Sr. Revenue Growth Manager

Job Purpose

The Sr. Revenue Growth Manager will apply analytics to allow Lactalis to better sense, predict and shape the customer path to-purchase, which will optimize product, assortment, price, place, pack, promotion and availability with shopping occasions for profitable revenue growth. 

Beyond those targeted, tactical moves, companies can respond to today’s turbulent environment by developing new capabilities and supporting organizational behaviours that ensure your teams execute these bold moves effectively. The Revenue Growth team will encourage stronger collaboration across functions, embrace dynamic scenario planning and allow for more joint value approaches with retailers.  

Responsibility

• Lead the creation of a divisional three-year RGM Strategic Plan for our largest division. This plan will help align the brand strategy with a pricing strategy and contain key tactics to drive the desired results. The creation of the plan is comprehensive and will require the following actions to be taken to inform its development: 
• Trade promotion optimization - Optimize promotional effectiveness and cost through depth, frequency, vehicle, etc. 
•  Everyday Price - Optimize the price consumers pay for products by changing the price charged to retailers  
• Price Pack Architecture (PPA) - Change product size/pack or create new offering to solve both consumer and channel needs 
• Mix Management - Drive product, customer, and channel mix to higher Sales / gross margin items 
• Trade Terms - Margin management – optimize customer trade terms and agreements
• Strong collaboration skills with the ability to navigate and influence across the entire organization is imperative. To effectively inform the RGM Strategic plan, you must work closely with the Sales Account teams to understand the nuances and considerations of operationalizing strategy changes with key customers. Further, you will work closely with your divisional cross-functional partners on the execution of the RGM plan.
• Liaise with divisional specialists in Industrial, Purchasing, and Supply Chain to understand capacity limitations/opportunities and commodity inflation that may lead to the development or refinement of RGM strategies.
• Lead company wide RGM training on an on-going basis to help embed this new capability for Lactalis. This would involve multiple training and workshop session organized by the five pillars of RGM: List Price, Trade, PPA, Mix, Customer Agreements. This will be an on-going responsibility.
• Directly support the Director, RGM in the identification and leadership in RGM opportunities across Lactalis Canada that could have impact across all Divisions.  
• Lead the development of the divisional trade promotion strategy. This would include analyzing the external and internal Promotional Landscape on a periodic basis. This involves monitoring the retail promotion landscape across Key Accounts and channels, PPA actions, as well as understanding competitors’ pricing to inform strategy.
• Conduct event-level ROI analysis, and effectively communicates insights and findings to RGM Director and Customer Leadership Teams
• Rethink price pack architecture to balance the need for affordability with profit and category expansion (e.g., satisfy emerging needs and occasions with smaller packs).
• Partner with the Sales Team in annual negotiations with assigned customer(s)- providing recommendations that meet both customer and company needs.
• Support the Sales Team and influence them in optimizing the promotional calendar to meet broader business strategy objectives 

Qualifications

• Completed Bachelor’s degree in business administration, Finances, or other relevant field. Must have had previous experience in Revenue Growth Management. 
• Minimum of 10 years of progressive sales, trader marketing or finance business experience, in CPG, preferably in FMCG  
• Strong analytical skills, with an ability to distil information and uncover insights from a variety of sources, with strong finance and business acumen 
• Experience working with Industry specific tools such as shopper and TPO (Trade Promotion Optimization) tools (AC Nielsen, IRI, Dunnhumby, etc.) and an understanding of their integration with other information management and forecasting systems. 
• Proven functional/technical understanding and know-how across trade promotions specifically, in relation to the “4 P’s” (Promotional Strategy, Promotional Analysis, Promotional Implementation and Promotional Tools) Direct experience in, monitoring & analyzing trade promotions, including creation of accurate promotional pre & post evaluations using ROI measures. Scenario planning portfolio trade promotional changes and the levers that can be used to maximize profit and growth. 
• An understanding of the end-to-end steps required to deploy a change in trade promotional strategy within a market. 

Competency