Job Overview
SRM Manager is a key business partner across Price, Trade Terms, Trade Promotional (TP) and mix evaluation expert for Market.
SRM Manager helps drive increased trade investment productivity across Mars Pet Nutrition portfolio, mainly by ensuring Sales/Trade Marketing team decision support to unlock category value & profit pool growth through smarter trade spending decisions with customers.
As leader of the local trade promotional evaluation centre of excellence, the SRM Manager need to design and implement processes to ensure sales team have the right trade shape and improved organizational Trade ROI Capabilities.
Job Responsibilities
Lead the creation of market trade promotional strategy, development of annual trade promotional recommended actions and overall management of the local market trade promotional practice, including building overall capabilities & partnering with:
- Marketing, SDL and Sales to deliver optimized brand portfolio promotional architecture across key price tiers, thresholds and partitions to ensure promotional pricing attractiveness and competitiveness against consumer penetration, transaction and trade-up goals and integrating this within the brand activity calendar
- Marketing / CMI & SDL to ensure promotional strategies support the Mars Laws of Growth.
- Sales, Customer Marketing, Category Management & Key Account teams to unlock trade promotional price point opportunities by channel for category and profit pool growth with customers. o Finance CoPilotto deliver target Gross Margin shape for the Market as part of continuous Trade ROI improvements.
- Finance and S&OP+ team to ensure trade promotional recommendations and action inputs are included in Annual Execution Plan and period S&OP+ cycles.
Lead the execution, planning and management of agreed trade promotional Strategy for the Brand/Portfolio by:
- Partnering with Customer Marketing to develop and deploy channel/ pack type trade promotional guidelines for Channel team on a periodic basis.
- Partnering with Finance Copilot to ensure accuracy and reliability of data within the TPM system, through strong compliance and governance around data input and usage.
- Partnering closely with Channel Team to ensure >80% of Trade spend analyzed at the program/event level to optimize Trade ROI at the total account/budget level. This includes ensuring robustness of Channel Team pre-event TP evaluations and assumptions.
- Leading trade promotional performance reviews alongside Finance Copilot,and Channel teams to inform ongoing strategy and ensuring growth and trade budget opportunities and risks are fed into S&OP+.
- Managing the trade promotional learning library to capture learnings and help inform ongoing strategies and guidelines, optimizing trade ROI across the portfolio.
- Consolidating and Inputting recommendations to promotional exception sign off as part of S&OP+. Ensuring agreed actions are managed on time in full.
- Manage the day-to-day activities of the Trade ROI analyst (where relevant) ensuring all the trade promotional objectives of the business are met. Including leading promotion pre/post evaluation process.
- Lead/Co-Lead SRM training to sales team via Global/Regional content and best practice from other countries with ability to develop customize training program / content to fit with local need.
Lead the execution, planning and management of agreed Pricing Strategy for the Brand/Portfolio by:
- Partnering with Marketing & Customer Marketing to develop everyday pricing & product mix guidelines by for channel team
- Coordinating the deployment of any price increase, providing project management support to ensure agreed actions are executed on time and on budget. Includes managing any requested brand/customer exceptions through S&OP+.
Drive Mix for Growth, optimizing portfolio Product Mix plans by integrating consumer, customer/channel and financial performance in setting annual mix targets partnering with:
- Marketing, Sales, Finance, Customer marketing, CMI and Category Management to develop product mix targets for all channels. This includes providing fact-based information / data and considering financial impacts.
- 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 priority SKUs
Job Responsibilities
- Minimum bachelor's degree
- 3 years experience in Revenue Management in FMCG Company Knowledge / Experience
- Revenue Management
- Promotional Strategy
- Promotional Analysis
- Understanding of P&L
- Leadership and Interpersonal skills
