Head of Net Revenue Management

5 days ago

คลองเตย กรงเทพมหานคร, Thailand PepsiCo Full time

Overview:
Lead the Net Revenue Management strategy development, tools implementation and capability building across APAC. Deliver value through portfolio price architecture development rooted in consumer needs, channel-based differentiated pack and price architecture development, trade spend optimization, and unlocking mix realization

**Responsibilities**:

- Determine the multi-year Net Revenue Management roadmap to deliver sustainable growth and margin expansion, in partnership with BU Commercial/Category/Finance leadership
- APAC SPOC for global team to develop the PepsiCo NRM toolkits across different channels, various market archetypes (Emerging, Developed) for COSO’s & FOBO’s
- Liaise with the other sectors’ NRM leaders in order to understand the latest advancements in those markets to leverage relevant NRM practices for APAC markets. Share NRM best practices across the different APAC regions.
- Facilitate the diagnostics to develop long-term NRM strategy for key APAC markets, and integrate in SDD/AOP to communicate the roadmap, impact and initiative action plan
- Provide recommendations on pack price strategy to deliver on Consumer, Customer and PepsiCo needs to drive sustainable category growth
- Define the AOP plans for Net Revenue Realization, leveraging gross pricing, mix and trade promotion optimization levers with aligned implementation plans to achieve the objectives
- Work with the Finance Planning teams on the NRM initiative pipeline assessment to determine the P&L & VC impact of the initiatives
- Lead the BU NRM Council with Category/Commercial/Finance leadership to align and translate recommended AOP actions into customer negotiations across the BUs
- Lead consumer studies on utilizing packs to satisfy demand moments by channel across different shopper occasions utilizing a Pack U&A/ 6Ws/ P3 Studies
- Develop a periodic assessment of the key APAC markets competitive PPA opportunities
- Set guiderails for innovation as it relates positioning within price tier and in-market competitive pricing. Support innovation process for new packs through the stage-gate process
- Drive trade spend optimization, to improve ROI of promotions to deliver D&A productivity
- Provides coaching and guidance to BU Revenue Management teams to deliver on Revenue
- Management objectives in a matrix environment. Drive the RM capability agenda by transferring and building capability with internal and bottler RM teams

Qualifications:

- 15+ years of progressive industry experience across Commercial, NRM, Finance and/or Strategy Consulting in the FMCG space
- Strong background in Net Revenue Management with multi-channel experience preferably in established FMCG
- Strong Commercial knowledge required to manage both the operational and

strategic agenda
- In-depth understanding of various NRM techniques (strategic pricing, brand

ladder, pack price strategy development, cross price elasticity, trade promotion optimization, mix management, NRR waterfall etc)
- Influencing, negotiation, stakeholder management and communication skills
- APAC cultural awareness

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