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Revenue Growth Lead International

Cape Town City Centre Cape Town Cape Town Region, South Africa
Closing date
May 13, 2024

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Job Role
Contract Type
Full Time
We Go Places! How about you? Immediate Superior: Head of Sales Location: Stellenbosch, Cape Town Function: Commerce Reference Number: 102508 Closing Date: 26/04/2024

Purpose of the role
Act as a strategic partner to the LTI as well as the Commerce, Finance, Export Logistics and Marketing functions to deliver the HBI ambition related to sustainable Revenue/hl realization, GP% expansion and value market share gains.

Key Responsibilities
Drive net price realization through Brand and Portfolio pricing and Mix management

Advise on category and SKU specific pricing and mix strategies and execution by channel and region
Consider macroeconomic trends, consumer value perceptions and price elasticity, brand equity, category and market dynamics, SKU landscape, relative SKU and category profitability, supply chain constraints, cross-elasticities and internal / external cannibalization, brand and pack ladders, price gaps to competitors, competitor strategy and blended category trade margins etc.
Proactively drive the desired target mix via promotions and trade terms, sales incentives and resource allocation
Monitor net price realization and by SKU/channel or region and propose course corrective initiatives where necessary

Support the Pack price architecture / Strategic portfolio optimization (SPO) process

Utilize analytical frameworks that incorporate volume, revenue, relative profitability and strategic pack roles by channel and region to analyze the overall SKU portfolio to identify opportunities to cut the tail and focus on growing the head
Support the innovation agenda with relevant analysis and insights
Leverage Heineken Global and HBSA best practice and case studies
Network and drive initiatives cross-functionally, specifically with the Commercial, Finance and Export and marketing teams.

Maximize Promotional investment returns

Develop in-house capability to create and maintain granular promotional related quantitative and qualitative data bases and continuously track promotional performance
Expand promotional metrics, analyses and simple trackers to include (at a minimum) weighted ROI, weighted uplift, promo intensity, equity trends, internal and external cannibalization, share of system margin, depth, frequency, duration, timing, co-promotions, the impact of ATL and BTL/in-store activities as well as TV campaigns, broadsheets and shopper campaigns
Align insights with relevant teams and issue holistic promotional guardrails and standard dealing parameters by SKU and customer, funded by the regular promotional budget (dependent on data availability)
Establish rigorous governance processes, including the establishment of the Promotional and Dealing Council to govern over and above strategic promotional initiatives through the Strategic Pricing fund
Set and track KPIs related to weighted ROI and uplift improvements as well as adherence to promotional guardrails, dealing parameters and governance processes

Trade Terms optimization

Develop and implement a flexible, fit for purpose (RTC driven), sustainable and financially prudent Trade Terms structure for Heineken Beverages
Ensure that the structure is underpinned by Heineken Beverages stated guiding principles and SMART KPIs
Ensure that systems, processes and org design enable the administration and governance of the new Terms structure

Lead the RMG team to deliver across the RMG enablers and improve the HBI RMG maturity by:

Evaluating the level of HBI RGM maturity and identifying key initiatives to create a multi-year RGM capability building roadmap (including data, systems and processes)
Building, developing and coaching the RMG team to best-in-class capability - positioning the team at the heart of pricing, promotions, SPO and mix decisions
Embedding RMG in existing key HBI processes, including SP/AP/RoFo/ICP and CS&L/S&OP
Tracking & monitoring RMG performance throughout the year vs. targets and guardrails via the RMG waterfall, key reports and integration into HBI decision making forums
Shaping RMG Data and Tools strategy to ensure fit-for-purpose solutions for all RMG levers
Driving continuous improvement
Implementing HEINEKEN Global best practice and case studies
Developing RMG training material to create RGM awareness and capability within the wider Commerce and HBI

Requirements for the role

Minimum Honours and/or post degree qualification (e.g. CA) in Business Science / Finance / Economics / Econometrics / Marketing
Masters degree in Business Science / Finance / Economics / Econometrics / Marketing and/or MBA preferable
Strong strategic analytical and modelling skills - ability to review complex, ambiguous/incomplete data, seeing the big picture and distilling key insights
Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience - making the complex simple
15+ years direct RMG and Financial/Commercial experience in sizeable multi-national FMCG companies, preferably experience in alcoholic as well as other CPG categories
Experience of leveraging consumer and shopper data (Nielsen/IRI/EPOS/panel data/Kantar/GfK etc.)
Experience in managing external partners and consultants
Customer/account facing experience an advantage
Vast experience in international best in class RGM analytical frameworks, techniques, tools, processes and practices

The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.

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