Revenue Growth Management & Business Intelligence Lead at Mondelez International

How You Will Contribute

You will:

• Work with customer teams to track progress towards revenue KPIs
• Complete promotional post evaluations in partnership with Finance and Marketing
• Support the Customer Planning Manager by providing regular reporting including volume tracking, trade spend, % promoted, seasonal in flight tracking
• Monitor revenue realization of any cost price increases
• Work with customer teams and Sales Finance to ensure all trade spend in the system is accruing correctly
• Attend customer forecast surgeries to understand customer dynamics and identify opportunities and risks to the plan
• Approve promotional activity in line with guidelines with regular reviews of promotional spend

What You Will Bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Commercial and financial acumen
• Reducing complexity using an analytical, disciplined and collaborative approach
• Synthesizing multiple data points into a holistic position
• Organizing and prioritizing
• Problem solving
• Finding new and innovative solutions
• Working in a fast-moving consumer goods or consumer packaged goods environment a distinct advantage
• Customer and category knowledge a distinct advantage

More About This Role

This senior manager position (reporting to the CP&A Director) is critical to building our organizational capability in RGM and driving superior, healthy growth within the South African (“Market”) including BLNS. Specifically, this role should:

• Support the establishment, alignment, and delivery of the market’s ambition, approach & strategic roadmap for RGM
• Enable the market to analyze, uncover and unlock RGM insights and sized growth opportunities
• Entrench RGM as ‘business as usual’ through a comprehensive cross-functional commercial planning process Manage, maintain & implement (as required), best-in-class RGM methodologies, processes & technologies to ensure the market has the right access to data, analytical & evaluation tools. Represent RGM for the market both internally & externally (as appropriate). Work with & support regional team to drive specific work tracks & ad-hoc projects in market as and when as required
• Manage team that takes accountability for – Systems, Pricing & Strategy, Analytics – Full RGM & BI team that is well established

What you need to know about this position:

Lead the establishment, alignment, and delivery of the market’s ambition, approach & strategic roadmap for RGM:

• Complete assessments of RGM capability needs and recommend approach, strategic direction, and priority actions to formulate the road map aligned to BU and Regional expectations.
• Build enablement plan to deliver the Market’s strategic roadmap and ensure capability, process & systems plan are aligned

Lead & enable the Market to analyze, uncover and unlock RGM insights and sized growth opportunities:

• Execute & facilitate deployment of Advanced RGM training within the Markets (i.e. playbooks, tools & methodologies), including assisting with tailoring the localization of training materials where necessary.
• Support / lead RGM project deep dives or ‘sprints’ across prioritized Market categories to unlock further growth opportunities and prioritize executional plans inclusive of leveraging regional and / or global learnings & initiatives.

Entrench RGM as ‘business as usual’ through the cross-functional commercial planning process:

• Support development of RGM Market blueprint by category; process establishment including setting and reporting on KPI’s and preparation of plans for AC/SP horizons; required analytical and digital capabilities / enablers; ensure ongoing governance.
• Maintain market governance of RGM – including Price protocols and agreed KPI delivery.

Ensure the Market has the right access to data, analytical tools, and best-in-class RGM methodologies & technologies:

• Understand regional vs market data requirements to enable best practice RGM and partner with local I&A/D&A teams to ensure an ongoing level of quality and sufficiency.
• Define Market RGM systems, digital & analytical needs and support MDS, D&A, and I&A functions in development of roadmap and AR’s / budgets as required.
• Leverage & implement best practice tools and technology in RGM and where appropriate pilot in-market through RGM Domain expertise (use & outcome)
• Support / facilitate business/Market adoption and best practice implementation of RGM digital platforms and tools

Represent RGM for the Market both inside & outside the organization

• Build required relationships with relevant cross functional teams & leaders within the Market
• Build RGM community in the Market and provide coaching to key RGM talent / Commercial Teams
• Support best practice sharing and implementation within the Market and to / from the Region.
• Manage RGM relationships with all external RGM partners within the region including Customer and service provider engagement and support for Sales Teams.

Directly supports the Category Revenue Managers with work tracks & ad-hoc projects as required

• Coordinate ad-hoc work tracks & projects in revenue management when support is required

Facilitate Best in Class reporting & systems with the support of your team, this would include weekly / Monthly / Quarterly and annually

• Monthly sales decks
• Consumption data Dashboard
• Gross to Net Management & Reporting (aligning with finance)
• Pricing reports & Tracking of elasticities
• Systems and project updates
• Support full Business planning process including of RGM

Team and People management across the full Business Intelligence department taking full accountability for

• Pricing and Pricing Strategy
• Systems & Tools (TPX, PEA, Trax, Consumption Dashboard, 3rd Party data – Distributors and agents)
• RGM analysts that support the process and the Category Revenue Managers

Working with critical departments to streamline data and alignment

• Working cross boundary with Commercial finance and their systems and tools – SAP and Opel
• Supply Chain
• IBP – Forecast and rolling up to forward views / projections including input from your team
• Category finance – alignment of Category views, P&L’s and forward views / projections

What extra ingredients you will bring:

• RGM Domain expertise & development expertise
• Deep understanding of Industry, categories, and key markets within BU. This is a critical ask.
• Strong quantitative and qualitative analysis and communication skills required.
• Ability to effectively plan, prioritize, execute and follow-up in a timely manner and anticipate problems and roadblocks.
• Strong demonstration of high analytical skills & ability to translate directly to insight & action
• Strong communication skills
• Strong influencing leadership
• Understanding of consumer, shopper, and customer expectations
• Ability to drive cross-functional initiatives

Education / Certifications:

• University Degree qualified preferably in Commerce, Marketing, or related discipline (e.g. Finance)

Job specific requirements:

• 10-15 years’ experience in FMCG space – must have exposure cross-functionally (marketing, sales, finance, consulting)
• Prior experience in strategic level commercial planning/ revenue management roles
• Experience in RGM, preferably in AMEA or similar market dynamics
• Demonstrated ability to manage a strong communication & influencing role
• Intermediate to Advanced experience in implementation of systems, digital technologies, data analytics and development of models with commercial insights
• Understanding of full P&L