Revenue Growth Lead: C3PM

Revenue Growth Lead: C3PM

Main Purpose of the Role

The role of the Pricing & Trade Terms Lead is to assist the RGM Director in the execution function of pricing management & trade terms, to execute PR SSA long term Revenue Growth strategy within the Classic & Third-Party Markets and accelerate the delivery of Revenue Growth initiatives focusing on pricing, promotions, trade terms and country/product mix. The individual is a key partner between Finance, Transformation, Operations, Commercial & Marketing to ensure adequate management of pricing within our affiliates and alignment of trade terms for distributors. They will also focus on maintenance of the value chains, creating value per territory for each NPD and ensure PR Africa maximises profitability through the value chain. Ensure governance and accuracy of all prices for all Classic & Third-Party Markets.

Key Competencies and Responsibilities

RGM Pillars – Pricing:

• Liaise with the Finance Planning & Analysis team in the forecasting of net revenue
• Loading and Maintaining Base Prices & Dealing
• Responsible for loading Base Prices and Deals for C3PM customers, ensuring all account numbers are accurately updated
• Once Deals and Base prices are loaded, extract the data and forward it for approval to the appropriate authority, ensure adequate governance for all uploads
• When a new SKU is added or amended, update all Base Prices and Deals to align with current price lists. Liaise with ops to ensure accurate SKU Harmonization
• Perform a "sense check" on a weekly basis initially to ensure accuracy and data integrity for all Classic & Third-Party Markets
• Formalize new price lists for communication to Sales per territory with the guidance of the RGM Director
• Ensure all other credits are reviewed and approved by the Finance Director before processing and all pricing related credits reviewed & approved by the RGM Director
• If pricing discrepancies occur and customers are invoiced incorrectly, initiate the process for crediting those invoices. This involves referencing the original invoice number and using the same SKU/products as listed
• Investigate the realized RSP in all markets compared to the intended RSP per the value chains and investigate margins through the value chains. Drive price compliance in markets
• Assist the RGM Director in determining the Price Increase per affiliate and assist in executing the Price Increase
• Upload all Base Prices for Price increases and ensure accuracy of uploads

Trade Terms:

• Review existing trade terms and business plans with customers and recommend best practice trade terms for the business and drive consistency and value for PR
• Load and maintain regional rebates in JDE (JD Edwards system). Some regions may not have menus in JDE to load rebates yet, which will require support from a third-party company, Resolve Red.
• Ensure the correct accounting information is provided for rebates, including details on the Ledgers where accruals should be recorded.
• Rebates can be loaded for multiple years in advance and will require ongoing maintenance if dates or amounts need to be adjusted or deleted.
• After loading rebates, extract the data and send it to Business Analysis & RGM Director for verification and auditing
• Ensure compliance vs contracted trade terms, gathering evidence from the Sales team
• Perform Random reviews of the amounts claimed off invoice to align back to the trade terms
• Confirm that trade terms deliver value to the business and update trade terms recommendation where needed.
• Assist in ensuring trade terms add value and or highlighting any amendments where required.

Promotions Management:

• Investigate which markets which have necessary data maturity to enable PR to build/update tools to support decision-making on promotions (product, customer, duration, depth, timing, mechanics, etc.)
• Report on price indexes vs in market competitor through distributor data or through manual searches of prices
• Assist the RGM Director in driving the Business Strategy for commercialised SKUs and for Key Strategic SKUs. Assist the Financial Director in key elements relating to SKU optimisation
• Review effectiveness of monthly promotion plan after month-end and achievement against targets.

Country/Channel and Product/SKU mix:

• Liaise with the FP&A team to provide customer/channel and product/SKU mix analysis and make recommendation on where to focus efforts to generate extra value.
• Liaise with the FP&A team to drive optimum country mix

Value Chains:

• Be responsible for updating all Value chains and for all NPDs for all applicable affiliates
• Maximise the value derived from chains and liaise with the Financial Director & RGM Director optimize value per affiliate
• Understand tax implications per affiliate and include in value chains & pricing recommendations
• Assist the Financial Director in improved tax compliance through completeness of taxes in the value chains
• Understand Route to Market in all affiliates, provide analysis on grey market analysis

Stakeholder Relations:

Collaborate with internal stakeholders

• Give internal stakeholders accurate financial information when required.
• Build strong working relationships with functional directors and reports.

Collaborate with external counterparts

• Build strong working relationships with Group and AME Finance teams through regular communication.
• Build strong working relationships with the whole SSA Finance, Sales and Marketing teams through regular communication, best practice sharing, support & collaboration.

JOB REQUIREMENTS

Minimum Educational Requirements and Work Experience:

• Tertiary qualification, preferably a degree in Commerce or Finance.
• Minimum of 3 years of work in sales, financial analysis and/or revenue growth.
• Extensive experience in FMCG commercial, commercial finance or pricing management. Exposure to net revenue management.
• Exposure in promotion management and data analysis.
• Strong JDE experience or related system experience.

Functional and Technical Competencies:

Financial reporting. Analytical Skills. Able to recommend and justify commercial decisions with financial impacts on top management (pricing, promotion, trade terms). Able to run investment scenarios and ROI analysis. Able to extract information from various data sources. Financial Plan & Business Support. Able to seek information and assist RGM Director to drive RGM Rhythm across all markets

Behavioural Competencies:

Effective Decision Making, Planning and Organising, Teamwork, Strong Communication, Technical Expertise, Change Management, Making Things Happen, Initiative, Strong skills in relationship building (across markets) and management cross functionally.

IT Competencies

Microsoft Office pack (Excel, PowerPoint), Dashboarding (Powerbase or other digital dashboards). JDE.

Leadership Competencies:

Strategic Vision, Entrepreneurship, Result Orientation, Live the Values, Team Management

Job Posting End Date:

Target Hire Date: 2024-11-01

Target End Date:

About Us

Pernod Ricard is the No.2 worldwide producer of wines and spirits with consolidated sales of €8,448 million in FY20. Created in 1975 by the merger of Ricard and Pernod, the Group has developed through organic growth and acquisitions: Seagram (2001), Allied Domecq (2005) and Vin&Sprit (2008). Pernod Ricard, which owns 16 of the Top 100 Spirits Brands, holds one of the most prestigious and comprehensive brand portfolios in the industry, including: Absolut Vodka, Ricard pastis, Ballantine’s, Chivas Regal, Royal Salute, and The Glenlivet Scotch whiskies, Jameson Irish whiskey, Martell cognac, Havana Club rum, Beefeater gin, Malibu liqueur, Mumm and Perrier-Jouët champagnes, as well Jacob’s Creek, Brancott Estate, Campo Viejo, and Kenwood wines. Pernod Ricard’s brands are distributed across 160+ markets and by its own salesforce in 73 markets. The Group’s decentralised organisation empowers its 19,000 employees to be true on-the-ground ambassadors of its vision of “Créateurs de Convivialité.” As reaffirmed by the Group’s strategic plan, “Transform and Accelerate,” deployed in 2018, Pernod Ricard’s strategy focuses on investing in long-term, profitable growth for all stakeholders. The Group remains true to its three founding values: entrepreneurial spirit, mutual trust, and a strong sense of ethics, as illustrated by the 2030 Sustainability and Responsibility roadmap supporting the United Nations Sustainable Development Goals (SDGs), “Good times from a good place.” In recognition of Pernod Ricard’s strong commitment to sustainable development and responsible consumption, it has received a Gold rating from Ecovadis. Pernod Ricard is also a United Nation’s Global Compact LEAD company.