Revenue Management Business Partner at Tiger Brands

THE JOB AT A GLANCE

You are accountable for the development & delivery of fact-based and holistically considered portfolio and pricing recommendations to the Managing Director / Customer Marketing Managers based on robust analytical projections of both interna business and external market/competitor sales, pricing , and profit dynamics. In addition, you have responsibility for pricing administration, and tracking pricing compliance alerting the business to deviations and associated commercial implications.

RESPONSIBILITIES

WHAT YOU WILL DO
DECISION TOOLS & ANALYTICAL MODELLING

• Integrate multiple disaggregated data sources to build a solid platform for decision making tools & robust analyses
• Provide the business with sophisticated RM Tools & analytical modelling with ongoing continuously development / innovation
• Profit Waterfall - Price threshold analysis - Price/pack discount curves - Price elasticity calculations -Competitor & trade pricing intelligence - Customer Profitability

PORTFOLIO OPTIMISATION

• Undertake routine & ad-hoc analyses of portfolio performance against agreed strategic positioning & KPIs (internal commercial & competitor benchmarks) to identify opportunities to rationalize under-performing lines
• Support pack/price architecture initiatives to map the brand portfolio against key shopper and trade needs & sales/pricing dynamics to direct cluster-based ranging recommendations as well as identify opportunity gaps for competitive offerings
• Undertake scenario modelling in support of innovation business cases to determine optimal pack, price, launch promotion plans and associated volumetric assumptions

CUSTOMER PROFITABILITY

• Undertake routine & ad-hoc analyses of customer performance against agreed strategic roles & KPIs (internal commercial & channel benchmarks) as the basis for decisions on the scope & levels of resource & financial investments made

PRICE PROMOTIONS & INCREASES

• Work closely with Shopper & Trade Marketing  & Customer Managers to determine optimised promotional mechanics & pricing levels by channel/cluster & Customer to secure competitive SOV, drive brand switching & profitably build basket size/mix in line with shopper plans               
• Support financial planning of Price Increases through scenario modeling of competitor response assumptions, trade buy-ins, timing of RSP changes on-shelf
• Track PI implementation, timeously highlighting deviations from plan

COMMERCIAL ARGUMENTS

• Provide fact-based commercial inputs into the development of compelling commercial arguments to the trade in support of innovations, campaigns, promotional pricing and pricing recommendations

PRICING ADMINISTRATION & COMPLIANCE

•  Work closely with Finance, Sales & Ops to ensure that pricing accruals are accurately calculated & actioned, & that execution of pricing / price adjustments are executed in line with approved strategies.
• Timeously inform the business of compliance gaps with estimated commercial impact so as to drive rapid resolution

WHAT YOU WILL BE MEASURED ON

GROWTH PIPELINE

• Speed & quality of reports & analyses
• Portfolio & Customer mix profitability

SATISFY CUSTOMER NEEDS

• Impact of recommendations on sales & profitability

EFFECTIVE COST MANAGEMENT

• Management of compliance to plans

AUDIT FINDINGS

• No negative audit findings

EFFECTIVE TEAM MANAGEMENT

• Collaboration within the team & cross-functionally
• Personal development & career plans

QUALIFICATIONS

WHAT YOU NEED TO BRING

INTELLECTUAL CURIOSITY & ANALYTIC CAPABILITY 

• Build and maintain decision making tools

CREATIVITY 

• Ability to identify price & portfolio opportunities & develop recommendations leveraging incomplete & sometimes conflicting information

BUSINESS SAVVINESS 

• Understanding of the potential implications of price changes, SKU listings, etc. on shoppers and customers

PROACTIVENESS

• “Fire in your belly” to source, structure & analyze data from multiple, disaggregated sources and execute planned RM activities

CHANGE MANAGEMENT

• Commitment, resilience & courage to challenge senior people / team members, & cross-functional teams and gain their buy-in to the principles & practices of RM

EXPERIENCE

• 3 -5 years RM experience preferably within the FMCG industry
• 3 years experience in building & maintaining decision tools
• Financial & commercial aptitude
• Sales or Marketing experience is a plus, but not essential
• Preferred Qualifications – Masters in Economics, Business Administration