Customer Development and Shopper Marketing Manager
Employer: Royal FrieslandCampina
Work area: Not specified
Working time: Part-time
Number of hours per week: 38
Gross salary: 90
The Revenue Management Lead reports to the Channel and Category Development Director, who is part of the commercial MT. The RM lead and his/her team have an overview of the commercial plans and adjusts where necessary. A strong analytical and impactful role.
The Revenue management team consists of 4 FTEs. In addition to the RM lead, there is a pricing specialist, an (Out-of-Home) channel specialist and a senior role with a focus on promotion optimization.
“The responsibility of this role is cross-channel – from retail to horeca and food service. It has to be, because the sales market is changing rapidly due to trends such as channel blurring and consolidation.” – Dieuwer van Staveren, Sales Director
The range of task includes at least a number of responsibilities. In addition, there is room for personal input and/or projects that arise.
Crucial for Customer Relation
The Revenue Management Lead oversees all Brand and Account initiatives and works closely with Brand Teams and Account teams. In the annual negotiations with customers, FrieslandCampina makes agreements about, among other things, volumes, margins and marketing budgets. The RM team calculates whether these agreements will be met by the sum of the commercial plans and adjusts where necessary. In addition, the RM team is a sparring partner for Account teams in setting up a Joint Business Plan with their customer. This is therefore a crucial role for the relationship between FrieslandCampina and its sales partners.
Also a central role internally
The Revenue Management Lead coordinates with the business teams the role of promotions for the brand and category, and together with Sales account teams looks at how best to realize the brand strategy. There are short lines to the finance team when it comes to planning and realization. Automation and dashboarding in this area also fall under Revenue management. The team analyzes different data sets and creates insights & opportunities to grow value and return. The team provides advice on portfolio management and initiates and coordinates relevant initiatives. Can we increase profitability somewhere? Then the Revenue Management team is the one who discovers it and comes up with advice.
FrieslandCampina is known as an employer where outperformers can grow quickly. This role is also an excellent landing spot for ambitious candidates. Depending on the candidate, a possible next step could be, for example, Head Controlling or Sales Account Director.
A strong strategic and analytical profile is required for this role. Experience in Revenue Management is an absolute advantage to bring new insights and take the organization to the next level. Other profiles such as Purchasing, Finance or Category Management within Food/FMCG are also relevant.
Required knowledge, experience & skills:
Master’s degree preferably in quantitative field
Minimum 8 years work experience in field of pricing / commerce
Experience in team & stakeholders management
Ability to build effective work relations across boundaries & functions
A strong personality and easily connects with other commercial teams ensuring that his/her advice is understood and accepted.
Analytically strong and able to translate complex analysis into easily understandable results and practical commercial actions
Good presentation and explanation skills, with sensitivity to apply different approaches to different people.
Capability to challenge commercial assumptions and to address deviations from plan and drive corrective actions.
Able to work independently in a complex environment and matrix organization.
Project Management skills (result orientated, keeps the overview and respects timelines).