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Title:  Revenue & Margin Growth Senior Analyst

Reveune Management (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, Promotional and Trade Terms Management.

 

Meanwhile, Data Driven Sales (DDS) is a new addition to the pillars and will be one of HEINEKEN top priorities for the coming years. This portion is critical in terms of quickly upscaling capabilities, putting data in the hands of key users and generating insights that are relevant and actionable. 

Key responsibilities:

To assist in conducting annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc)

  • Brand Portfolio Pricing & Pack-Price Architecture: Conduct annual brand pricing review based on market data analyses and/or conjoint consumer research to derive brand elasticity, review of actual price ladder vs brand equity, value chain margin development. Utilize AC Nielsen and individual retailers’ scanned sales data to assess promo depth of all SKUs, manage and provide recommendation to the sales team
  • Mix: Consolidate current mix performance, identify mix opportunities, and support prioritization of SKU mix based on profitability-potential analytics and track SKU mix allocation execution. Set SKU segmentation, PICOS standards and track execution
  • Promotions: Continuously track promo performance (uplift, ROI) using promo analytics. Help develop and maintain promo tool, evaluate promo effectiveness, highlight variance, and assist in the preparation of action plans
  • Discounts & Trade Terms: Build profit pool of outlets/retailers, quantify the trading terms spent and discounts claims by retailers. Identify profit pool opportunities & defensibility risks: translate into trade term guardrails. Provide recommendations to account teams on how to improve SMART conditionality of terms
  • Value Chain and Price Maintenance: Creation of price structures for new product innovations and review of base and trade margins for individual SKUs. Maintain master price file and inputs for price maintenance in collaboration with order-to-cash team

 

To assist in executing OpCo DDS agenda, with the aim of streamlining and improvement of data management:

  • Disciplined analytics (combining internal and external data, financial and non-financial)
  • Creation of relevant dashboards, linking of data sources, aggregation & consolidation, and utilize data analytics tools ie: PowerBI, Qlik etc to translate data into easily understandable charts
  • Utilize data to drive insights and create actionable insights that can be adopted by the relevant stakeholders on a weekly / monthly basis
  • Establish and form convincing arguments and story-telling to shape the revenue and growth agenda supported by data
  • Evaluating performance to ensure execution and continuous improvement through learnings. Improving and optimising data operations
  • Assist in the various workstreams and support other team members in the quest towards using data as the platform for decision making
  • Application of relevant revenue management techniques to help grow our revenue and assess campaign performance to optimize pricing strategy

 

Experience / skills required:

  • 3-5 years of research & analytics experience, preferably in FMCG
  • Technical expertise in statistics / operation research / economics. Working knowledge of programming tools ie: SQL good to have. Meanwhile, experience in developing and building PowerBI reports essential. Must have interest in this area
  • Strong data analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights, where they have been focussed on delivering outcomes with great attention to detail is essential.
  • Intellectual curiosity and ability to search out facts without prior process/guidance and forming a structured thought process
  • Passion for delivering result, take ownership and translating insights into concise practical plans for execution
  • Strong interpersonal/communication skills to win support
  • High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
  • Logical thinker with ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
  • Ability to manage multiple projects at the same time and work under pressure, to deadlines and holds a passion to succeed
  • Fast learner with the ability to think on your feet

 

HEINEKEN Leadership Expectations:

Connect:

  • Accountability and responsibility

Shape:

  • Strong strategic analytical skills
  • Intellectual curiosity and ability to ensure independency

Deliver:

  • Ability to transfer data into actionable insights to shop floor

Develop:

  • Communicate effectively, influential to win support


Job Segment: Revenue, Claims, Equity, Database, SQL, Finance, Insurance, Technology

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