Senior Net Revenue Manager - FMCG

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.