This role leads the Revenue Growth Management (RGM) agenda and plays a critical role in shaping the commercial strategy for South Central Europe and Baltics, managing 14 markets across our snacks business sitting on the Leadership Team and reporting to the General Manager. The position is responsible for maximizing revenue and margin across categories, channels, and customers by developing and executing strategic, financial, and commercial levers that drive sustainable growth.
Responsibilities- Consumer Architecture
- Pack Price: Identify revenue growth opportunities by identifying the right packs & prices for each purchase & consumption occasion.
- Consumer Value: Identifies the optimal level of offer/discount required to achieve the promotion objective & establishes the frequency in order to deliver overall Consumer Value
- Market intelligence & entry – modelling of entry into new categories & distribution alliances
- Revenue & Margin optimization
- Identify & monitor optimal assortment mix by category, channel & customer
- Establish annual pack mix targets for each category, channel & customer
- Track & regularly analyze mix-trends by category/segment/sku and customer/channels so as to identify opportunities to improve the mix ahead of the game to drive volume & share
- Analyze SKU performance and provide recommendations on deletion/ addition of SKU’s and establish pack rankings & Pack Roles ( Drags & Drivers )
- Improve effectiveness & profitability of promotions
- Leads development & management of promotional tracking and evaluation system.
- Builds expertise on effectiveness and profitability of promotions, both from PepsiCo & the Retailer’s perspective.
- Assists Sales & Marketing in the development of promotional strategies and translates into guidelines for each brand, channel & customer.
- Improve customer Discount & Allowances (D&A) productivity by working towards pay for performance
- Develop and recommend a new trade terms & Customer Development Agreements (CDA) architecture driving pay for performance D&A while maximizing revenue growth and taking into account competitive, customer and MC implications.
- Install systems and processes to track evolution of the D&A, other trade terms & net-net price.
- GTM / Distribution model assessment – partnering Sales & Business Development in maximizing cost effectiveness of GTM in DSD markets and ensuring sustainable and profitable growth for PEP in distributor markets.
- Business partnering with Marketing
- Pricing decision support
- Business Case development
- Portfolio analysis & SKU rationalization
- Scenario planning
- Other responsibilities
- responsible to track & evaluate current business performance as well as reviewing key Revenue Management Initiatives & ensures that decisions taken will be translated into actions by the various participants
- support i-S&OP process with P&L and final deck preparation, recognizing Opps & Risk, and Key Success factors follow up
- develops tracks & manages monthly revenue scorecards capturing major KPI’s in trade terms, price management, mix management and promotions / consumer value delivery
- builds organizational capability in Revenue Teams by developing tools, KPI tracking & monthly reporting & review, by training the front-line through workshops and by raising awareness
- champions mindset change in the Commercial Organization from a volume focus to a Net Revenue/margin focus
- University degree (Economics, Finance, Business Degree)
- Strong financial knowledge & commercial understanding (Customer Negotiation, Trade terms, Promotion execution, Financial Planning, ROI driven modelling)
- Fluent with numbers & superior analytical skills
- Computer-literate & highly proficient in Excel
- Excellent communication skills on different levels in the organization
- Strong project management skills
- Proven ability to flawlessly implement new processes/policies & procedures
- Fluent in local language & proficient in English
- Self-starter, persistent, well-organized with passionate drive
- Strategic & process thinker
