Job Summary

Revenue Management Senior Manager (RM) is responsible for building competitive differentiated solutions that improve profitability, revenue or save costs in our Sales capabilities. The RM position will be the strategic partner for the entire Commercial (On and Off premise channels) and Finance organizations by providing key market and financial insights along with directives to maximize our sales performance in Japan.

Together with the Commercial leaders, he/she will implement and drive critical sales initiatives (price elasticity, promotion optimization, portfolio optimization, resource allocation etc.) to lead the company into achieving our Top-line dream. This high exposure role will require comfort with executive presence, data analysis skills, leadership qualities, knowledge of promotional pressure, and flexibility for cross functional collaboration.

Primary Job Responsibilities

NR/hL: Rate & Mix control

• Steer the Commercial team to implement optimal Sub-Channel/Brand/SKU mix to maximize profitability while achieving distribution goals
• Define and implement optimal price structure for our product portfolio based on OBPPC approach along with planning for strategic promo pressures during our key selling moments
• Evaluate and approve key contractual investment decisions (big-bets) to enable continuous business expansion while improving cost efficiency and ensuring strict adherence to the ZBB mindset
• Evaluating financial performance by channel and clients to manage appropriate ROI levels as well as providing recommendations for Commercial Channel Leaders for future business partnerships
• Develop product pricing for new SKUs considering local demand, compliance to local tax guidelines, and overall business directions

Performance Tracking & Monitoring

• Work closely with FP&A and Accounting team to ensure the monthly closing processes (expense actuals, gap vs estimate, accrual proposals)
• Review the accuracy of discount closing accruals and reversals and drive continuous improvement in the overall discount accrual process
• Lead and submit Japan/New Zealand result analysis as well as full year forecasting while aligning internal direction with GM, Finance Director, and Commercial Director
• Prepare review materials for the monthly cycle (BPM, MPR, FIPR) regarding actuals and FY forecast for relevant financial KPIs: Volume, Net Revenue, NR/hL, MACO. Illustrate the financial build-up of the variances against LY, Budget, and previous forecasts
• Partner with Market Intelligence to deep-dive/highlight any risk and opportunities in the upcoming months as well as continuously improving the forecast process/accuracy overall

Improving Visibility

• Partner with Technology team to improve data collection systems to obtain further granular expense information with maximum efficiency
• Define the vision for future reporting through understanding the needs of various organizations of the company

Qualifications (Technical)

• Strategy development capabilities by analyzing the data and connecting the dots
• Ability to review the portfolio architecture and build pricing strategy
• Knowledge of sales and business processes forecasting, and planning
• Communicating skills in Japanese and English. (Above business-level preferred)
• High proficiency in MS Office Suite (PowerPoint, Excel), Power BI is a plus
• Knowledge of working with database applications

Qualifications (Soft)

• Demonstrated advanced critical thinking skills
• Ability to interact and build relationships with all stakeholders
• Effective communicator who builds relationships at senior organization levels
• Influence and navigate cross-functional teams to accomplish goals
• Identify and lead process improvements across cross-functional processes
• Demonstrated ability to develop and coach junior team members
• Able to set goals and monitor progress for a team of staff or a project
• Problem solving. Ability to meet deadlines and work independently
• Challenge status quo with an owner's mindset of what can break and think of proactively fixing
• Bias for action and make right trade-offs between solution design and solving business needs