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Director, Revenue Management

Company: Heineken USA
Location: White Plains
Posted on: March 27, 2020

Job Description:

About the Role:Leadership position that aims to be an independent Business Partner and advisor for the organization, owning, managing and administrating the Revenue Management agenda and its 6 pillars within the OpCo. Drive value mindset, conduct disciplined analytics, set guardrails & monitor compliance, ensuring effective business decision making, through good understanding of the commercial processes.----Key Responsibilities:----- Align and drive the OpCo Revenue Management agenda strategy, aiming for constant optimization of Volume, Revenue and FGP to achieve AP targets.--- Create a high performing Revenue Management team through leadership, individual/ team development plans, effective performance management, enhanced business analytics, on the job coaching and constantly raising standards.--- Provide inspirational leadership and direction to this team, ensuring the team is motivated and instilling a culture of first class Business Partnering--- Drive greater connectivity across Sales and develop a culture of continuous improvement. Ensure the development of the Revenue Management team by working closely with the Sales Function, Business Control teams and other Functions as needed--- Foster a culture of fact based decision making and cost consciousness throughout the organization--- Maximize business Revenue Management performance across its six pillars by working closely alongside, supporting, challenging and influencing the Sales Team----- With the CMI director, Regions directors, finance director and Market inputs must be able to synthetize market opportunities and apply in full Revenue Management strategy----- Define and decides guardrails on Revenue Management Strategy; including (consumer/customer) promotions, discount and trade terms and price, pack, mix management--- Review competition and gather customer intelligence related to Revenue Management--- Evaluates performance to ensure execution and continuous improvement through learnings--- Conducts pre and post analysis to evaluate portfolio changes----- Evaluates performance to ensure execution and continuous improvement through learnings--- Regularly presents overall Revenue Management topics to different key stakeholders--- Support the overall Revenue Management strategy by accounts, brands and pack types----- Align Prices Indexes for portfolio changes with the marketing team----- Continuously track market framework to search portfolio opportunities----- Help RM SteerCo to set RM targets based on collective insights and recommendations--- Support Sales directors with development of account plans and Revenue Management agenda----- Drive the innovation agenda with ad hoc Revenue Management analyses--- Manage interaction and collaboration between different functions/roles on RM topics--- Internally network with regional / global RM teams on Revenue Management pillars--- Externally networks with mayor retailers on ways of improve Revenue Management pillars--- Support decision making process within the six Pillars of Revenue Management with the Sales Team--- Continuously track Revenue Management pillars performance using analytics tools and set mandatory Promo optimization, Discount and Trade Terms, Price, Pack and Mix guardrails by brand, account, pack type--- Conduct monthly RM reporting and gather customer intelligence related to Revenue Management--- Ensure the development of value-added analytics and business insights to advance the company's understanding of Revenue Management (combining internal and external data, financial and nonfinancial)--- Training relevant functions within OpCo on Revenue Management topics/tools--- Provide Revenue Management input (Target for RM KPIs, volume/value tradeoffs) into key processes, e.g. SP, AP, S&OP, innovation--- Drive continuous improvement of Revenue Management content and processes within the OpCo: annual assessment, lift-and-shift OpCo Good Practices, own/develop tools--- Ensure the proper execution of business controls as identified in the Key Control Framework.--- Manage the cost of his direct team--Basic Qualifications/Requirements:--- Highest level of education achieved:--MBA (preferred); Undergraduate in Business, Finance, Economics, Mathematics, Statistics required--- Functional expertise:--10+ years of related commercial, revenue management, industry experience with demonstration of analytic and information driven experiences--- Finance experience (business math/economics) preferred--- Experience with information systems and related tools for staging and deploying information--- Data Modelling Experience--- Proven Commercial Affinity--- Challenging Approach--- Influencing skills--- Leadership--- Excellent written and verbal communicator at all levels--- Excellent Excel, Power Point, Word skills required--- English Speaking Skills--- Any other Language a plus--Measures of Success / KPIs:--- Business Partnering feedback from the Sales / Business Control teams--- Build long and short term strategy and implementation for the Revenue Management strategy--- Ensure Revenue Management activities are aligned vs. one level up targets/guardrails--- Timely and correctly set KPIs following and measuring promos, discounts, trade terms, price, pack & mix at the industry--- Proactively Capitalize Revenue Management opportunities at market yearly, as defined in the target setting process--- Achieve defined/agreed benefit due to Revenue Management of Gross Sales--HEINEKEN Leadership Expectations:--- Connect--- Shape--- Develop--- Deliver--- Role Model----Finance Behaviors:--- Promotes Collaboration--- Thinks Strategically--- Builds Capabilities--- Drives Business Performance--- Fosters Integrity and Compliance--Position not available for Visa support.

Keywords: Heineken USA, White Plains , Director, Revenue Management, Executive , White Plains, New York

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