Associate Director - Revenue Growth

Overview

Beverages RGM manager for India BU will be accountable for delivering the objective of NRR delivery for India BU working closely with the Finance and Business verticals and implementing the pricing, trade and Mix management strategies decided at the AOP

Purpose of the role: Is to ensure the HOW of Profitable growth, It needs to lay the foundation, ensure trackability and accountability of all stakeholders including the bottlers to a plan Vs action with milestones. The extended role in Ecom enables PEP to experiment with new concepts and tailor experiences for different customer segments. It has to be part of the business and equally involved in day to day working as well as periodic dashboarding from an overall lens to ensure course correction and progress.

Responsibilities

• Develop a 3 year Road Map for the Revenue Management Journey for India & Bangladesh Beverage - outlining the Current Status and the Execution Plan for achieving the Desired Status. Jointly partner with Beverage Growth Office & VBL/TBL team (Bottlers) to develop a robust business Revenue strategy to accelerate NRR growth over the PSP horizon. Key delivery including identifying new pack price/ product innovation to address the business Must Win Battles, outlining key enablers to execute the RM programs successfully.
• Develop robust Channel Pack Price architecture (TT, MT, Ecom) based on insights and data analysis. Evaluate & recommend Pack differentiation based on Regional competitive actions, Consumer price points differentiation based on desired promo activities. Ensure full accomplishment of Channel Pack Price strategy across all Regions. Support innovation council with recommendations for all new pack price initiatives including coordinating with Supply Chain on manufacturing capabilities requirements, R&D, procurement & costing Category on brand propositions Finance simulating the pack P&L Sales execution & trade marketing programs for activation.
• Monitor pricing execution through regular tracking in the field e.g. share swing, rate/mix tracker, quarterly update on Channel & Regional rate/mix performance by brand & pack.
• Develop & devise mechanism working with Bev Growth Office & Bottlers NRM teams to manage the Mix to maximize NR & MC. Periodical Mix Trends tracking Pack and channels focused to get ahead of possible negative mix impacts to the Net Price Performance with the respective action plans to minimize the impact.
• Partner with Bev Growth Office & VBL ecom Sales Channel, Finance, and BIS team to assess current ecom PPA + trade promotion management opportunities and determine immediate quick wins/ longer term delivery to improve trade investment efficiency. This includes system enabler, process improvement and change management by instilling discipline in Plan-Do-Review.
• Support KAM development on Trade terms structure/strategy and negotiation training. Partner with PEP Bev Growth Office Sales Capability team to determine key opportunities for improvement for Top National Key Accounts and jointly develop a robust Customer Business Plan to optimize India BU bottlers trade investment.
• Develop Capability roadmap and activities for selected 4 bottlers NRM team & broader cross functions e.g. MT, TMK, Finance and Brand teams. Align key priorities, ways of working, training programs and support required from RM Sector & Sales Capability team. This includes sharing RM frameworks, case studies and best practices from other markets, and support the adoption in bottlers organization.
• Supports the India BU NRM capability agenda by transferring and building capability with NRM PEP/Bottlers team via lift-and-shift of global best-practices and tool (including OBPA, Canadean Dashboard, GNRM Hub, P3, Bottlers NRR Scorecard, D&A tools) to ensure sustainable and self-sufficient NRM organization.
• Contributes actively to enhance India BU NRM capability and application through Franchise NRM Playbook, Sector Bottler NRM Conference, and Global Franchise NRM Council.

Qualifications

• Critical Thinking & Strategic Thinking
• Pricing knowledge
• Preferably 8-10 yrs of work experience in a mix of Consulting / Commercial / Finance roles enabling enough balance between analysis yet knowing ground realities of India markets and FMCG companies
• High collaborative, analytical and complex problem solving skills
• Good quality Presentation and communication skills, need to story tell to achieve buy in across stakeholders in a matrixed environment
• Strong project management & Ability to handle research agencies is a plus