Senior Manager/Director SRM Analytics

Strategic Revenue Management Functional Expert 

Position Title: Senior Manager/Director SRM Analytics
Department: Revenue Management / Sales Operations

Position Overview:

We are seeking a highly skilled and experienced Strategic Revenue Management Functional Expert to join our team within the Consumer Packaged Goods (CPG) industry. This role is integral to optimizing pricing, promotion strategies, and revenue growth across our product portfolio. As a subject matter expert, you will collaborate with cross-functional teams to deliver actionable insights and drive business results. You will be responsible for translating revenue management strategies into operational excellence and ensuring that business objectives are met while enhancing profitability.

Key Responsibilities:

• Revenue Management Strategy Development: Lead the design and execution of revenue management strategies, including pricing, promotions, and assortment optimization, to maximize revenue and profitability across various channels and customer segments.
• Pricing Optimization: Drive the development of dynamic pricing models that align with market conditions, competitor positioning, and customer behavior. Ensure optimal pricing across product categories and geographies.
• Promotions Strategy: Design and evaluate trade promotions and discount strategies to enhance sales performance, ensuring ROI maximization. Work closely with the sales, marketing, and finance teams to optimize promotional spending and effectiveness.
• Data Analysis and Insights: Leverage data analytics and business intelligence tools to provide actionable insights for pricing and promotional decisions. Monitor and assess key performance indicators (KPIs) to inform business strategies and continuous improvement.
• Cross-functional Collaboration: Partner with sales, finance, marketing, supply chain, and product development teams to align on strategies and ensure successful execution of revenue management initiatives. Provide guidance and training on best practices in revenue management.
• Market and Competitor Analysis: Conduct regular market and competitor analysis to stay informed of market trends, customer demands, and competitive pricing strategies. Use this information to influence decision-making and drive competitive advantage.
• Revenue Forecasting: Lead forecasting efforts related to revenue and margin optimization. Provide recommendations for adjustments based on changing market dynamics or internal business performance.
• Tools and Technology Implementation: Stay up to date on the latest tools and technologies in revenue management. Lead or support the implementation and optimization of relevant systems and platforms.
• Leadership and Mentoring: Serve as a mentor to junior team members and share expertise in revenue management best practices. Build a high-performing team by fostering a culture of collaboration, continuous learning, and innovation.

Qualifications:

• Education: Master’s degree in Business, Finance, or a related field (from tier-1 institute).
• Experience: Minimum of 8-10 years of experience in revenue management, pricing, or strategic sales roles within the Consumer Packaged Goods (CPG) industry. Experience with large-scale CPG organizations or in a specialised analytics firm is a plus.

Skills & Expertise:

• Strong understanding of revenue management, pricing strategy, and promotional effectiveness & trade architecture in the CPG sector.
• Experience in deploying enterprise-level analytical solutions with advanced AI/ML models for revenue management.
• Advanced proficiency in data analytics, forecasting, and business intelligence tools (e.g., Excel, Power BI, SAP, Tableau, etc.).
• Experience working with 2nd party & 3rd party data-sets (e.g. Nielsen, Kantar, Kroger, IRI etc.)
• Demonstrated ability to drive strategic change and deliver measurable improvements in revenue and profitability.
• Excellent problem-solving and analytical skills with the ability to work with large data sets and extract key insights.
• Strong communication and presentation skills, with the ability to influence senior leadership and cross-functional teams.