Overview
This role is a core team member within the Net Revenue Management team for Asia Beverages & GMD BU. Reporting directly to the APAC NRM Director, this role serves as a key business partner and is responsible for the delivery of our long-term ambitions on NRM including Price Pack Architecture, Mix Management, and Trade Optimization, delivering superior performance and driving Net Revenue Management capability across our Beverage business in Malaysia, Singapore and Brunei (MAPS) and our Foods import-export business in Philippines, Malaysia, Singapore, and Pacific Islands (PhilMAPS Foods).
It is a highly cross-functional role and requires a strong talent with analytical thinking, complex problem-solving skills, and the ability to analyze and deliver strong NRM insights.
The scope of the role includes NRM analytics implementation and capability programs across Beverage business in Asia and our Foods import-export business in Philippines, Malaysia, Singapore, and Pacific Islands (PhilMAPS Foods) to sustain top-line growth and margin expansion.
Responsibilities
- Support the delivery of NRR and VC incrementality for Asia Beverages and Foods import-export business (Asia GMD) via Revenue Management Strategy Design (through JBP/AOP), by identifying and capturing business opportunities in Pricing, Pack-Price, Mix Management, and Trade Spend Optimization.
- Support the development of Channel Pack Price and price architecture for Asia Beverages and GMD BU, taking into consideration the competition landscape, retail dynamics, shift of consumer behaviors, category management, and financial imperatives.
- Support key pack price initiatives to go through the Stage-Gate process from end to end.
- Partner with the Insights team and conduct the appropriate field research (Channel Pack Price, P3, Perceived Value Study, Bases, etc.) to optimize our Pack Price and Pricing strategy.
- Lead on the ongoing RM analytics, external price/mix, share data analysis, pricing index analyses, and identify key opportunities for improvement.
- Support the NRM capability agenda by transferring and building capability with the bottler/distributor RM teams.
- Track and monitor NRM performance throughout the year vs targets/guardrails
- Identify out-of-guardrail pricing, promo and mitigation plans
Pack Price
- Conduct Pack Price Diagnostics to identify opportunities and set optimum price indexes
- Conduct Channel Pack Price Architecture white space analytics and recommend new pack launches
- Analyse Occasion Matrix on the current role of packs and white space
- Translate optimal price index to SKU list price and recommended shelf price
- Lead insights projects (Pack U&A, Perceived Value, P3) to facilitate understanding of the role of packs
- Facilitate pack price sessions to develop brief for P3 Study, Pack U&A perceived value where needed
Mix Management
- Analyze current mix performance, identify mix opportunities, and support prioritization of SKU mix by geography/channel to achieve Net Revenue and VC targets
- Review Mix Management Levers and develop a mix strategy to achieve targets
- Track execution and course correct when appropriate
Trade Optimization
- Facilitate promotion optimization analysis, analyze promo performance (uplift, ROI), and set mandatory promo guardrails by channel, account, brand, pack type
- Develop spend strategy by sub-segment that maximizes channel/account opportunity and captures investment priorities
- Define commercial guardrails on spend strategy and execution
Qualifications
- 8 to 10+ years of commercial and analytics experience, across NRM, Commercial, Finance, and/or Consulting in the FMCG space with 2+ years of direct experience in Revenue Management
- Business Management (MBA / Bachelors) and / or CA / CPA
- Strong background in Revenue Management with multi-channel experience preferably in established FMCG
- In-depth understanding of various NRM analytics techniques (pack price curves, cross price elasticity, NRR waterfall, promo ROI, cannibalization, commodity GM impact, NRM actions VC impact, etc.)
- Strong strategic analytical skills - the ability to review complex, ambiguous/incomplete data, pulling out key insights
- Confident with big data; strong with excel
- Ability to do the analysis visualization, key insights, facts & figures in a compelling way; tailor content to the audience
- Multi-tasking to execute parallel work streams overcoming ambiguity
- Conversant with market data (Nielsen, Dunhumby, Retailer POS, etc) and panel data (Kantar)
- Advanced knowledge of P&L, and Financial Acumen - demonstrated understanding of the strategic & operational impacts of trade investment decisions across the P&L, both internally and externally.
- Intellectual curiosity and ability to search out facts without prior process/guidance
- Passion for delivering results, taking ownership, and translating insights into concise practical plans for execution
- Strong interpersonal/communication/influencing skills to win support and drive decision-making
Differentiating Competencies Required
- Accountability and responsibility
- Attend to details and multi-tasking
- Complex problem solving
- Presentation & storytelling
- Motivated self-starter with demonstrated success in achieving results in an ambiguous environment
- Exceptional strategic thinking and analytical skills - the ability to review complex data, pull out key insights & translate them into high-level storylines & concise practical plans for execution
- Strong results orientation, track record of hitting and exceeding targets
- Intellectual curiosity and ability to ensure independency
- Ability to effectively plan, prioritize, execute, and follow up in a timely manner and anticipate problems and roadblocks.
