A collective energy and ambition. A place where you can make a real difference.
We’re a company that genuinely cares about our people, our products, our consumers and the environment.
Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.
United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.
The Revenue Growth Manager will lead the development of the vision, strategies and goals for Church & Dwight APAC’s Revenue growth discipline. This individual will drive the development of a best practice approach to maximizing revenue growth across the Church and Dwight brand and customer portfolio to deliver company growth and profit objectives.
This role leads and drives action behind the commercial revenue growth levers:
Net Pricing: Net pricing through list price increases or reductions in trade spending
Promotional Optimization: Optimize Promotional effectiveness & cost
Pack Price Architecture: Change product size/pack or create new offering to solve both consumer and channel needs
Mix management: Drive product and channel mix to higher gross margin items
Margin Management : Optimize customer Customer trade terms
This role requires close collaboration with other functions - sales, category management, marketing and finance.
Design the Revenue Growth Strategy
Engage with key internal and external stakeholders to identify the revenue growth opportunities
Design the Revenue Growth strategy to deliver against company objectives
Determine the role that each commercial lever (pricing, promo optimization, ROI on investment, product mix) will play in the short, medium and long term
Define the resources and organizational education that are required to deliver against this strategy
Trade Allowance investment Strategy & Management
In partnership with the Category Management and Sales team, develop and execute the trade fund investment strategy at a brand level to deliver sales and profit objectives
Strategies must be developed in connection with brand positioning, category strategy and financial targets (volume and profit)
Design the target trade fund investment strategy for each brand in the short and long term
Proactively identify risks and opportunities with trade rates and work with sales to resolve
Lead critical thinking and analysis on major customer trade funding negotiations
Key contributor with sales and finance to designing improvements on all elements of the trade funding process, from design to deployment to spending to deduction and audit management
Promo Optimization and Mix Management
Identify opportunities for promotional optimization, lead analysis and support deployment and sell in of promotional optimization work with the sales teams
Leverage price and promotion elasticity research studies; translating insights into strategies and action
Assess promotion efficiency: ROI/cost-event analysis to ensure the best outcome for our in-market investments
Partner with the Sales Team to ensure alignment with customer strategies and the flawless execution of promotion investment strategies
Review execution and performance of customer level execution on quarterly basis to provide guidance to sales teams to optimize their promotion execution to drive improved business results
Identify opportunities and what needs to be true to drive improved product mix.
Lead analysis and support execution and engagement of product mix plans to the sales teams.
Pricing
Lead the organization on establishing retail pricing strategy development and the cost structure and customer margin required to support the strategy and deliver against short and long term sales and profit objectives
Present and interact with Marketing and Sales to engage on updates on strategies, execution and further recommendations
Develop, manage and maintain analytics on execution and performance of strategy on regular basis
Partner with the Sales Team to ensure alignment with customer strategies and the best execution of retail pricing strategies
Review execution and performance of customer level execution on quarterly basis to provide guidance to sales teams to optimize their pricing strategy execution to improve results
Make recommendations on pricing strategies taking into account market conditions, commodities situation, competitive environment and future portfolio development mix
Work with Sales team to ensure the accuracy and maintenance of invoice pricing within our systems.
Develop appropriate process enhancements and lead execution of changes by working closely with Marketing, Sales, and Finance.
Responsible to provide recommendations to the Sales leadership team with regards to changes (up or down) in the commodity markets that require pricing strategy response.
Optimized pricing and promotional efficiency effectiveness to deliver incremental profitability.
Business Planning
Key contributor to sales, marketing and finance planning
Leads annual national revenue growth planning for the brand including assessing what’s working/not working with current strategies, developing and deploying new and revised sales strategies
Key contributor to customer Joint Business Planning and major trade fund negotiations working to enable the organization to have the right resources, ROI and sell in to support objectives
Identify opportunities to strengthen our corporate planning process.
Lead, design and deploy new planning processes and tools.
Multifunctional collaborator between category management, sales, marketing and finance
Work closely with Category Management, sales, finance and marketing to develop business plans and the financials analysis to assess outlook and performance
Drive collaboration between category management, finance, sales and marketing to deliver the financial goals of the organization while ensuring opportunities and barriers from both functions are represented in planning
Collaborate with the Canada, UK and International organization on Revenue Growth opportunities
Engagement as part of the multi functional brand forecasting process
Provide commercial financial leadership to both sales and finance teams
Education & Experience:
University Education (preference given to MBA / Bachelor of Commerce)
8+ years of experience in sales and/or finance planning
Consumer Packaged Goods experience preferred, but not required
Superior analytic skills with impeccable attention to detail
Skills & Competencies:
Excellent interpersonal skills, including experience working on teams and collaborating with others to drive to a solution to more senior stakeholders
Demonstrated ability to turn insights into action through data analysis
Strong financial acumen
Sales team credibility is critically important
Demonstrated ability to collaborate with others across functions
Advanced analytical skills and strong critical thinking
Self motivated team player
Strong proficiency in IRI/Quantium/Customer POS data
Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/