Price & Revenue Growth Manager at Distell

This individual will be the focal point for the dimensions of optimal RTM pricing, promotional effectiveness and trade by engaging in the following activities:

• Facilitating interdepartmental communication and sharing of best practices
• Supporting commercial functions in ad hoc requests relating to price, trade and promotional effectiveness responses
• Contributing to the overall strategy and ensuring positive impact by providing detailed analyses to assist the relevant General Managers of each region in their decisions
• Bringing visibility, transparency, and analytical rigor to the department

Key Customers Relationships (internal And External)

• Line Management
• Leadership Team
• Finance Departments
• Global marketing
• Marketing
• Procurement
• Research agencies

Key Responsibilities And Functional KPl's
Price Tracking and lncrease Preparation

• Preparing analyses for price list and price policy discussions
• Support to maintain and disseminating monthly “pricing scorecards”
• Support design of regression and conjoint analysis to inform medium-term brand positioning aspirations.
• Preparing analyses for price list and price policy discussions
• Use regression and conjoint analysis to best position Distell brand pricing in context of portfolio strategy, product volume, margin & competitor pricing behaviours.
• Financial modeling: Position the portfolio to extract maximum GI and to optimise mix by pack, brand, occasion, geography, channel & category.

Execution of Price lncreases

• Execute price increases via General Managers and their respective sales force, monitor execution & issue corrective actions.
• Mitigate the unknown excise risk per business unit.
• Create structured commercial arguments to empower sales force to drive sales, execute on strategy & build credible, enduring relationships with their customers.
• Create & communicate supporting materials (Trade Terms; Promo Guidelines; Pricing Strategy Tables; Q&A; Excise Q&A; Letters to Trade & summaries of the salient points of the increase, to ensure all functions are aligned

Capability Building within the Business

• Create relevant training materials to up-skill the sales force; marketing; channel; group accounts in commercial aptitude and global best practice
• Run relevant workshops to ensure capability is developed and feedback incorporated into further initiatives.
• Create tools and communicate within key business segments on best practice usage.

Promotional Effectiveness

• Evaluate promotional tactics and effectiveness on an on-going basis.
• Create, populate & maintain promotional effectiveness scorecards, communicate results & develop a set of best practice criteria.
• Drive development of promotional tools (IT & big data solutions)
• Support sales force in tailoring promotions to fit Distell & customer’s interests.

Trade Terms

• Monitor and evaluate Trade Investment tactics and strategy on an on-going basis.
• Consolidate and create regular reports on Trade Investment (by customer, category, and brand).
• Analyze effectiveness of individual Trade Investment elements, optimizing for future application.
• Support business in customer segmentation and alignment of Trade Investment strategy.
• Provide analytical support for sales in Trade Investment decisions.

Tactical Initiatives

• Create and execute tactical pricing initiatives.
• Bring to market tactical packs, following opportunity identification.
• Monitor and course correct where required. Identify variances from plan.

Price Compliance

• Synthesize price compliance data into key business metrics. (Playing a consulting role to SFA)
• Develop system tools to enable self-reporting by sales functions within the business.
• Monitor price compliance and issue corrective action where required.
• Identify gaps in price compliance, by rep & outlet, and opportunities at a channel/geography level.

Ad Hoc

• Advise on commercial viability of innovations; identify risks & suggest mitigating action; recommend pricing to extract maximum value and volume.
• Ad hoc support roles to sales, brand & trade marketing functions
• Exception manager for portfolio rationalization and portfolio maintenance
• Commercial viability of new product development and business case sign off

Competency Profile
Education

• Relevant Commercial degree (e.g. mathematics, economics, finance) that requires extensive quantitative knowledge
• Post graduate qualification or professional accredited qualification will be advantageous

Relevant Experience

• 10 years' experience within the FMCG environment across the full value chain is preferred
• The candidate must be willing to travel extensively
• Sales, commercial and marketing management experience, specifically with:
• Similar size budgets
• In depth industry knowledge
• Internal and external customers

Skills

• MS Office Suite (Word, Advanced Excel, PowerPoint, Outlook, SAP)
• Sound presentation skills and time management
• Budgetary control and cost control management
• Strong project management skills
• Strong analytic ability
• Ability to work independently and under pressure