Revenue Manager Caucasus

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Revenue Manager Caucasus

Main result expected of the job holder

Supports the Caucasus (CC) market to achieve Net Revenue targets, as well as volume and share objectives, and RM-related capability improvements, by:
• Providing strategic direction for Pricing, Discount budgets (CDAs & variable promotional discounts) & Net Revenue targets in P6F/P9F/AOP & monthly/quarterly forecasts
• Leading pack-price strategy recommendations for mgmt sign-off and ensuring end-to-end implementation of price changes into systems and processes
• Improving effectiveness of trade promotional spend and activities - reviewing historical activities to draw up dealing guidelines, and setting up and monitoring operational sign-off process (including pre-evaluation of all promotions larger than specified hurdle rates)
• Reviewing CDA strategy and financial effectiveness of spend to develop guidelines (allocation of budgets and drivers of CDA levels) and recommendations for change
• Supporting sales review process to highlight drivers of net revenue variance, including mix
• Leading Pricing Review Process for Company portfolios
• Enhansing business efficiency through Value Chain analysis and recommendations provision
Determine prioritized areas to focus and address revenue leakage and revenue uplift opportunities.
Main accountabilities
List in priority order of the job’s main accountabilities
RM Strategy Direction & Projects
• Draw up Net Revenue plans across all key RM levers (pricing, discount budgets (CDAs & variable promotional discounts) & mix, to provide input to targets/plans/forecasts in P6F/P9F/AOP & monthly/quarterly forecasts
• Lead strategic change projects that improve net revenue realization for the Bottlers Beverage business
• Support business with Value Chain analysis and corrective actions recommendations
• Provide and ensure effective and reliable authorization procedure within scope of European region and CIS matrix authorization for Price maintenance, CDA and trade promotion processes;

Pack-Price
• Lead pack-price strategy recommendations for mgmt sign-off
• Perform pricing analysis (including elasticity by brand/product, competitive positioning, and internal profitability status) to draw up detailed on SKU level pricing actions for management approval
• Perform pack Size profitability/positioning (at the sales channel level, to overlay on Marketing strategy) and propose optimization actions where possible
• Ensure end-to-end implementation of agreed price changes into local 1C and the Company reporting systems and processes
• Proactively leading Pricing Review Process for Company portfolios

Trade Promotions
• Improve effectiveness of trade promotional spend and activities
• Perform analysis to review historical promotional activities to draw up dealing guidelines and recommend allocation of trade promotion budget by channel and category
• Lead Pricing, Trade Promotion and CDA Policies creation and implementation
• Highlight trade promotional spend issues/trends to Sales managers and recommend remedial actions to overcome near-term issues that reduce effectiveness of Trade Promo spend
• Provide and support finance department in reliable, transparent and detail D&A promo reports on purpose of accruals, forecasting and accounting in schedule of period closing

CDA Effectiveness
• Develop strategic direction to ensure optimal use of CDA investment (allocation of budgets & creation of spend guidelines)
• Perform analysis to review historical financial effectiveness of CDAs
• Develop guidelines for allocation of budgets (by channel & category), and guidance on level of CDA appropriate (by channel & category), in order to improve effectiveness and hit targets
• Highlight CDA spend issues/trends to Sales managers and recommend remedial actions to overcome near-term issues that reduce effectiveness of CDA budgets
• Provide and support finance department in reliable, transparent and detail CDA report on purpose of accruals, forecasting and accounting in schedule of period closing

People Development
• Ensure key Revenue Management principles are understood by holders of key positions in Finance, Sales, Marketing and Supply Chain and across senior management.
• Provide leadership, support and training to the Revenue specialist CC

Job dimensions (quantitative indices)
Quantitative indices – volume, budget, number of clients, etc.
• Three CIS countries: Georgia, Armenia, Azerbaijan
• 4 product categories: Snacks, Juice (Lebedyansky, Sandora and WBD juice&bev portfolios), CSD (COBO, FOBO), Dairy (including Baby food)
• Annual Net Revenue ($MM) – 58
• Pricing effect on NOPBT ~ 5-10% Net Revenue growth
• NOPBT ($MM) – 10
Key performance indicators
Key measures for performance evaluation
• Timely reaction on market trend changes: competitors prices, COGS inflation
• Insure the proper Pricing Review Meeting takes place on the regular with the involvement of key stakeholders from Sales, Marketing and leadership team
• Timely implementation of CIS revenue policies and processes
• Track the key Revenue metrics that matter with comprehensive scorecards
• Regular pricing/volume/mix and margins reports with clear recommendation are provided to management
• Pricing Strategy for the key portfolios is in place
• All trade promotion are measured vs ROI
• Post evaluation is performed for trade promotions
• Provide guideline for CDA budgets allocation by channel and category
• Timely data provision for the planning, finance accounting and accounting processes
• Regular review CDA and trade promotion results with Sales and Marketing teams

Job requirements

Education, experience, foreign languages, etc, NEEDED for the job
• Bachelor’s Degree
• CIMA qualification will be an advantage
• Minimum 4-6 years of sales and or finance experience
• Experience in price strategy creation and implementation
• Proficient Excel and PowerPoint user
• Excellent analytical, communication and  presentation skills
• Ability to work with complex tasks in changing environment
• Fully Bilingual (Russian-English)

E-mail: [email protected]

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