Specialist Revenue Management Europe South

Role

ENABLER FOR HEAD OF SALES

• Based on the local insights and Regional guidance, propose the Pricing waterfall and condition setup, bearing in mind the other/potential elements of Value proposition. Align with the revenue manager. Arrange approvals with Channel pricing managers and coordinate condition loading in Prima.
• Act as a business partner by (co-)building the pricing approach for A-customers, within the defined Trade Term Policy. Flag VPM-improvement opportunities as well as customer margin opportunities to the area managers and revenue manager.

PRICING ANALYTICS & INSIGHTS

• Provide estimated competitive benchmarks and analyses at Sell-In and Sell Out level to flag margin opportunities and behaviors of other important players or competition.
• Propose adjustments for VPM-related risks or opportunities also to other departments if relevant (Marketing, Supply, Product team)
• Request monthly/quarterly pricing campaigns, analyzing their ROI. Implement and carry out post implementation reviews to evaluate the campaigns impact vs the initial estimation

PRICE CONTROL

• Keep the control of the prices in Local currencies, adjusting them during FX fluctuation to maintain the stability (blue/grey) and local competitiveness.
• Pricing compliance & stability: Ensure that the minimum prices by channel respects the Regional guidelines and review that the processes are compliant with internal & external policies

Responsibilities

• Act an enabler for hub leader + Heads of Sales to deliver on VPM objectives
• Develop local customer waterfall within the regional RM guidelines.
• Update Competitive Benchmarks in a legally compliant manner.
• Lead value trade-offs within the Hub
• Maintain control of the prices in Local currencies where applicable adjusting them during FX fluctuation to maintain the stability and local competitiveness.
• Drive customer value segmentation.
• Deliver pricing objection handling to local stakeholders
• Follow-up customer performance versus AOP/latest estimates.
• Flag volume and price opportunities to meet or beat local AOP.
• Own Risk & Opportunity (R&O) process within the monthly business cycle.
• Drive mitigation and contingency plans as part of the monthly operating cycle in collaboration with Sales Hub leader.
• Lead performance discussions via fact-based analysis of trends regarding sales and SoM. This needs to be on a customer and country level.
• Proactively show segments and brands with performance issues, and develop solutions with Sales and align with regional RM where needed.
• Leading VPM discussions during sufficiency + AOP à including re-tread.
• Deploy local campaigns within the aligned corridors.
• Actively and structurally communicate on developments throughout the cycles with local & PBU leadership through the various touch-points in the cycle, but also ad-hoc if required