Revenue Mgmt Director
3 weeks ago
**Responsibilities**:
- Lead development of portfolio pricing strategy and price-value actions for profitable value and volume growth. This includes collaboration across all functions to deliver a holistic Price Value chain approach, ensuring category, consumer, customer, company (BU) and competitive impacts are well understood and integrated within pack-price recommendations and execution plans.
- Development of the 3 years Pricing Roadmap, outlining the pricing strategy by brand & pack in each year, anticipated pricing action required over the PSP timeline and its impact on overall volume growth.
- Development of the detailed AOP Pricing plan to be executed - outlining key RM initiatives, timing, and financial impacts
- Chair/co-chair the local cross-functional Pricing Council. This includes ensuring regular monitoring and assessment of portfolio pricing performance versus the category, development of strategic pricing recommendations and project management of price-value actions & execution (through Annual Plan and S&OP+ process cycles).
- Drive development of portfolio Net Price Realization, Product Mix & Trade Spend plans at the channel/key customer level. This includes partnering closely with Sales, BU Marketing, Finance and Pricing councils (as necessary) to set annual mix targets, establish pricing corridors & promotion price guidelines, manage triple/quadruple net price performance and minimize cross border/parallel trade.
- Lead the creation of market portfolio pricing strategy, development of annual pricing plans/recommended actions and overall management of the local market pricing practice. This includes leveraging Pricing Playbooks & partnering with:
- BU Marketing, Insights and Sales for optimized brand pack-price architecture across key price tiers, thresholds and partitions to ensure pricing attractiveness and competitiveness against consumer penetration, transaction and trade-up goals.
- Sales, Customer Marketing, Category Management & Key Account teams to unlock price point opportunities by channel for category/profit pool growth with customers. o Commercial & Finance to lead the Commercial Policy implementation including Pricing, Trade terms and conditions, Promotion management. Analyze and identify actions to improve ROI and deliver target Prime Margin for the BU
- BU Marketing and R&D to capture Innovation price-value opportunities and enhance alignment to brand/BU strategy and overall pack-price architecture goals
- Finance and S&OP+ team to ensure price recommendations and action inputs are included in Annual Operating Plan and period S&OP+ cycles.
- Report, plan and govern Trade spend (Promotion Management) for the channels and their subchannels in partnership with Sales Teams
- Chair/co-chair the Local market Pricing Council, including integration and co-ordination of fact based recommendations with S&OP+ Step decision owners (as appropriate) for consult at MBR for final sign off by GM. Ensuring agreed actions are followed through.
- Lead the execution, planning and management of agreed Pricing Strategy for the Brand/Portfolio by:
- Partnering with Marketing & Customer Marketing to develop everyday pricing & product mix guidelines by BU for KA teams
- Coordinating the deployment of any cost price increase (CPI’s), providing project management support to ensure agreed actions are executed on time and on budget. Includes managing any requested brand/customer exceptions through S&OP+.
- Analyze External and Internal Pricing Landscape on a periodic basis including:
- Monitoring Retail Pricing Landscape and Pricing status across BU on period basis (e.g., Price Points, Price Tiers, Curves) o
- Conducting detailed pricing analysis across channels/pack types for opportunities
- Tracking competitors and multi-category pricing and pack architecture moves
- Drive ‘Mix for Growth’, optimizing portfolio Product Mix plans by integrating consumer, customer/channel and financial performance in setting annual mix targets. This includes leveraging Mix Playbooks and partnering with:
- BU Marketing, Sales, Finance, Customer marketing, insights and Category Management to develop product mix targets for Key Account teams. This includes ensuring fact-based marketplace performance from insights/Category Leaderships and financial impacts are considered (with a particular emphasis on Hero SKU growth.)
- BU RM, Sales and Customer Marketing to ensure net pricing/trade incentive programs deliver desired customer and product mix. This includes ensuring net pricing plans are consistent with growing/maintaining NSV against our Hero SKUs
- BU Marketing, Sales, Customer Marketing, and Key Accounts to analyze and deploy Range Efficiency/SKU optimization opportunities by channel.
- Drive Governance process for trade spend at market and bottler level and monitor compliance with the Sector Trade Investment Policy
- Manage the day to day activities of the Trade Spend lead (where relevant) ensuring all the pri
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