Senior Manager, Revenue Management at Mondelez International

Job Description

Revenue Growth Management (RGM) at Mondelez is a key organizational priority to drive superior healthy growth over the long-term. It is acknowledged as a critical capability in building competitive advantage

More about this role

Revenue Growth Management (RGM) at Mondelez is a key organizational priority to drive superior healthy growth over the long-term. It is acknowledged as a critical capability in building competitive advantage.

RGM is focused on category and consumption expansion balancing top & bottom line growth via a sustainable & holistic multi-year, multi-lever approach that is beneficial to consumers, shoppers, retailers and Mondelez. At its heart it is analytically driven and centers on a total portfolio approach to winning in consumer occasions, channel shopping missions and retailer execution plans.

Specifically, RGM has 4 objectives:

• to increase value realization
• to support consumption & share growth
• to drive profitable distribution & assortment outcomes
• to improve investment returns

and can be delivered through a combination of:

• Strategic Pricing Plans
• Active Mix Management of SKUs & Channel/Customer
• Price Pack Architecture Development
• Promotional & Trade Terms Optimization

What you need to know about this position:

This position (reporting to the SSA Strategy Director) is critical to building our organizational capability in RGM and driving superior healthy growth across the Sub-Saharan Africa (SSA) region. Specifically, this role should:

• Support the establishment, alignment, and delivery of the SSA regional ambition, approach & strategic roadmap for RGM
• Enable markets to analyze, uncover and unlock RGM insights and sized growth opportunities
• Entrench RGM as ‘business as usual’ through cross functional commercial planning process
• Ensure markets have the right access to data, analytical tools, and best-in-class RGM methodologies & technologies
• Represent RGM for SSA both inside & outside our organization
• Directly support markets with work tracks & ad-hoc projects as required

What extra ingredients you will bring:

• 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
• 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.

Education / Certifications:

• University Degree qualified preferably in Commerce, Marketing, or related discipline (e.g. Finance)
• 6-10 years’ experience – must have exposure cross-functionally (marketing, sales, finance, consulting)
• Prior experience in strategic level commercial planning/ revenue management roles
• Experience in RGM, preferrably in SSA or similar market dynamics
• Demonstrated ability to manage a strong communication & influencing role
• Understanding of full P&L

Job specific requirements:

Support the establishment, alignment, and delivery the SSA regional ambition, approach & strategic roadmap for RGM:

• Complete assessments of RGM capability needs and recommend approach, strategic direction, and priority actions to form road map
• Align SSA RGM roadmap with Regional RGM Centre of Excellence (COE), SSA Lead Team and key cross functional partners/stakeholders
• Build enablement plan to deliver the strategic roadmap and ensure capability, process & systems plan are aligned

Enable markets to analyze, uncover and unlock RGM insights and sized growth opportunities:

• Execute & facilitate deployment of Advanced RGM training materials to all SSA markets (playbooks, tools & methodologies), including localization of material where necessary
• Support / lead RGM project deep dives or ‘sprints’ across prioritized markets to unlock growth opportunities and prioritize executional plans

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

• Support development of blueprint for markets, including proposed organizational structures with roles & responsibilities; suggested people planning; RGM process establishment including KPI’s and role in AC/SP horizons; required analytical and digital capabilities; ongoing governance
• Facilitate regional governance of RGM – including Price protocols and agreed KPI delivery

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

• Understand regional and market data requirements to enable best practice RGM and partner with I&A/D&A to ensure an ongoing level of quality and sufficiency
• Define SSA RGM systems, digital & analytical needs by market and support MDS, D&A, and I&A functions in development of roadmap
• Support / facilitate sharing of best practice tools and technology in RGM and help orchestrate piloting in selected markets through RGM Domain expertise (use & outcome)
• Support / facilitate business adoption and best practice implementation of RGM digital platforms and tools

Represent RGM for SSA both inside & outside our organization

• Build required relationships with relevant cross functional teams & leaders across markets
• Build RGM community in SSA and provide coaching to key RGM talent
• Facilitate best practice sharing across SSA markets, including global perspectives
• Represent SSA and SSA demand requirements / priorities in Global RGM COE
• Manage RGM relationships with all external RGM partners within the region

Directly support markets with work tracks & ad-hoc projects as required

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