Strategic Revenue Manager at Mars

Job Overview

Ultimately accountable for setting overall SRM strategy and trade targets.  Drives the critical SRM pillars, embedding an ROI culture throughout the organisation and across all categories and portfolios in South Africa and Rest of Sub-Saharan Africa markets.

What are we looking for?

• Minimum Bachelors degree in Business, Finance or Marketing
• Post Graduate Degree desirable
• Minimum of 6 years in related working experience within FMCG, ideally revenue management
• Strong track record in analytic or commercial sales/finance roles. Strong commercial acumen is key
• Demonstrated ability to perform analytics and use results to drive outcomes
• Able to build strong relationships and influence
• Expertise in one or more: Pricing / Promo analytics, Tool development, syndicated data, trade term optimisation, promotional effectiveness, finance
• Familiarity with multiple data sources eg syndicated sales data, financial data and consumer data
• Track record of success in highly demanding organisations
• Experience of operating across portfolios and teams

What will be your key responsibilities?

Business Analysis & Process

• Represents SRM at DMR, MBR & ad-hoc across other S&OP+ steps
• Leveraging insights from high quantity of data through analytical tools
• Drive execution of insights into commercial action
• Review trends and competitor activity to identify additional opportunities and risks
• Build SRM capability across the unit
• Ensure close cross-functional working relationships with all departments & portfolios

Governance

• Ensure compliance to trade expenditure budget by customer
• Development and sign off of promotional guidelines
• Sign off and support the most significant SRM projects
• Make trade-offs in resource across segment, portfolio, customer and markets

Trade Term Optimisation

• Promotional plan & activity optimisation
• Pre & post ROI analysis on key activity with strong focus on continuous improvement – deal level analytics
• Establish promotional guidelines per market and segment including promotional calendar & discount plans

Trade Promotion Excellence

• Understand and build transparency of Pay for Performance investments
• Support the annual trade term negotiation process
• Find and implement opportunities to move non-working investment to working investment

Pricing

• Define and implement pricing policy, strategy & annual process
• Conduct pack type, pricing corridor and competitor pricing ladder for recommendations on pricing strategy
• Ownership of Net Price Realisation delivery

Portfolio & Mix

• Owns mix improvement & margin delivery
• Support PPA (price pack architecture) strategy and development with portfolio teams