Posted By
Posted in
Sales & Marketing
Job Code
563559
Position Name: Sr Net Revenue Manager
Level: Senior Manager
Reports to: Lead - Regional Sales Effectiveness
PURPOSE OF THE ROLE: Drive and manage trade spends for the region, including identifying optimization levers and working closely with sales team to execute them
TYPICAL ROLE REQUIREMENTS
Qualification: MBA in Sales & Marketing
Experience: > 7 years experience in sales & marketing
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 Company 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
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)
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.
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Posted By
Posted in
Sales & Marketing
Job Code
563559