The Primary responsibilities:
1.Leads the development of market portfolio pricing strategy, annual pricing plans/recommended actions and overall management of the local market pricing practice. This includes leveraging Mars Petcare Pricing Playbooks & partnering with:
1)Marketing, CMI and Sales for optimized brand pack-price architecture across key price tiers, thresholds and partitions to ensure pricing attractiveness and competitiveness against consumer penetration, transaction and trade-up goals, ensuring practical channel differentiation and optimization of margins.
2)Sales, Customer Marketing, Category Management & Key Account teams to unlock price point opportunities by channel for category/profit pool growth with customers.
3)Commercial & Finance to deliver target Prime Margin/Gross Margin shape.
4)Marketing and R&D to capture Innovation price-value opportunities and enhance alignment to brand/CBU strategy and overall pack-price architecture goals.
5)Finance and S&OP+ team to ensure price recommendations and action inputs are included in Annual Operating Plan and period S&OP+ cycles.
2.Drive ‘Mix for Growth’, optimizing portfolio Product Mix plans by integrating consumer, customer/channel and financial performance in setting annual mix targets. This includes leveraging Mars Petcare Mix Playbooks and partnering with:
1)Marketing, Sales, Finance, Customer marketing, CMI and Category Management to develop product mix targets for Key Account teams. This includes ensuring fact-based marketplace performance (PQA) from CMI/Category Leaderships and financial impacts are considered (with a particular emphasis on Blockbuster SKU growth.)
2)SRM Trade Architecture, Sales and Customer Marketing to ensure net pricing/trade incentive programs deliver desired customer and product mix. This includes ensuring net pricing plans are consistent with growing/maintaining NSV against our Blockbuster SKUs
3.Lead development of Portfolio TP strategy for profitable growth with Customers. This includes collaboration across all functions to deliver a holistic approach, ensuring category, consumer (shopper), customer, company (CBU) and competitive impacts are well-understood and integrated within trade promotional strategies for the Annual operating Plan (AOP) and Customer and Channel execution plans. These strategies will be underpinned by the Mars Laws of growth, helping to drive a higher proportion of ‘4 star’ promotions, creating ‘win-win’ ROI and brand equity building events.
4.Drive continuous TP investment productivity improvements and optimized Trade ROI. This includes ensuring regular monitoring and assessment of trade promotional performance versus the category, development of strategic TP guidelines and recommendations and project management of associated actions & execution (through Annual Plan and S&OP+ process cycles). A key element being the close partnership with Sales/KAM teams to provide decision support and guidance in ensuring the quality and understanding of at least 80% of TP investments, both pre and post event.
5.Drive Trade ROI Capabilities and ongoing understanding of the role of promotions to deliver growth across the organization. This includes partnering closely with sales teams, Customer Marketing, CBU Marketing and CMI to continuously update and ensure understanding of promotional insights across the business, helping to drive greater accuracy and robustness of promotional forecasting and a deeper understanding of key metrics/concepts (ROI, Trade Leverage & ‘4 Star’ Promotions). This includes ensuring that TPM solutions are appropriately used to ensure accuracy and reliability of information informing decisions.
6.Project Management. As an independent and objective role reporting to the General Manager, this role will also lead project management to drive delivery of business transformation projects related to Sales/Revenue Management.