Purpose

NUSA is developing a Strategic Revenue Management (SRM) organization to drive revenue and profit growth and across the organization. The SRM capability is comprised of five key levers: Pricing, Promotion, Mix & Assortment, Price Pack Architecture (PPA) and Commercial 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 Manager position will play a crucial role 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 to:

• Support execution of SRM deployment in the organization with thorough understanding of the business 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 drive SRM discipline and cultural change across the company
  • Create and actively drive the brand plans to embed SRM enablers (data, systems, process, capabilities) while collaborating with functional Subject Matter Experts
• Continuously evolve, develop, build and share SRM best practices for the SRM Promotion lever:
  • Conduct thorough analysis and synthesize insights into actionable recommendations
  • Build analytical KPIs and tracking for Trade Promotion Optimization (TPO) recommendations together with Finance and third parties
  • Monitor current execution of SRM practices to refresh feedback loop and evolution within accounts and divisions
  • Support plans and drive stakeholder management to standardize SRM practices across the organization for TPO strategic usage
  • Define framework of usage TPO in annual planning, aligned with Customer Segmentation
• Support the development and deployment of SRM Commercial Terms (CT) framework:
  • Conduct thorough analysis and synthesize insights as key input for the CT project
  • Build analytical KPIs to better understand the financial impacts
  • Monitor current execution of CT must-have activities, working cross-functionally and with third parties
  • Key liaison across SRM levers to promote alignment on actions and decisions
  • Support plans and drive stakeholder management to standardize CT practices across the organization
  • Support training of CT for all levels of the organizations
• Support development of SRM Control Tower framework across the organization:
  • Drive multi-lens division analyses and define controls and compliances to be implemented
  • Collect and define best practices
  • Help define the future organizational impacts required
  • Support and develop standard operating procedures and monitoring routines needed

• Support alignment of business targets to SRM vision

• Serve as key point of contact between SRM and Finance
  • Support track and measure financial impacts of SRM initiatives
  • Provide deep understanding of SRM levers and the impact on the different P&L lines

In this role you will be expected to:

• Have deep understanding on the business drivers and KPIs and how the SRM levers directly or indirectly impacts them
• 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
• Strong indirect leadership for implementation of new ways of working in NUSA
• 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 and will help shape the newly created SRM function at Nestle USA.