Net Revenue Management Manager

3 weeks ago

Ho Chi Minh City, Vietnam PepsiCo Full time

**Responsibilities**:
As a Manager of PepsiCo Vietnam Net Revenue Management, you will:

- It is a highly cross-functional role and requires a strong talent with analytical thinking, complex problem-solving skills, and the ability to analyze and deliver strong NRM insights.
- Deploy Price Architecture, Mix Management, and Trade Management playbooks in the marketplace, guiding the business teams in defining AOP, long-term NRM strategies, and execution plans.
- Partner with Sectors and BU NRM leads to deploying targeted deep dives, to identify value opportunities in a timely and granular manner to underpin sustainable NR and NRR delivery over the long-term horizon.
- Support the development of Global NRM Long Term Strategy creation, defining future sources of growth and strategic investments across BUs to realize these sources, ultimately driving sustainable and consistent NR, NRR, and margin expansion.
- Support defining the overarching NRM approach, analytics, and frameworks for playbook creation across the NRM levers
- Coordinate with the NRM Innovation and NRM Capability priorities to ensure NRM Strategy requirements are supported and readily translated into execution
- Supports the regular MBR to evaluate PEP NRR performance drivers and the impact of PEP and Competitive actions on revenue and share performance.

**Pack Price**:

- Conduct Pack Price Diagnostics to identify opportunities and set optimum price indexes
- Conduct Channel Pack Price Architecture white space analytics and recommend new pack launches
- Analyze Occasion Matrix on the current role of packs and white space
- Translate optimal price index to SKU list price and recommended shelf price
- Partner with the Insights team and conduct the appropriate field research (Channel Pack Price, Perceived Value Study, Bases, etc.) to optimize our Pack Price and Pricing strategy.

**Mix Management**:

- Analyze current mix performance, identify mix opportunities, and support prioritization of SKU mix by geography/channel to achieve Net Revenue and VC targets
- Review Mix Management Levers and develop a mixed strategy to achieve targets
- Track execution and course correct when appropriate

**Trade Optimization**:

- Facilitate promotion optimization analysis, analyze promo performance (uplift, ROI), and set mandatory promo guardrails by channel, account, brand, pack type
- Develop spend strategy by sub-segment that maximizes channel/account opportunity and captures investment priorities
- Define commercial guardrails on spending strategy and execution

Qualifications:
**Key Skills/Experience Required**:

- 7+ years of commercial & analytics experience, across NRM, Commercial, Finance, and/or Consulting in the FMCG space with 3+ years of direct experience in Revenue Management preferred
- Business Management (MBA / Bachelors)
- Strong background in Revenue Management with multi-channel experience preferably in established FMCG
- In-depth understanding of various NRM analytics techniques (pack price curves, cross price elasticity, NRR waterfall, promo ROI, cannibalization, commodity GM impact, NRM actions VC impact, etc.)
- Strategy Expertise - Strong record in CPG Strategy and Consulting practice with minimum 5 years of CPG experience. Proven track record demonstrating strategic thinking and problem solving
- Commercial Acumen - Broad multi-channel experience preferably in established FMCG and/or Retail. Strong commercial and analytical ability required to manage both the operational and strategic agenda and interrogate complex, incomplete, or ambiguous data with ease
- Analytical Expertise - Exceptional analytical skills. Ability to review complex data, pulling out key insights & translating into high-level executive summaries, storylines & concise practical plans for execution
- Communication - Excellent communication skills and can articulate complex issues in an easy-to-understand way
- Leadership - Proven leadership and people development skills. Cross-functional collaboration experience and working in a matrix organization
- Influence - Demonstration of ability to influence both internal and external agenda at the Senior Leadership level and across a wide stakeholder group in Functions, Sectors, and BUs. Ability to influence at a high level without authority.

**Differentiating Competencies Required**
- Accountability and responsibility
- Attend to details and multi-tasking
- Complex problem solving
- Presentation - Ability to visually present thoughts, storylines, facts & figures in a compelling way and adapt content to a variety of senior leadership and middle management audiences - specifically including strong PowerPoint and Excel competence
- Motivated self-starter with demonstrated success in achieving results in an ambiguous environment
- Strong results orientation, track record of hitting and exceeding targets
- Intellectual curiosity and ability to ensure independency
- Ability to effectively plan, prioritize, execute, and follow up pr

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