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Jobs in PepsiCo-Revenue Manager

Job Purpose
Lead the Revenue Management agenda in Frito Lay – Maximize Top line & Bottom line through optimal management of key Top Line drivers (Volume, Price & Mix) and the development of specific Commercial Guidelines by Region/Channel.

Principle Accountabilities

 Define the Road Map for the Revenue Management Journey for Frito Lay Pakistan – Outlining the “Current Status” and the Execution Plan for achieving the “Desired Status”. Devise business Revenue strategy to accelerate MC growth over the IBP horizon
 Pack Price architecture – According to consumer insights and MC implications
 Evaluate & recommend Pack differentiation based on competitive actions, Consumer price points differentiation based on desired promo activities
 Ensure full accomplishment of National Pack / Price strategy across all Regions
 Ensure pricing execution through regular tracking in the field
 Support innovation team with pricing recommendations for all new product development
 Trade Spend Effectiveness – Consumer Demand and Product Availability lever to maximize NR
 Develop, execute, review and enhance the process design especially on the risk assessment to prevent execution flaws and identify business opportunities in the Selling system to ensure smooth business operation
 Define Discount strategy according to competitive environment and MC implications, Retail Margins structure by channel
 Develop trade spend management process, tools & measurement to ensure trade spend control & drive trade spend productivity
 Lead the development of channel/account/brand/package P&L’s to manage profitability
 Ensure Promotion and Pricing Effectiveness
 Ensure D& A Productivity as per objectives by periodical D&A tracking by Region // Channel & type of discount focused to ensure process compliance.
 Ensure that Pricing & Promo activities are routinely communicated internally & externally.
 Put a process in place to track Promo // Trade spends and effectiveness
 Ensure Transparent trade pricing based on channel dynamics
 Devise mechanism to Manage the Mix to maximize NR
 Periodical Mix Trends tracking Pack and channels focused to get ahead of possible negative mix impacts to the Net Price Performance with the respective action plans to minimize the impact.
 Develop a Commercial Policy clearly defining the Do s and Don’ts as a transparent process across the country.
 Ensure Periodic tracking of performance at regional level
 Identify GTM Opportunities
Distributor profitability
 Workout distributor profitability and identify opportunities to optimize ROIs
 RM Plan
Define & plan the actions for the current Fiscal Year
 Agree Must Win Battles with the x-functional leadership team
 Agree on the agenda on how to get there, and capture targets in coherent KPIs
 Set the timelines and lead & oversee execution against the plan
Work on a RM IBP
 Define & understand the challenges in the current portfolio
 Create a vision of where the portfolio stands 3 years from now in terms of Pack size Mix, Net Revenue Realization and Margin Upside
 Agree with the x-functional teams on how to fill in the path from current to future portfolio
 Provide functional support to Marketing/Sales/Innovation functions
 Support business to achieve AOP revenue and NOPBT objectives
 Support Brand Marketing team in strategizing new launches and promotions
 Support innovation team to expand business portfolio and new product development
 Recruit manage and develop growing revenue management teams
 Build team structure & ensure the right talent in place
 Develop best practices tools for team to build our RM capability

MBA & equivalent (Preferably Accounting & Finance)
 Must have Accounting & Finance experience in FMCG Industry for around 5-7 years, experience in Sales/ Trade Marketing/ Revenue Management / Sales Accounting will be an advantage.
 Ability to organize large quantum of data and convert data to information is a must
 Planning & Organising (Multiple priority management) – customers, clients and team
 Advanced usage of Power Point & Excel is a must
 Language Proficiency – English
 Key Skill Sets MUST include:
 Setting the Agenda – Keen Mental Acumen (Thinking Skills / Strategic Focus)
 Taking Other along (Creating enthusiasm, Inspire Trust)
 Results Driven (results based on productivity KPIs)
 Values & Ethics (Consistent with company ethics and values)


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