Net Revenue Management Market Manager

Function:
Sales
Role:
Any
Employment Type:
Permanent
Hours:
Full Time
Region:
Americas
Area:
Any
Salary:
Competitive
Posted:
24-Jun-19
Recruiter:
Diageo
Job Ref:
JR1025183


Job Description :

It is a very exciting time at Diageo. We are moving our North American Headquarters from Norwalk, CT to 3 World Trade Center at the start of 2020. With this move, we will be expanding our employee base in New York City and we are proactively identifying our next generation of leaders to assume roles at this downtown location. If you are interested in exploring opportunities at Diageo, please read further and apply to this position and a member of our recruiting team will be in touch.

Context:

- The NRM Market Manager role is the critical enabler for facilitating and delivering the DIAGEO US Spirits Net Revenue Management and pricing agenda. This role is ultimately responsible for driving distributor execution and ownership of our headline price and financial targets.

- NRM Market Managers will support the development and execution of DIAGEO suggested consumer and trade pricing plans at a market(s) level via the AOP price planning process, with both our central NRM team and distributor partners.

- This role is expected to identify, support and drive the execution of insights into commercial action with our distributor and DIAGEO performance leads; realizing the value from the following activities (not limited to): pricing M&E, gap close programming, VPM reporting, promotional plan and trade spend optimization, and leveraging analytical tools such Polaris, TRAX and the distributor reimbursement tools.

Purpose:

- Ensures the DIAGEO US Spirits pricing agenda and related NRM processes run efficiently in order for Diageo to optimize Diageo NA NSV / GP growth

- Identifies key market level NRM opportunities and ensures distributor executes against the appropriate business opportunities

- Improves trade spend efficiencies in order to drive net revenue and profitability for DIAGEO

- Drives internal and external organizational capabilities, processes, and tools in the NRM space in order to accelerate data insights into commercial action

Decision Making:

- Independent thought starter responsible for market level headline price and trade spend/promotional plan budget. Facilitates the evaluation of where and how we spend our pricing investments

- Creative thinker who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans connection to plans with our distributor network

- Has the ability to identify key drivers and variances from VPM reporting, while being able to communicate and prioritize with distributor what to execute in the marketplace

- Understands the impact decisions will have on commercial landscape across the 3 tier Spirits industry

- Analytical thought partner who can determine which data is relevant to create actionable and measurable insights

Financial Responsibility:

- Responsible for ownership and analysis of pricing and trade spend budgets across a geographic territory

- FOB price adjustments at a state level and analysis of appropriate market segment of total Diageo trade spend and suggested distributor discounts 

- Owns price/mix/margin delivery of AOP targets

Management Responsibility:

- Reports into the NRM Market Director

- Will be responsible for select number of markets, each which unique dynamics/challenges

- Assists market business performance leads and drives accountability with distributor partners to execute the NRM agenda

- Collaborates efficiently with central NRM team partners such as strategy group, systems team, etc.

- Will coordinate with COE to help with tactical elements of role, including reporting, and reconciliation, as well as analytical support where appropriate


Complexity of Role:

- Work across multiple teams / stakeholders to drive pricing delivery: Commercial, Central and Distributor teams.  

- Influences to make better decisions to maximize NSV and GP.

- Work with DBS on development of next generation pricing analytics, tools, data, automation.

Key Outputs/Deliverables:

Performance Management

- Deliver NRM value through price and mix that is ahead of the industry

- Leads the development of annual FOB price, discount plans, and promotion calendar

- Drives Market Level NRM Optimization Missions

- Execute national price direction for both headline price and promotional guidelines

- Facilitate monthly distributor financial reviews, including deal level VPM reviews, reimbursement tool impact, and dNSV results

- Review and approve gap close programs and communicate impact to central finance

- Ensure team is using system based M&E tool (Polaris) to make data backed decisions in gap close process as well consistent post M&E reviews

- Leverage TRAX data to inform annual price planning process as well as retailer profitability s

- Ensure Revenue Management Anaplan price models are properly updated

- Works with distributor and central Rev Mgmt team to identify pricing opportunities

- Manages development, maintenance and communication of price changes and promotional


calendars to internal personnel and distributors

Analytics

- Creates insightful and actionable monthly analysis of pricing results

- Reviews trends and competitive activity throughout the year to identify additional suggested pricing opportunities or risks

- Drives deal level analytics, Diageo / Distributor suggested margin analysis, conduct project-based analytics and scenario planning to make informed suggested pricing recommendations

- Resolves distributor inquiries on pricing process/data/reporting analytics

Systems

- Price Model Administration - maintain frontline price changes, support calendar, suggested price models and local pricing data (taxes, freight, etc) - multiple systems:  VIP/DO, RM/Anaplan, MSBI, AIP/Qlik

Experience:

- Undergraduate degree (BA/BS) required

- MBA/post graduate education a plus but not required

- Strong track record in analytic or commercial sales/finance roles, commercial acumen is key

- Demonstrated ability to perform analytics and use results to drive outcomes

- Able to build strong relationships; excellent influencing skills

- Expertise in one or more of: pricing / promo analytics, tool development, syndicated data, trade terms optimization, promotional effectiveness, finance

- Familiarity with multiple data sources e.g. syndicated sales data, financial data, and consumer data

Worker Type :
Regular

Primary Location:
New York 530 5th Ave

Additional Locations :

Job Posting Start Date :
2019-06-24-07:00

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