Job Description

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

The Revenue Growth Manager will lead the development of the vision, strategies and goals for Church & Dwight APAC’s Revenue growth discipline. This individual will drive the development of a best practice approach to maximizing revenue growth across the Church and Dwight brand and customer portfolio to deliver company growth and profit objectives.

This role leads and drives action behind the commercial revenue growth levers:

• Net Pricing: Net pricing through list price increases or reductions in trade spending

• Promotional Optimization: Optimize Promotional effectiveness & cost

• Pack Price Architecture: Change product size/pack or create new offering to solve both consumer and channel needs

• Mix management: Drive product and channel mix to higher gross margin items

• Margin Management : Optimize customer Customer trade terms
  

This role requires close collaboration with other functions - sales, category management, marketing and finance.

Design the Revenue Growth Strategy

• Engage with key internal and external stakeholders to identify the revenue growth opportunities

• Design the Revenue Growth strategy to deliver against company objectives

• Determine the role that each commercial lever (pricing, promo optimization, ROI on investment, product mix) will play in the short, medium and long term

• Define the resources and organizational education that are required to deliver against this strategy
  

Trade Allowance investment Strategy & Management

• In partnership with the Category Management and Sales team, develop and execute the trade fund investment strategy at a brand level to deliver sales and profit objectives

• Strategies must be developed in connection with brand positioning, category strategy and financial targets (volume and profit)

• Design the target trade fund investment strategy for each brand in the short and long term

• Proactively identify risks and opportunities with trade rates and work with sales to resolve

• Lead critical thinking and analysis on major customer trade funding negotiations

• Key contributor with sales and finance to designing improvements on all elements of the trade funding process, from design to deployment to spending to deduction and audit management

Promo Optimization and Mix Management

• Identify opportunities for promotional optimization, lead analysis and support deployment and sell in of promotional optimization work with the sales teams

• Leverage price and promotion elasticity research studies; translating insights into strategies and action

• Assess promotion efficiency: ROI/cost-event analysis to ensure the best outcome for our in-market investments

• Partner with the Sales Team to ensure alignment with customer strategies and the flawless execution of promotion investment strategies

• Review execution and performance of customer level execution on quarterly basis to provide guidance to sales teams to optimize their promotion execution to drive improved business results

• Identify opportunities and what needs to be true to drive improved product mix.
  Lead analysis and support execution and engagement of product mix plans to the sales teams.

Pricing

• Lead the organization on establishing retail pricing strategy development and the cost structure and customer margin required to support the strategy and deliver against short and long term sales and profit objectives

• Present and interact with Marketing and Sales to engage on updates on strategies, execution and further recommendations

• Develop, manage and maintain analytics on execution and performance of strategy on regular basis

• Partner with the Sales Team to ensure alignment with customer strategies and the best execution of retail pricing strategies

• Review execution and performance of customer level execution on quarterly basis to provide guidance to sales teams to optimize their pricing strategy execution to improve results

• Make recommendations on pricing strategies taking into account market conditions, commodities situation, competitive environment and future portfolio development mix

• Work with Sales team to ensure the accuracy and maintenance of invoice pricing within our systems.

• Develop appropriate process enhancements and lead execution of changes by working closely with Marketing, Sales, and Finance.

• Responsible to provide recommendations to the Sales leadership team with regards to changes (up or down) in the commodity markets that require pricing strategy response.

• Optimized pricing and promotional efficiency effectiveness to deliver incremental profitability.

Business Planning

• Key contributor to sales, marketing and finance planning

• Leads annual national revenue growth planning for the brand including assessing what’s working/not working with current strategies, developing and deploying new and revised sales strategies

• Key contributor to customer Joint Business Planning and major trade fund negotiations working to enable the organization to have the right resources, ROI and sell in to support objectives

• Identify opportunities to strengthen our corporate planning process.
  Lead, design and deploy new planning processes and tools.

Multifunctional collaborator between category management, sales, marketing and finance

• Work closely with Category Management, sales, finance and marketing to develop business plans and the financials analysis to assess outlook and performance

• Drive collaboration between category management, finance, sales and marketing to deliver the financial goals of the organization while ensuring opportunities and barriers from both functions are represented in planning

• Collaborate with the Canada, UK and International organization on Revenue Growth opportunities

• Engagement as part of the multi functional brand forecasting process

• Provide commercial financial leadership to both sales and finance teams

Education & Experience:

• University Education (preference given to MBA / Bachelor of Commerce)

• 8+ years of experience in sales and/or finance planning

• Consumer Packaged Goods experience preferred, but not required

• Superior analytic skills with impeccable attention to detail

Skills & Competencies:

• Excellent interpersonal skills, including experience working on teams and collaborating with others to drive to a solution to more senior stakeholders

• Demonstrated ability to turn insights into action through data analysis

• Strong financial acumen

• Sales team credibility is critically important

• Demonstrated ability to collaborate with others across functions

• Advanced analytical skills and strong critical thinking

• Self motivated team player

• Strong proficiency in IRI/Quantium/Customer POS data

Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/