Director of Revenue Growth Management

3 weeks ago

Huntington Beach, United States The Ladders Full time
Responsibilities

Pay Transparency Statement:

The compensation philosophy reflects the Company's reasonable expectation at the time of posting. We consider a number of factors when making individual compensation decisions including, but not limited to, skill sets, experience and training, and other business needs. This role may also be eligible to participate in a discretionary incentive program, subject to the rule governing the program.

Position Summary:

The Director, Revenue Growth Management (RGM) of Customer/Channel delivers revenue, gross profit, volume, margin and operating income (OI) plans for all Regional customers at the channel level. This position achieves this plan by leading a team of Planning and Performance Managers while collaborating with the Coca-Cola System (System), as well as with the company's leadership team and Franchise Leadership of The Coca-Cola Company. The Director, RGM of Customer/Channel leads the overall annual planning, performance management and contingency planning process to deliver the business plan for the channel.

Position Responsibilities may include, but not limited to:
  • Lead annual business planning process for revenue, gross profit, volume, margin and operating income (OI), i.e., presenting and aligning on sources of growth, price package plans, channel coherency and executional elements including contingency plans for the entire channel and collaboration with the Sales, Commercial and other cross functional teams
  • Align with System RGM leads on Customer/Channel business strategy, planning targets and commercial priorities
  • Identify business opportunities to grow revenue, gross profit, volume, margin and operating income (OI) by utilizing segmentation data and other data sources such as Nielsen
  • Analyze Sparkling Soft Drink (SSD) and Still Brand promotional effectiveness across the channel to scale the promotions with the highest ROIs
  • Develop and refine promotion strategies to improve promotional ROIs by leveraging trade promotion optimization (TPO) insights
  • Lead and engage in weekly performance routines, monthly performance reviews and monthly "Deep Dive" sessions to drive results and drive alignment with the company's strategy
  • Develop and present key opportunities and solutions to the company's leadership team to gain support and drive improved results
  • Present business results, price strategy initiatives, competitive insights and collective best practices during Leadership meetings, key Regional Customer facing events and key Performance Management routines, i.e., Forward 4, etc.
  • Lead Regional Customer Program Approval and Communication Tool (CPACT) discussions, provide decision support, market implications and ensure coherency
  • Lead analysis using tools from Margin Minder, Anaplan, Nielsen, Numerator, Panel Data to identify strategic business opportunities at the channel level
  • Monitor and analyze plan performance versus business targets and budget by developing and recommending alternative strategies and contingency planning designed to course-correct as needed and deliver the plan objectives
  • Build core capabilities of direct reports and team through effective talent management by defining clear roles and responsibilities, managing the performance management process, and providing on-going coaching and feedback
  • Lead day to day discussion with cross functional teams including Commercial, Supply Chain, Sales Operations and Market Unit teams to align business priorities and deliver business results
  • Other projects or duties as assigned
Qualifications

Required Skills and Experience:
  • Bachelor's degree in Marketing, Business Management, Finance, Economics, Operational Management, or related discipline and 10 plus years of Sales, Commercial and/or Revenue Growth Management experience and 6 plus years of people leadership experience or HS Diploma/GED, 13 plus years of Sales, Commercial and/or Revenue Growth Management experience and 7 years of people leadership experience
  • Experience leading a sizable team to deliver business results
  • Excellent verbal and written communication skills
  • Excellent interpersonal and collaboration skills
  • Results-driven mindset
  • Customer-focused mindset
  • Exceptional attention to detail
  • Experience with Customer and/or Channel forecasting
  • Experience utilizing advanced analytics techniques, models, and approaches
  • Excellent problem-solving skills
  • Strong experience managing multiple and competing priorities
  • Experience in a fast-paced environment
  • Ability to be agile, adaptable, responsive and anticipate changes
  • Proficiency in Microsoft Office Suite, specifically Excel and PowerPoint, etc.
  • Up to 30% travel
  • This position must pass a post-offer background and drug test
Preferred Skills and Experience:
  • Master's degree
  • 10 plus years of Sales, Commercial and/or Revenue Growth Management experience in the non-alcoholic beverage and/or consumer packaged goods industry
  • Experience in Chain Store Customer Headquarters Management in Sales or a related function i.e., Category Management, Shopper Marketing, etc.
  • Experience working in a Direct Store Delivery (DSD) business model
  • Experience in the development of Nielsen reporting, i.e., technical, interpretation, action, etc.
  • Experience with Anaplan
  • Proficiency leveraging multiple data sources. i.e., internal, syndicated, retailer point of sale (POS), etc., to gather insights, develop strategy and implement plans
  • Experience in creating brand, product, and market development strategies
  • Knowledge of business strategy, supply chain and DSD operations

Physical Demands and Work Environment:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Due to the nature of our business in regard to such things as delivery schedules, order inputs, selection, and Department of Transportation Hours of Service, overtime, attendance and punctuality are essential job functions. Should an individual in this classification not be able to adhere to this requirement due to a disability, they should contact their Human Resources department to see what, if any, reasonable accommodation may be made.

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