Danone Southern Africa is developing a world-class Revenue Management organisation, delivering competitive advantage in promotional optimisation, trade investment strategy, portfolio mix and price-pack optimisation
Objectives of the role
- Define the long-term Strategy for Portfolio/Pricing by Channel,
- Sets KPI's for implementation and builds customer selling rationale
- Defines the long-term Strategy, KPI's & investment for Promotions by Channel & builds customer selling stories
- Defines the long-term Strategy for Trade Terms by Channel & Customer, including Channel specific incentives
- Responsible for keeping the business on plan by partnering with the Commercial Team to -
- Construct pre-evaluation P&L / KPI metrics
- Track performance through a set of distinct scorecards and performance review forums
- To drive the development, execution and implementation of a new operational way of working across the Commercial functions, from a Pricing, Promotions and Mix perspective.
- Price management (by driving positive profitability and additional profits by changing price points for shopper on the shelf and developing price architecture for the entire portfolio- based on the analyzes of the category and the market)
- Promotions effectiveness management (by managing promo ROI and CO% in a consistent and rigorous manner to bring additional profit by managing mechanics, SKU mix, client mix, competitors),
- Portfolio management (link it to the shopper needs, occasions in the channels etc.),
- Trade terms management (Monitoring effectiveness and provide the improvement recommendation, review trade terms strategic negotiations planning and implementation process)
- To embed best practice repeatable models and actionable insights across the Commercial function in order to deliver on the profitable revenue improvement targets/initiatives
- systems, review process & learning programme to develop a best-in-class trade investment process establish a broader organisational trade investment capability & culture
- CO-ORDINATES CHANNEL & CUSTOMER BUDGET DEVELOPMENT
- Identifies the ambition for Danone for the next 12 months in each Channel expressed in Sales & Share
- Develops channel specific guidelines for 4Ps and 'enablers' for each channel including Promotion guidelines & Opportunities to optimize Route to Market
- Understands E-Com and monitors Onsite Performance KPIs (Page views, conversion rate, ROI)
- Defines the optimum online Assortment, filters & substitution rules and knows how to optimize search results
- Understands the unique digital platform & assets by Retailer & works to optimize Danone performance within each environment
Qualification(s)
- Relevant suitable degree
- Minimum of 5 years of experience in Sales / Category Management / Finance
- Manage profitable growth development from an end to end perspective
- Devising company profitability plans that are fit for purpose
- Engage with customers & brands for investment and execution spend
A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoners potential and when we build careers based on these superpowers and when we develop everyones potential to the fullest magic happens. This is how we like to see Talent Management in Danone.
This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers. Challenge, innovate, convince and find alignment when needed. This role has no direct reports
