Revenue & Margin Growth (RMG) Strategy Manager at The Heineken Company

Purpose of the Position

Highly skilled and versatile Revenue Management Expert who is responsible for driving revenue growth and improving operating margin through effective pricing strategy, mix and margin management, promotional effectiveness, trade terms management, pricing execution, and price compliance. You will play a pivotal role in shaping and executing revenue management initiatives to support our overall business strategy.

KEY RESPONSIBILITIES

Pricing Strategy 

• Develop and implement pricing strategies that optimise sustainable revenue and profitability across various product lines and customer segments.
• Monitor market trends, competitive landscape, and consumer and customer behaviour to identify opportunities and adjust pricing accordingly.
• Lead the use of advanced RMG tools and analytics (e.g. choice-based conjoint) to ensure pricing strategy is supported by sound data and insights.

Mix and Margin Management

• Analyse product mix and margin performance to identify areas for improvement (ensuring a full value chain assessment of different categories and the full P&L impact of pack, product and category mix).
• Collaborate with cross-functional teams such as marketing, sales, and product management to optimize product offerings and maximise margin potential.

Promotional Effectiveness

• Evaluate the effectiveness of promotional activities and campaigns in driving revenue and profitability.
• Recommend strategies to enhance promotional effectiveness (at a granular SKU, regional, channel and account level) and align them with overall business objectives.

Trade Terms Management

• Manage trade terms and discount structures to ensure profitability while maintaining strong relationships with key customers, and remaining cognisant of key interactions such as RTC strategy.
• Collaborate with sales teams to negotiate favourable terms and resolve pricing-related issues.

Pricing Execution and Compliance

• Ensure accurate and timely implementation of pricing strategies. Monitor pricing compliance across channels and markets, identifying and addressing any deviations or violations, and sharing best practice across regions and channels to consistently improve price compliance.

Agile Approach

• Be adaptable and agile in adjusting revenue management strategies based on changing market conditions, seasonal demands, and shifting business priorities.
• Proactively identify emerging trends and opportunities to stay ahead of the competition.

Cross-functional Collaboration

• Work closely with cross-functional teams, including finance, sales, marketing, and operations, to align revenue management strategies with overall business goals.
• Foster strong relationships and facilitate collaboration to drive revenue growth and operating margin improvement.

Performance Analysis

• Conduct regular performance analysis to measure the effectiveness of revenue management initiatives. Utilise data-driven insights to identify areas of improvement and make recommendations for optimization.

EDUCATION AND EXPERIENCE

• Bachelor's degree in business, finance, economics, or a related field
• Advanced degree or post-grad qualification preferred
• 5-10 years proven experience in revenue management, pricing strategy, and margin optimization
• Strong analytical skills with the ability to interpret complex data sets and derive actionable insights
• Excellent understanding of market dynamics, pricing methodologies, and revenue management best practices
• Proficient in using revenue management software and tools
• Strong business and financial acumen and the ability to align revenue management strategies with overall business objectives
• Exceptional communication and collaboration skills to work effectively with cross-functional teams
• Ability to adapt to changing priorities and work in a fast-paced environment
• Results-oriented mindset with a focus on achieving revenue growth and improving operating margin