NRM Manager

Overview The Revenue Strategy Manager contributes to the maximization of revenue and margin by leading the development of Category Revenue management plans and supports RM agenda of BCCA & CE with focus on Uzbekistan, Kazakhstan, Belarus & Czech, Slovakia, Hungary, Serbia and Austria via learnings based on developed markets examples in following areas: trade promo management, pack price and mix management, trade terms management and minimizing risk across the customers/markets. Location of the role is to be discussed, but preferably Istanbul. Responsibilities 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 price point. 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 pricing/commercial strategy by Category. Discuss and Align PPA opportunities with bottlers 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 bottler Profitability Promo Strategy In close collaboration with DX / Sales / Sales Finance, develop promotional strategies for ACP & 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 and bottler needs On a Quarterly basis, review and strengthen the Promo Strategy by analyzing the promo evaluations against the promo objectives with bottlers Category Trade terms architecture Provide category input to support the development of BNL Po1 PSP Trade Spend Strategy to develop an effective, sustainable and defendable Trade Spend Structure Anchor PSP Trade Term Strategy in the ACP Trade Spend category plans Category Trade Terms: Work with DX, Sales and the Finance teams to build an optimal commercial strategy by customer/channel and by product including customer margins structure and counterparts Pricing: Determine annual Pricing rates which is informed by appropriate external & competitive benchmarks Capability build Champion mindset change in the organization from an NRR and profitability focus only, to a holistic approach combining both the consumer/shopper needs with our internal financial metrics Act as a center of Revenue Management excellence for the BU organization Participate in European and Global Revenue Management meetings Provide strategic guidance on key revenue KPIs development (ambitions) for the sake of key planning processes (Strat Plan, AOP) for the category Take responsibility for planning and setting objectives for the team. Provide input for discussion on re-prioritization and implementation of necessary changes. Take responsibility for creating new processes and systems to transition the team into new ways of working. Ensure that as the new working model is implemented that there is on-going review and feedback from internal clients and drive through any changes which are required. Share Commercial and more competitive market perspective to build altogether with Finance and Sales Teams effective strategy Qualifications Experience: Have minimum +5 years’ experience preferably from top tier consulting or within a top 5 FMCG player preferably within beverages/Foods Cross functional capabilities: Commercial, Business Development, Finance, Insights, Marketing and Innovation etc. Strong in Category, Portfolio and Revenue Management analyses In depth understanding of the BCCA retail environment Analytically strong with ability to sort through multiple data sources Strong persuasion and influencing skills – cross-functional and at Senior leadership team level Flawless oral and written presentation skills Strong leadership and change management skills Ability and the desire to redesign processes and systems to create more efficiencies within the team Self starter with ability to make decisions and act autonomously Influencing without direct authority Experienced user of Excel and PowerPoint - must Excellent time and project management skills Ability to think broadly and objectively to grow the business with a problem solving mindset Fluency in English and preferably one of the Nordic languages (DK/NO/SE/FI) Commercially Driven University Degree Skill set: Revenue Management – Optimizing brand/package, price and channel architecture to drive long term Pepsico revenue growth P&L knowledge – understanding of the economics of the company and customers, through the lens of packages and brands Marketing Finance – Understands the key drivers of category spending: media, promotions, production and development, market research, and marketing assets Insight-based opportunity assessment – Delivering a robust understanding of the 4C’s (consumer, customer, competitive and economic landscape) and identifying opportunities from emerging trends