Job purpose
- Develop the Revenue and Margin Growth (RMG) pillars and RMG capabilities of the organization to drive profitable growth
- Build the RMG agenda to drive profitable growth via across functional collaboration including trade, brand, sales, finance.
- Establish and drive RMG way of working and value mindset across all commercial functions
- Delivery profitable growth through pricing, pack price architecture, mix, trade terms based on disciplined analytics taking voice of consumer & customer, competitors positioning and Heineken business strategy & priorities into account
Key Responsibilities
RMG pillars and agenda development
- Build RMG pillars and agenda across functional collaboration including trade, brand, sales, finance.
- Build RGM capabilities for the organization to drive profitable growth
- Centralize solutions and deliver finished products to the regions and the other strategic areas.
Brand Portfolio Pricing & Pack Price Architecture
- Conduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc.) and set guardrails on channel / customer pricing, promo, trade terms, and mix execution, e.g.
- Brand Portfolio Pricing & Pack-Price Architecture: Set optimum brand price indexes, conduct Channel Pack Price Architecture white space analytics and recommend new pack launches, translate optimal brand index to SKU list price and recommended shelf price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/channel/accounts
Mix Management
- Continuously drive SKU mix towards growth and profit; set assortment guardrails per channel/region/customer and rationalize SKUs
- Ensure that all commercial actions systematically trade consumers up to more premium brands and packs; via intentional investment allocation, right customer incentives and aligned internal KPIs
Trade Spend
- Continuously track promo performance (uplift, ROI) using solid analytics, optimize promo effectiveness and efficiency and set promo guardrails
- Identify profit pool opportunities and defensibility risks, optimize Trade Term scheme and set guardrails to support negotiations
DDS
- Power BI Implementation in terms of analytical tools and dashboard for NSR, Trade terms, Mix management dashboard
- Data Driven in key pillars
Promotion: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by channel, account, brand, pack type
People's Agenda
- Train RMG Managers of hard (RMG topics/tools) and soft skills (e.g. business analyses, visualization, stakeholder management)
- Partner with commerce teams on creating and executing RMG agenda
- Develop team members according to the HEINEKEN Learning philosophy by engaging on a regular basis on Personal Development Plan, including leadership and functional competencies and business understanding, and seeking development opportunities for their career path.
Change management & Continuous improvement
- Drive continuous RM improvement cycle:
- Conduct annual RM assessment; define and execute resulting RM agenda for coming year
- Train relevant functions with OpCo on RM topics/tools
- Drive continuous improvement of RM content & processes within the OpCo
Qualifications and Experience
- University degree in Economics/Business Management
- Over 10 years commercial & analytics senior leader experience, preferably in FMCG
- Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
- Intellectual curiosity and ability to search out facts without prior process/guidance
- Passion for delivering results, take ownership and translating insights into concise practical plans for execution
- Strong interpersonal/communication/influencing skills to win support and drive decision making at Management level
- High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
- Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
- Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
- Experience of research data, strong with excel and other data software
- Excellent speaking and writing in English & Vietnamese
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