Net Revenue Manager - Sales Governance - Consumer Goods

We have an urgent role with one of the biggest consumer goods MNC (14 Billion Group) at Mumbai

Role : Regional Net Revenue Manager

CTC Upto 30 Lacs

Profile :

Knowledge & skills :

Understands trade scheme mechanisms and drivers :

- Understands how schemes are run/ negotiated in market

- Understands market dynamics; role and bargaining power of every stakeholder

- Understands all transactions with trade

- Performs basic data analysis to uncover opportunities for optimization in trade schemes

- Benchmarks best practices in trade spends within and outside

- Best suited for someone who Can work with and influence a large number of stakeholders

- Is able to challenge others, provide constructive inputs to help structure trade schemes

- Is comfortable with interpreting data and taking decisions on actions to be executed

- Brings strong, data-backed points of view to the table and is able to align senior management on the same

AREAS OF RESPONSIBILITY PERFORMANCE :

1. Spends analysis to identify improvements and opportunities.

Analytics of past spends data :

- Analyse scheme performance YTD/ quarterly/ monthly

- Ensure timely collation of distributor claims

Actual spends review :

- Monitor exceptions in scheme commitment and disbursement;

- Escalate to CH/ SSEM where necessary

Monitoring volume and spends through the month :

- Ensure real-time tracking of segment level volumes/spends, identify risks to monthly plan Actual vs planned spends at a monthly level, by brand

2. Planning spends at quarterly and monthly level :

Quarterly spend planning :

- Provides recommendations on channel segment wise spends based on share of business, share of spend and profitability

- Engages with TLs, CH and SH to ensure sign-off on quarterly spend plans in line with recommendations

Monthly spend planning :

- Help field teams define outlet level plans, based on the target-setting tool

- Ensure SPPR is in line with actual spends

- Supports CH in exception approval decision-making

- Supports TLs in higher spend efficiency (e.g. inputs on efficacy of mid-month schemes like single invoice, month-end negotiations)

- Channel segment wise recommendation at a quarterly level, by brand

3. Capability building and management :

Build sales team capability towards better spend efficiency :

- Coach them on key analysis and views they should consider

- Contribute to change management efforts towards adoption of new technology (e.g. TPM, PowerBI)

Provide sales team with relevant tools :

- Institutionalize the target setting process, including planning templates, timelines and CH/SH approvals

- 100% adherence to governance process

4. Advancement of spend optimization efforts to best-in-class :

Identify and pilot new opportunities :

- Work with sales teams to pilot new initiatives (e.g. learnings from other clusters, new types of schemes)

- Be single point of contact for best-in-class practices on trade spends

Create long term vision for region :

- Engage with SH and COO to create clear milestones for each year in terms of advancement in spend planning and execution processes

- Embed culture of spend efficiency in region through workshops, change management, etc.

Amit

+91-8587829791