Customer Marketing Manager & Revenue Manager: HPCB at Tiger Brands

THE JOB AT A GLANCE

You are accountable for all the selling activities across the portfolio for your assigned category and channel. In close collaboration with the Marketing, Customer and Operational teams, you need to achieve set growth targets in your channel. by turning brand strategies into commercial propositions.  You own the shopper proposition, and you use your shopper understanding to deliver coordinated, innovative, cross-functional sales value to the customer.. You will support the business in regard to Consumer pricing and promotional optimisation by using the profit waterfalls and leading pricing strategies from development, impact on financials and execution within the trade. 

RESPONSIBILITIES

WHAT YOU WILL DO

• Lead the execution of a channel strategy which is aligned to marketing (ATL & BTL), customer and business activities.
• Support the Managing Director with robust business casing for relevant pricing and portfolio decisions considering both internal and external data/information 
• Develop and Implement a pricing strategy for all assigned channels that is linked to margin and volume delivery depending on business objectives
• Achieve promotional revenue objectives by tactic, price point, SKU, drive period & selling event for your assigned channel.
• Ensure that pricing & promo activities are routinely compiled & communicated internally & externally.
• Support the Customer team in identifying pricing and promotion opportunities by monitoring relevant KPI’s and updating a predetermined set of analyses and reports 
• Assist the customer team to develop compelling trade propositions to bring Tiger strategy and the customer strategy together 
• Conduct competitor pricing analysis to understand and guide Tiger price competitiveness – managing elasticities to competitor set
• Translate insights of shopper behaviour across the channel, into POP drivers (i.e. transaction builders, shelf layout, category flow, location on shelf, forward share requirements, point-of-sale triggers)
  Implement a POP strategy by category & sub-category which provides direction to the field operations team.
• Work with the Category Management Manager to develop category management propositions for relevant customers (i.e. space planning, retailer category strategy)
• Support product portfolio development by assessing multiple dimensions (financial, competitive, channel) to identify opportunities to innovate, and by participating in the NPD process 
• Review and analyse competitor pricing data to develop robust understanding of Tiger Brands’ position in the market relative to price and awareness of our price competitiveness 

WHAT YOU WILL BE MEASURED ON
 

• Overall net sales target
• Category Market share /forward share/ distribution 
• Gross margin / category profitability
• Speed to market implementation
• POP effectiveness and pricing strategy
• Customer Satisfaction
• Effective cost containment

QUALIFICATIONS

WHAT YOU’LL BRING TO THE TABLE

Competencies

• Influencing Others – you are customer relationship obsessed. You align with relevant stakeholders by using a strategic relationship building process to understand their needs and exceed their expectations while growing each customer’s and the Tiger Brands business. 
• Analytical Capability – You make it easy for entire team to understand complex data sources 
• Business Savviness – you understand the potential implications of price changes, SKU listings, etc on consumers and customers  
• Owning It – you consistently demonstrate and proactively deliver a thorough understanding of shopper, category, competition and customer.
• Driving Long Term Results – you are fixated on hitting targets and delivering service to the channel.  You can see beyond one customer or one point in time. 
• Developing Myself and Others – you are open to learning new things and you find ways to grow and develop your skills and abilities
• Staying a Step Ahead – you have a comprehensive understanding of channel innovations that will elevate our game
• Change Management – You are resilient, not afraid to challenge stakeholders and gain their buy-in 

Experience

• 5-10 years customer / sales management experience within FMCG 
• Category management experience across multiple channels
• Experience in developing revenue management strategies