Sales Planning Manager

HEINEKEN Korea - Sales Planning Manager

Scope of the job

*Revenue Management and lead sales operation team. Revenue Management and lead sales operation team:

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

Manage people in the team to deliver consistent and stable reporting support in the organization with data and report management (both for  On trade and Off trade).

Review regularly on current report system and improve to deliver effective/efficient set of information to key stakeholders

*Key responsibilities:

Drive the OpCo Revenue Margin Growth agenda, aiming for constant maximisation of Revenue/HL and FGP through:

Conduct annual pricing review to identify potential RMG benefits (based on RMG analytics, market intelligence, etc) and set guardrails on channel / customer pricing, promo, trade terms, and mix execution, e.g.:

• Brand Portfolio Pricing & Pack-Price Architecture: Set optimum brand price indexes, conduct Channel Pack Price Architecture white space analytics and recommend new pack launches, translate optimal brand index to SKU list price and recommended shelf price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/channel/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 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 TT negotiations on how to improve SMART conditionality

Responsible for setting and continuous tracking of RMG objectives within OpCo business strategy, e.g.

• Track & monitor RM performance throughout the year vs targets/guardrails
• Escalate out-of-guardrail pricing, promo or trade terms for sign-off

Drive continuous RMG improvement cycle and strategy:

• Conduct annual RM assessment; define and execute resulting RMG agenda for coming year
• Train relevant functions with OpCo on RMG topics/tools
• Drive continuous improvement of RMG content & processes within the OpCo
• Lead strategic mid- and long- term planning (SP, ICP, AP) processes

Support other functions within the OpCo on RM topics & processes , e.g.:

• Support Finance on allocation of resources/funding by accounts, brands and pack types and help Finance set RM targets based on collective insights and recommendations.
• Support Finance to provide the analysis of revenue margin movement.
• Support Sales with development of account plans and promo calendar within RM guardrails
• Support Marketing with setting optimal brand / portfolio pricing (e.g. based on elasticities)
• Support innovation agenda with RM market insights (on pricing / positioning / white spaces)
• Manage interaction and collaboration between different functions/roles on RM topics

Position Profile

*Experience / skills required:

• Commercial, financial & analytics experience, preferably in FMCG
• 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 result, take ownership and translating insights into concise practical plans for execution
• Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
• High level of cross functional cooperation: effectively partnering with communication, control, account & 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
• Experience of OpCo commercial and financial systems and governance
• Experience of Nielsen data
• Confident with big data; strong with excel and other data software
• Experience in successfully guiding and managing small teams is an advantage

*Language(s):

• Proficient English written and oral skills