Director Revenue Growth Management

Main purpose:

The BU RGM Leader (this role) will be serving as a key business partner and the pricing expert for the India BU. This position helps drive consumer penetration and category profit pool growth, mainly by leading the strategic development & execution of optimized pack-price architectures, product mix plans across brands and channels; and managing trade spend effectively. As leader of the local Pricing practice, the BU RM Leader ensures improved strategic pricing capabilities and market delivery of strategic pricing objectives for profitable value, volume growth and share gain. He/She also is responsible for developing capability, governance and processes at Business Unit and Bottler level so that Revenue Management becomes an embedded way of doing business in the markets

Responsibilities:

Leads 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.
• 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 (CPIs), 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)
• 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 pricing objectives of the business are met.
• Own promotional and CDA operations process (ROI, budget, competitive monitoring, approvals, tactical proposals etc)
• Support the development of pricing tactics that deliver strong ROI, with tight budgetary discipline, flawless price operations and timely accurate periodic reporting.
• Lead system, tools, frameworks, and process development for all levers of revenue management and cascade to markets through the appropriate forums . Transition process management to bottler and BU resources at early stages
• Asses annually the estate of capability by market and develop an action plan to close the gaps
• Comply with the Sector resources on best-practice information tool development and support the organization in local customization and implementation of these tools.
• Continuously train PEP System Marketing, Sales, Finance Planning and RM Managers in RM methods and processes.

Qualifications:

• 10+ years experience across Sales, Commercial and Finance, Beverage experience is an advantage
• 5+ years experience in NRM
• Proven & confident influencer at all levels in the business
• Ability to articulate complex concepts in clear, simple & logical terms & build compelling presentations & professional communications (in English language)
• Ability to communicate at all levels of the organization and functions given frequent interactions with the Leadership team across all BU & Bottlers
• Self starter able to drive progress in an ambiguous environment. Needs to be an excellent networker with quick ability to know Sectors, BUs and Functional stakeholders to deploy effective capability building
• Strong results orientation, track record of hitting and exceeding targets
• Change management leading large scale change throughout levels of an organization
• Project Management ability to scope and plan for key deliverables and execute in different phases of projects