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Revenue Strategist Social Beverages & Trade Terms BeNeLux - Pepsico

Flemish Brabant

The Revenue Strategist contributes to the maximization of revenue and margin by leading the development of Category Revenue management plans:

* Leading the development of Category Revenue Management plans as part of PSP and AOP

* Regularly review plans against the external environment and internal evaluations and propose course corrections to maximize revenue realization

* Pack Price Architecture
Identify revenue growth opportunities by identifying the right pack size portfolio & pricing for each purchase & consumption occasion - link with Demand Moments.

* Develop a portfolio which is set up to efficiently capture consumer value across categories, packs, channels & formats by occasion and pricepoint
* Determine annual pricing rate which is informed by appropriate external Category Price House analysis & competitive benchmarks
* Initiate and analyze consumer, shopper, channel, competitor research, and recommend Marketing & Sales how to establish the optimal Pack-Price strategy for occasions; translate to channels & customers
* Lead all categories' pack-price projects
* Contribute to the optimal RRSP pricing/commercial strategy by Category

* Mix Management:
Identify & monitor optimal assortment mix by category, channel & customer

* Identify Mix 'Drags & Drivers' within the portfolio and provide clear recommendations on the most optimal commercial strategy and gameplan to drive PEP Mix and Customer Profitability
* Work with Sales Management to build an optimal commercial strategy by customer/channel and by product including customer margins structure

* Promo Strategy

* In close collaboration with the Categories, develop promotional strategies for AOP & PSP plans build on Promo Efficiency (RoPI) and Effectiveness (share/ Abs NR).
* Recommend how to translate brand strategies into promotional guidelines & strategies, per Category; aligned with Customer needs
* On a Quarterly basis, review and strengthen the Promo Strategy by analyzing the promo evaluations against the promo objectives

* Capability build

* Champion mindset change in the Commercial organization from a volume focus to a Net Revenue / Margin focus
* Act as a center of Revenue Management excellence for the BU organization
* Participate in European Revenue Management meetings

* Channel / Customer Trade terms architecture

* Develop a PSP Trade Spend Strategy to develop an effective, sustainable and defendable Trade Spend Structure
* Anchor AOP Trade Spend management plans - continuously improve commercial policies towards ETIP guidelines
* Recommend trade spend optimization opportunities and correction plans based on spend trends and analysis
* Work with Sales Management to build an optimal commercial strategy by customer/channel and by product including customer margins structure and counterparts
* Determine annual Pricing rates which is informed by appropriate external & competitive benchmarks


* Minimum of 10 years in FMCG industry or consultancy

* Master Degree in Economics, Finance,..

* Preferably some experience in Finance, (Business Planning or similar function)

* Preferably solid experience in Sales, minimum 3 years (Sales Controller, Category Management and/or Customer Management)

* Strong strategical & analytical skills; able to draw strategic and tactical recommendations

* Excellent communication skills on different levels in the organization; have strong influencing skills

* Strong project management skills

* Good understanding of market research methods

* Change leadership / taking others with you / building strategic working relationships

* Commercial drive (results & solution focused, flexible/adaptable)

* Self-starter, persistent, well-organized with passionate drive

* Computer-literate & highly proficient in Excel (incl. macro's etc)

* Fluent in English