Manager, Revenue Growth Management

Description

Looking for a job that can turn into a lifelong career? At Lactalis USA, we believe in promoting from within and giving our employees opportunities to grow. Whether you're starting fresh or bringing years of experience, we'll provide the tools and support you need to succeed!

Lactalis, the world leader in dairy, is a family-owned business with more than 85,000 pragmatic and ambitious professionals worldwide, committed to nurturing the future by providing healthy and delicious dairy products that bring people together every day. We produce award-winning dairy products that bring people together every day. We offer an enviable range of dairy brands including Galbani, President, Kraft Natural Cheese, Cracker Barrel, Black Diamond, Parmalat, Siggi's, and Stonyfield Organic in addition to several brands imported from our affiliates in Europe.

We live by our core values-Ambition, Engagement, and Simplicity-and we're building a workplace where innovation thrives, diverse perspectives are celebrated, and everyone's unique background and ideas are valued.

Even if you don't meet every qualification, don't let that stop you from applying! We're eager to hear about your PASSION, your STORY, and how you can bring your EXPERTISE to help us make an impact.

From your PASSION to ours

The Manager, Revenue Growth Management (RGM) will apply analytics to better understand, predict, and shape the customer path-to-purchase. This will optimize everyday product pricing, as well as promotional frequency and depth at key customers, while driving profitable revenue growth. The Manager, Revenue Growth Management, will lead the business unit in achieving the goal of optimizing trade and marginal contribution through the use of elasticity-based modeling tools: the PTA tool for the grocery and mass merchandising channels, and the elasticity tool for the natural channel. The Manager, Revenue Growth Management team will encourage stronger cross-functional collaboration, embrace dynamic scenario planning, and adopt more joint value approaches with retailers. This role reports to the Senior Director, Customer Strategy and Planning.

From your EXPERTISE to ours

Key responsibilities for this position include:

• Lead the creation of overall market strategy, as well as customer specific everyday price and promotional strategy including the development of Average Margin Per Sale (AMPS) (merchandising and pricing) and net unit cost guidelines, as well as the overall management of Total LUSY and customer specific trade. Builds and shares practices with cross-functional teams including Customer Strategy and Planning, Field Sales, Marketing, Demand Planning, and Commercial Finance.
• Utilize elasticity-based modeling tools to identify optimal everyday pricing and promotional plans for our key brands, and pack groups for our top customers.
• Utilize consumption and category insight data to help the Customer Strategy and Planning, and Sales Teams execute these plans with our customers.
• Analyze external and internal promotional landscape on a monthly basis through monitoring retail promotion landscape across key accounts, promotional analysis across channels, and understanding key competitive pricing in order to inform and influence strategy.
• Conduct top customer event-level Return On Investment (ROI) analysis and effectively communicate insights and recommended action plans to the Senior Director, Customer Strategy and Planning, Field Sales, and Customer Team leadership.
• Consolidate and monitor compliance to everyday pricing promotional frequency and depth, trade spending, and net unit cost guidelines at account or budget holder level.
• Lead the business unit in optimizing price pack architecture to balance the need for affordability with profit and category expansion (e.g., satisfy emerging needs and occasions with smaller packs).
• Profitability assessment- optimization- and strategic assistance through lens of pricing and promotion on an ongoing basis.
• Work with Customer Strategy and Planning to facilitate and manage monthly Profit and Loss (P&L) meetings with the Field Sales Teams.
• Support the Sales Team and Customer Strategy and Planning in annual negotiations with top customers - providing recommendations that meet both customer and company needs.
• Partner with Sales Team Customer Strategy and Planning and influence them in optimizing the promotional calendar to meet broader business strategy objectives.

From your STORY to ours

Qualified applicants will contribute the following:

• Bachelor's degree required, preference for majors in Business, Finance, or Analytics.
• 8+ years in CPG Revenue Growth Management, Trade Marketing or Field Sales Leadership experience is recommended.
• 5+ years of experience in managing a team is required.
• The following certifications are preferred for this role: Advanced Excel, Power Pt., and Power BI
• Understanding of Trade Promotion Optimization (TPO) or other modeling tools, consumption/POS data, Trade Promotion Management systems (TPM), and forecasting tools are recommended.
• Demonstrated knowledge of customers' needs, expectations and financial motivators to develop and deliver appropriate sales plans. Ability to develop breakthrough account plans and identify specific strategies to move from transactional supplier to strategic partner.
• Demonstrated knowledge of competitive brands, products, manufacturers and ability to build defense / offensive strategies for the short, medium and long-term.
• Ability to build the budget and to make regular forecasts in order to achieve the latter (volumes and/or profitability) and in case of gap, propose and implement corrective action plans and sales negotiation strategies.
• The structuring and management of the organization and supporting services to create, develop and maximize customer opportunity according to category and channel objectives.
• Ability to assess customer opportunities, analyzing competitor behavior and interpreting company/channel Strategy. Ability to generate and evaluate customer options while detailing the customer plan & bringing the customer into the Group.
• Analyze data and situations, to identify and analyze causes/effects and select only appropriate information use to make effective decisions.
• Ability to coordinate/manage/pilot a structured period of transition in order to achieve lasting change within an organization (change of models, methods, techniques, tools, organization, professional practices) minimizing resistance through involvement of key players and stakeholders.
• Ability to make the organization want to achieve or exceed targets. It implies willingness to expend energy to achieve a goal or a reward.
• Ability to transmit and receive information clearly and communicate effectively to others by considering their points of view in order to respond appropriately. It includes using tact and diplomacy in all communications as well as the ability to convey ideas and information (adjusting style, tone and level of details), both orally and in writing, in a way that all stakeholders/audience are engaged.

At Lactalis, we offer a comprehensive Total Rewards Program with a variety of affordable benefits and coverage options. We support insurance costs significantly, contribute generously to retirement plans, and offer Paid Time Off from day one. We are committed to your professional growth, providing training and development opportunities, including Education Reimbursement. Join us and grow your career.

Lactalis is an equal employment opportunity employer. We will not discriminate against applicants with regard to any legally-recognized basis including, but not limited to: veteran status, race, color, religion, sex, national origin, age, marital status, sexual orientation, and physical or mental disabilities.