Manager Strategic Revenue Management, Commercial
Job Category: Sales/Sales Services
Location: Arlington, VA
Job ID: 21002185
Location: Arlington, VA
Job ID: 21002185
Purpose
NUSA is developing a Strategic Revenue Management (SRM) organization to drive profitable growth and revenue across the organization. The SRM capability is comprised of five key levers: Pricing, Promotion, Mix & Assortment, Price Pack Architecture (PPA) and Trade Terms. The SRM team will work across business divisions, channels, and key levers to unlock value for the organization. It’s our responsibility to educate the organization on the SRM levers, develop the right skill sets and ensure we have the tools and processes to deliver measurable results.
To execute these levers in an integrated fashion, SRM leads will need to employ a multi-disciplinary approach with core SRM levers and a channel or division focus within the organization.
High-Level Job Role Descriptions
The SRM position will play a crucial role in aligning in-depth expertise of the SRM levers with deep commercial experience, translating how each SRM lever individually and in aggregate supports different Division and Channels/Customer teams to help them achieve their business goals. The role will be responsible for:
- Support Execution of SRM deployment in the organization with thorough understanding of landscape, opportunities and trends
- Work with division leaders, accounts and brands to identify profitable initiatives and opportunities
- Understand the impact decisions will have on the commercial landscape
- Steadily discipline and drive cultural change towards SRM capability
- Create and actively drive the brand plans to embed SRM enablers (data, systems, process, capabilities) collaboration with Subject Matter Experts
- Continuously evolve, develop, build and share SRM best practices for Strategic Pricing, PPA, and Assortment & Mix across the organization
- Conduct thorough analysis and synthesize insights into actionable recommendations
- Monitor current execution of SRM practices to refresh feedback loop and evolution
- Support plans and drive stakeholder management to standardize SRM practices across the organization
- Support alignment of business targets to SRM vision
- Support development of Strategic Pricing capabilities across the organization:
- Drive multi-lens market analyses for pricing opportunity identification and impact estimation
- Support identification of pricing opportunities and develop pricing scenarios with Brand/Sales to optimize pricing architecture
- Support recommendations on Pricing per channel/customer and improvements to deliver agreed upon targets, as well as driving the SRM enablers (data, system, process and capabilities) agenda
- Monitors pricing execution
- Develop deep understanding of pricing (slope, curves, elasticities, market architecture)
- Support the definition and execution of Price-Pack Architecture across the organization:
- Support definition and execution of optimized Pack Price architecture (right pack at the right price in the right channel & ensuring profit expectations of both Nestlé & customer are satisfied) through fully understanding consumer, shopper & customer needs across prioritized channels
- Continually monitor for PPA optimization opportunities
- Support deep dive into the business, using analytics to uncover growth opportunities and refined competitive positioning, including pricing opportunities, pack size opportunities, to help NUSA win in our current categories
- Define and execute Mix & Assortment across the organization:
- Support and drive choices about which parts of our portfolio to drive in which channels/customers to win profitable share and growth
- Be the point of contact between SRM and Finance / Sales Finance:
- Support track and measure financial impact of SRM initiatives
- Provide deep understanding of SRM levers and the impact on the different P&L lines
- Continuous interaction with Sales Finance to ensure alignment of SRM ambitions and insights with the day to day execution in the field
In this role you will be expected to:
- Have deep understanding on the business drivers and KPIs and how they the SRM levers directly or indirectly impacts them
- Have thorough understanding of the retailer landscape and path to execution
- Influence multiple stakeholders in a cross-functional environment, requiring strong negotiation skills
- Provide holistic, end-to-end view of the challenges and opportunities to implement and improve the SRM levers in the organization
- Own driving a culture of consistent and sustained profitable growth
- Be a driven self-starter, identifying opportunities and being accountable for the execution of the initiatives
The SRM role will report to the Director SRM (PPA | Strategic Pricing | Mix & Assortment) and will help shape the newly created group.
Experience & Skills
- 6 years of Business experience preferred, experience in the Consumer Packaged Goods industry a plus.
- 2+ years related Strategic Pricing experience preferred
- MBA/post graduate education a plus but not required
- Strong track record in analytic or commercial sales/marketing roles, commercial acumen is key
- Drives confidence and momentum by providing the context and data / insights for others to think, decide and act
- Understanding of one or more of: tool development, syndicated data, promotional effectiveness, sales finance
- Familiarity with multiple data sources e.g. syndicated sales data, financial data, and consumer data
- Experience with Excel, Access, SAP, Azure, SQL, Visualization Software (PowerBI experience preferred) to solve business problems
- Excellent written and verbal communication skills across functions; collaborating with brand/category teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders
- Strong working knowledge of Microsoft Office (Excel and PowerPoint) and systems aptitude
- Need commercial experience (finance and/or sales) to guide internal conversations with sales/finance and external conversations with distributors/retailers
- Need to understand end-to-end processes of planning to execution, including navigation of systems landscape
- Understanding of financial concepts and pricings (cash flow, NPV, IRR, ROI, economic profit, etc.)
- Change Management in complex business environment
- This role requires robust stakeholder management and negotiation skills, responsible for making decisions around margin management
- Understands the impact decisions will have on commercial landscape across the NUSA organization
- Analytical thought partner who can determine which data is relevant to create actionable and measurable insights
The Nestlé Companies are an equal employment opportunity and affirmative action employer seeking diversity in qualified applicants for employment. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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