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Job description / Role
Position Summary:
Purpose of the role is to drive Unilever's Category Net Revenue Realization through defining holistic Net Revenue Strategies and then seeing them through to execution. The scope spans all five Net Revenue Levers according to the framework:
The Net Revenue Management Manager is the key business partner to Marketing, who owns NRM in the country. The individual will lead a small 'center of excellence' team to drive best practice and the 'day to day' implementation of NRM into the Brand Building function and the wider commercial business.
The NRM Manager introduces best-in-class Net Revenue Management processes in Marketing including the co-ordination between BB, CD, CMI, SC and Finance
Position Responsibilities (Expected Work):
• Appropriate NRM tools are used to generate relevant fact-based output insights (according to Playbook) these insights are used to drive better commercial decision-making including feeding into BD
• These decisions are incorporated in all formal marketing and customer plans (NRM Charter)
• These plans are executed, measured and evaluated to create a virtuous cycle of net revenue improvement
• Provide direction on the preparation of all planning events (budgets, forecasts, etc.) incorporating all the key NRM sub-levers (NPD, pricing, promo discounts, mix)
• Work with the central team to improve capability for Net Revenue Maximization, including the acquisition and processing of appropriate data; business and IT processes; performance-monitoring and reviewing; constant improvement
On Pack-Price architecture the NRM Manager works closely with marketing in order to:
• Lead the Pack-Price strategy recommendations (Levers 1-2)
• Ensure the Core of the Core is 'alive' and support a 'winning portfolio' SKU range
• Ensure Marketing/ CMI teams perform Pricing analysis (including 9-box matrix, elasticity by brand/pack/channel, competitive positioning, and internal profitability status) to draw up detailed Brand pricing actions
• Support Marketing/ CMI teams to track Category Pack Price Architecture (PPA) by channel, to perform pack size profitability/ positioning (at the sales channel level, to overlay on Brand strategies) and propose Pack Innovation actions where possible
Specifically on Trade Promotions the NRM Manager works closely with Marketing and CD in order to:
• Ensure the Promotion Strategy is annually defined by Marketing at Category/ Brand/ Channel/ Key Customer level incorporating Brand Strategy and planned Promotion Budget
• Support teams to define/ update Category Promotion Guiderails by Channel/ Key Customer
• Improve effectiveness of trade promotional activities and investments
• Perform analysis to review historical promotional activities to draw up guidelines and recommend allocation of trade promotion budget by channel and category
Requirements
Capability Development:
• Ensure key Net Revenue Management principles are understood by holders of key positions in Marketing, Customer Development, CMI, Supply Chain and Finance
• Run periodically Category NRM maturity assessment and define the NRM Capability Roadmap
• Facilitate local training programs for key decision makers and new comers
Experience:
• Ideal candidate should have an experience in both marketing and CCD role
• 4-5 years min customer, analytical and or financial experience preferred
• Knowledge of advanced analytics including pricing and promotion in a CPG, multi-tier pricing environment
• Ability to create and deliver advanced analytical models (Consumer and Financial)
• Process and analytic experience
About the Company
Unilever is one of the leading FMCG company with 400 brands spanning 14 categories of home, personal care and foods products, no other company touches so many people's lives in so many different ways.
Our brand portfolio has made us leaders in every field in which we work. It ranges from much-loved world favourites including Lipton, Knorr, Dove and Omo, to trusted local brands such as Blue Band and Suave.
From comforting soups to warm a winter's day, to sensuous soaps that make you feel fabulous, our products help people get more out of life.
We're constantly enhancing our brands to deliver more intense, rewarding product experiences. We invest €1 billion every year in cutting edge research and development, and have five laboratories around the world that explore new thinking and techniques to help develop our products.