytical skills and a strong eye for creative visuals? 
As the Revenue Manager for Multi Bintang Indonesia (part of the HEINEKEN group), you will work in a high-end, fast-moving and complex multinational. You will report directly to the Finance Director and work in close collaboration with the Sales and Marketing Director and their teams to drive value growth in the company. 
We are looking for a talented and highly capable candidate with excellent analytical and business partnering skills. You will get the opportunity to learn and further develop yourself, to become the next future business leader.



Revenue Management is one of Multi Bintang’s top priorities, so for that reason, it is critical to further upscale capability in this area. Revenue Management is a holistic approach to support the Category Revenue Growth agenda in a competitive and profitable way. Holistic Revenue Management spreads across 5 pillars, Brand Strategic Pricing, Channel Pack Price Architecture, Mix Management, Promotional and Trade Terms Management.

Key Accountabilities:

  • Own & drive the Revenue Management agenda within Multi Bintang Indonesia, acting as an independent Revenue Management advisor to the business, and aiming to constantly maximize Revenue/hl and Gross profit
  • Perform disciplined analytics to drive top-line growth opportunities (combining internal and external data, financial and non-financial):

Brand Portfolio Pricing & Pack-Price Architecture:

Conduct pricing analytics to set optimal target consumer brand prices, translate consumer prices to SKU list price and trade margins, conduct white space analysis and recommend new pack launches, and monitor consumer and net price realization by SKU/account

Mix: Analyze mix performance (brand/channel/region/SKU) and consult on optimal resource allocation and assortment
Promotions: Evaluate promo performance (uplift, ROI)  and consult on promo strategy & planning with promo guardrails by brand, account, pack type
Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, consult on Trade Term framework and guardrails to support negotiations 

  • Partner with Commerce & Finance team in Indonesia on pricing, promo, mix and trade term strategy

  • Embed HEINEKEN Global Revenue Management best practices, own and develop RM tools & routines to deliver actionable insights 

  • Drive continuous improvement of RM content, processes and capabilities within Multi Bintang Indonesia


Education and skills

  • A minimum Bachelor’ degree in e.g. Economics, Business Administration, Econometrics, Finance or Engineering; 

  • 5 - 10 years commercial & analytics experience. 

  • 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 results, taking ownership and translating insights into concise practical plans for execution

  • Strong interpersonal/communication/influencing skills to win support and drive decision making at Management Team level

  • High level of cross functional cooperation: effectively partnering with communication, control, sales & 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; Advanced Excel and PowerPoint skills are a must; PowerBI experience is preferred

  • Fluent in English, both written and verbal. Full professional proficiency in communicating and presenting

The HEINEKEN Company
Multi Bintang Indonesia is part of HEINEKEN N.V the second biggest brewer in the world. We are committed to surprise and excite consumers with our brands and products everywhere. The brand that bears the founder’s family name – Heineken – is available in almost every country on the globe and is the world’s most valuable international premium beer brand. The Company is present in over 70 countries and operates more than 165 breweries. HEINEKEN is committed to the responsible marketing and consumption of its more than 250 international premium, regional, local and specialty beers and ciders. These include Heineken, Amstel, Anchor, Biere Larue, Bintang, Birra Moretti, Cruzcampo, Desperados, Dos Equis, Foster’s, Newcastle Brown Ale, Ochota, Primus, Sagres, Sol, Star, Strongbow, Tecate, Tiger and Zywiec.

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