Revenue Management Director

Key Accountabilities:

• Have solid understanding / experience of franchise business model and WOW under franchise business environment, strong thought leadership and communication skills
• With proven commercial or finance background, with passion to drive business growth via key NRM workstreams
• Capable of working across multiple countries, with multiple stakeholders and deliver under time pressure
• Always act with networked way of collaboration mindset cross multiple functions and bottlers
• Passionate to drive capability building, passionate to develop people
• Support development of the 3+ year Net Revenue Management strategy roadmap to deliver sustainable growth and margin expansion, in partnership with BU Franchise/Commercial/Category/Finance leadership across Asia BU
• Partners with Insights / Dx / Innovation to ensure that and NRM strategy priorities are supported into insights roadmap. Lead insights & analytics projects (Pack U&A, Perceived Value, PE, Promotions) to facilitate understanding of role of packs, with consumer centric mindset and approach
• In partnership with the BU Commercial, Category Leads defines a clear target plans to improve share of critical price tiers, and expand price leadership via targeted innovation commercialization, pricing and Pack Price Architecture (PPA) actions.
• Define the investment requirements (systems, data tools, analytics automation) including leveraging big data to achieve the long-term Net Revenue Management strategy roadmap and digital transformation
• Partners with Commercialization to define innovation guardrails to align future innovation and drive mix towards desired segments, price tiers and price points.
• Develops a coherent strategy agenda to drive Trade Spend optimization in key markets and partners with bottling partners to deploy targeted programs. Define trade spend guardrails, building upon PEP toolkits around the return on investment of promotions to deliver D&A productivity
• Delivers analytics on the financial implications of price/pack/promotion decisions grounded in understanding of pricing elasticity across geographies, categories and channels
• Deep expertise in NRM and help develop customize RM playbooks and analytics tools to be leveraged by bottling partners
• Collaborates with Franchise & Bottling partners to deploy targeted RM deep dives leveraging PEP NRM tools to identify value opportunities to underpin sustainable NRR delivery over the PSP horizon.
• Tracks the AOP plans for Net Revenue Realization, leveraging pricing, mix and trade promotion optimization levers and leads development of granular plans to achieve the objectives
• Supports the regular NRM MBR / POR with Strategic markets to evaluate PEP NRR performance drivers and impact of PEP and Competitive actions on revenue and share performance in key geographies
• Collaborate with Category team, Sales Capability & GTM team to ensure NRM requirements are supported and readily translated into executable action plans, under E2E NRM mindset
• Develop appropriate NRM analytics dashboards and tracking methodologies for BU leadership

Qualifications

• 15+ years minimum progressive industry experience across Commercial, Finance and/or Strategy Consulting in the FMCG space with 5+ years direct experience in Revenue Management in FMCG
• Business Management (MBA / Bachelors) and / or CA / CPA
• Strong background of Revenue Management in the Franchise business context
• Broad multi-channel experience preferably in established FMCG and/or Retail
• Progressive Commercial and / or Finance experience in consumer goods (revenue management, commercial leadership, trade marketing, sales finance, pricing & sales analytics)
• Commercial strategy acumen – Strong commercial and analytical ability required to manage both the operational and strategic agenda and interrogate complex, incomplete or ambiguous data with ease, including strong analytical and excel skills.
• High Quality of deliverables including input data sanctity & robust analytics outputs
• Multi-tasking to execute work-streams overcoming ambiguity (e.g lack of availability of complete data sets)
• Ability to integrate complex, incomplete or ambiguous data with ease, including strong analytical and Excel / power-point skills.
• Motivated self-starter and able to drive progress in an ambiguous environment
• Conversant with financial, market data & Sales IT tools (SAP, Nielsen, IRI, Dunhumby & retailer POS)
• In-depth understanding of various analytics tools (tableau, PowerBI, excel macros etc), techniques (price elasticity, cross elasticity, mix heuristics, system profitability etc) & D&A optimization (Promo ROI, Promo performance, Gross to Net Bridge, WTP linked Price Index, VC impact etc)