Manager, Strategic Revenue Management

Job Overview

The SRM Manager is responsible in identifying critical business challenges through data analysis and generating strategic recommendations across SRM levers: Pricing, Mix, Trade Promotion and Trade terms. Ensuring a balanced impact of 4Cs Consumer/Shopper, Customer, Competitor and Company - in all strategic decisions.

SRM Manager helps drive increased trade investment productivity across Mars Pet Nutrition portfolio, mainly by ensuring Sales/Trade Marketing team decision support to unlock category value & profit pool growth through smarter trade spending decisions with customers.

SRM Manager also develops a comprehensive SRM plan, leads the process from data and analysis to agreed actions. Collaborating with cross-functional stakeholders to shape the plan and monitor the progress of implementation. Besides, building the SRM culture in Mars Pet Nutrition to maximize value and profitable growth.

Responsibilities:

Lead the creation of market trade promotional strategy, development of annual trade promotional recommended actions and overall management of the local market trade promotional practice, including building overall capabilities & partnering with:

• Marketing, SDL and Sales to deliver optimized brand portfolio promotional architecture across key price tiers, thresholds and partitions to ensure promotional pricing attractiveness and competitiveness against consumer penetration, transaction and trade-up goals and integrating this within the brand activity calendar
• Marketing / CMI & SDL to ensure promotional strategies support the Mars Laws of Growth.
• Sales, Customer Marketing, Category Management & Key Account teams to unlock trade promotional price point opportunities by channel for category and profit pool growth with customers.
• Finance CoPilot to deliver target Gross Margin shape for the Market as part of continuous Trade ROI improvements.
• Finance and S&OP+ team to ensure trade promotional recommendations and action inputs are included in Annual Execution Plan and period S&OP+ cycles.

Lead the execution, planning and management of agreed trade promotional Strategy for the Brand/Portfolio by:

• Partnering with Customer Marketing to develop and deploy channel/ pack type trade promotional guidelines for Channel team on a periodic basis.
• Partnering with Finance Copilot to ensure accuracy and reliability of data within the TPM system, through strong compliance and governance around data input and usage.
• Partnering closely with Channel Team to ensure >80% of Trade spend analyzed at the program/event level to optimize Trade ROI at the total account/budget level. This includes ensuring robustness of Channel Team pre-event TP evaluations and assumptions.
• Leading trade promotional performance reviews alongside Finance Copilot,and Channel teams to inform ongoing strategy and ensuring growth and trade budget opportunities and risks are fed into S&OP+.
• Managing the trade promotional learning library to capture learnings and help inform ongoing strategies and guidelines, optimizing trade ROI across the portfolio.
• Consolidating and Inputting recommendations to promotional exception sign off as part of S&OP+. Ensuring agreed actions are managed on time in full.

• Manage the day-to-day activities of the Trade ROI analyst (where relevant) ensuring all the trade promotional objectives of the business are met. Including leading promotion pre/post evaluation process.

• Lead/Co-Lead SRM training to sales team via Global/Regional content and best practice from other countries with ability to develop customize training program / content to fit with local need.

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 for channel team
• Coordinating the deployment of any price increase, 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+.

Drive ‘Mix for Growth’, optimizing portfolio Product Mix plans by integrating consumer, customer/channel and financial performance in setting annual mix targets partnering with:

• Marketing, Sales, Finance, Customer marketing, CMI and Category Management to develop product mix targets for all channels. This includes providing fact-based information / data and considering financial impacts.
• 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 priority SKUs.

• Collaborate with cross-functional key stakeholders to design an effective Trade terms architecture to optimize Mars’s share profit pool and customer investment priorities.

Key Requirements

• Minimum bachelor degree
• 5 years experience in Revenue Management, Finance co-pilot in FMCG Company
• The following skillsets also align with the position: Revenue Management, Promotional Strategy, Promotional Analysis, Understanding of P&L
• Strong Leadership and Interpersonal skills