Lagunitas Brewing Co
Head of Revenue Margin Growth
Lagunitas Brewing Co, Petaluma, California, United States, 94954
There's Always a Seat at Our Bar
The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future - whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble.
What You'll Get
Benefits
- Awesome coverage for: Medical, Dental & VisionTime off
- Approx 33 days off in your first year (combo of vacay, holidays and personal days)Retirement
- up to 5% contribution on 401K planBEER
- and non-alcoholic Lagunitas beveragesSchwag
- 50% off food and merchGym Membership
- $50 monthly reimbursement for that beer belly (or at least to prevent it)Pet Insurance
- keep your fur babies covered with pet insurance optionsSkills to Pay the Bills
- professional development, 24/7 operationFlexibility
- Hybrid Schedule (3 days Onsite; 2 days remote) -
Based In PetalumaIt's Friday, Ya'll
- Get Paid every other Friday; Annual salary ranging between $144,826 -$162,929
The Gist
Revenue Margin (RM) is one of Lagunitas' top priorities for the coming years. For that reason, it is critical to quickly upscale capability in the area across regions and markets. RM is a holistic approach to support Category Revenue Growth agenda in a competitive and profitable way. Holistic RM spreads across 5 pillars: Brand Strategic Pricing, Channel Pack Price Architecture, Mix Management, Promotional and Trade Terms Mgnt.
What You'll Do
Own Revenue Management topic within Lagunitas, acting as an independent RM advisor/manager for the businessDrive the Lagunitas Revenue Management agenda, aiming for constant maximization of Revenue/HL and FGP through:Setting guardrails on (consumer/customer) pricing, promotions, product/customer mix and trade termsDisciplined analytics (combining internal and external data, financial and non-financial)Evaluating performance to ensure execution and continuous improvement through learningsConduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on customer pricing, promo, trade terms, and mix execution, e.g.:Brand Portfolio Pricing & Pack-Price Architecture : Advise marketing on setting of target consumer brand prices, conduct white space analytics, translate optimal consumer brand prices (RRP) to SKU list price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/accountMix : Analyze current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track executionPromotions : Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack typeDiscounts & Trade Terms : Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionalityResponsible for setting and continuous tracking of RM objectives within Lagunitas business strategy, e.g.Track & monitor RM performance throughout the year vs targets/guardrailsEscalate out-of-guardrail pricing, promo or trade terms for sign-offDrive continuous RM improvement cycle:Conduct annual RM assessment; define and execute resulting RM agenda for coming yearTrain relevant functions with Lagunitas on RM topics/toolsDrive continuous improvement of RM content & processes within LagunitasSupport other functions within Lagunitas on RM topics & processes, e.g.:Support Finance on allocation of resources/funding by accounts, brands and pack types and help Finance set RM targets based on collective insights and recommendationsSupport Sales with development of account plans and promo calendar within RM guardrailsSupport Marketing with setting optimal brand / portfolio pricing (e.g. based on elasticities)Support innovation agenda with RM market insights (on pricing / positioning / white spaces)Manage interaction and collaboration between different functions/roles on RM topics
What We're Lookin' For
Master's Degree Preferred, Bachelor's Degree required5 - 10 years commercial & analytics experience, preferably in FMCGStrong strategic analytical skills - ability to review complex, ambiguous/incomplete data, pulling out key insightsIntellectual curiosity and ability to search out facts without prior process/guidancePassion for delivering result, take ownership and translating insights into concise practical plans for executionStrong interpersonal/communication/influencing skills to win support and drive decision making at MT levelHigh level of cross functional cooperation: effectively partnering with communication, control, account & brand teamsAbility to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audienceCommercial acumen: understanding customer landscape and how to get RM insights translated to shop floorExperience of Nielsen/IRI/EPOS dataExperience of panel data (Kantar/GfK)Confident with big data; strong with excel and other data softwareExperience in successfully guiding and managing small teams is an advantage
Key Relationships
Reports To Finance DirectorKey Stakeholders in Sales and MarketingGlobal RM TeamRM Analyst team (RM Manager's direct reports)
Come as You Are
At Lagunitas, we welcome people (and dogs) from all walks of life. Anyone, regardless of their race, creed, nation of origin, sexual orientation, gender identity or expression, disability status, veteran status, marital status, or age, has a home here. Love, progress, and acceptance will always have a seat at our bar.
#J-18808-Ljbffr
The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future - whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble.
What You'll Get
Benefits
- Awesome coverage for: Medical, Dental & VisionTime off
- Approx 33 days off in your first year (combo of vacay, holidays and personal days)Retirement
- up to 5% contribution on 401K planBEER
- and non-alcoholic Lagunitas beveragesSchwag
- 50% off food and merchGym Membership
- $50 monthly reimbursement for that beer belly (or at least to prevent it)Pet Insurance
- keep your fur babies covered with pet insurance optionsSkills to Pay the Bills
- professional development, 24/7 operationFlexibility
- Hybrid Schedule (3 days Onsite; 2 days remote) -
Based In PetalumaIt's Friday, Ya'll
- Get Paid every other Friday; Annual salary ranging between $144,826 -$162,929
The Gist
Revenue Margin (RM) is one of Lagunitas' top priorities for the coming years. For that reason, it is critical to quickly upscale capability in the area across regions and markets. RM is a holistic approach to support Category Revenue Growth agenda in a competitive and profitable way. Holistic RM spreads across 5 pillars: Brand Strategic Pricing, Channel Pack Price Architecture, Mix Management, Promotional and Trade Terms Mgnt.
What You'll Do
Own Revenue Management topic within Lagunitas, acting as an independent RM advisor/manager for the businessDrive the Lagunitas Revenue Management agenda, aiming for constant maximization of Revenue/HL and FGP through:Setting guardrails on (consumer/customer) pricing, promotions, product/customer mix and trade termsDisciplined analytics (combining internal and external data, financial and non-financial)Evaluating performance to ensure execution and continuous improvement through learningsConduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on customer pricing, promo, trade terms, and mix execution, e.g.:Brand Portfolio Pricing & Pack-Price Architecture : Advise marketing on setting of target consumer brand prices, conduct white space analytics, translate optimal consumer brand prices (RRP) to SKU list price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/accountMix : Analyze current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track executionPromotions : Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack typeDiscounts & Trade Terms : Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionalityResponsible for setting and continuous tracking of RM objectives within Lagunitas business strategy, e.g.Track & monitor RM performance throughout the year vs targets/guardrailsEscalate out-of-guardrail pricing, promo or trade terms for sign-offDrive continuous RM improvement cycle:Conduct annual RM assessment; define and execute resulting RM agenda for coming yearTrain relevant functions with Lagunitas on RM topics/toolsDrive continuous improvement of RM content & processes within LagunitasSupport other functions within Lagunitas on RM topics & processes, e.g.:Support Finance on allocation of resources/funding by accounts, brands and pack types and help Finance set RM targets based on collective insights and recommendationsSupport Sales with development of account plans and promo calendar within RM guardrailsSupport Marketing with setting optimal brand / portfolio pricing (e.g. based on elasticities)Support innovation agenda with RM market insights (on pricing / positioning / white spaces)Manage interaction and collaboration between different functions/roles on RM topics
What We're Lookin' For
Master's Degree Preferred, Bachelor's Degree required5 - 10 years commercial & analytics experience, preferably in FMCGStrong strategic analytical skills - ability to review complex, ambiguous/incomplete data, pulling out key insightsIntellectual curiosity and ability to search out facts without prior process/guidancePassion for delivering result, take ownership and translating insights into concise practical plans for executionStrong interpersonal/communication/influencing skills to win support and drive decision making at MT levelHigh level of cross functional cooperation: effectively partnering with communication, control, account & brand teamsAbility to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audienceCommercial acumen: understanding customer landscape and how to get RM insights translated to shop floorExperience of Nielsen/IRI/EPOS dataExperience of panel data (Kantar/GfK)Confident with big data; strong with excel and other data softwareExperience in successfully guiding and managing small teams is an advantage
Key Relationships
Reports To Finance DirectorKey Stakeholders in Sales and MarketingGlobal RM TeamRM Analyst team (RM Manager's direct reports)
Come as You Are
At Lagunitas, we welcome people (and dogs) from all walks of life. Anyone, regardless of their race, creed, nation of origin, sexual orientation, gender identity or expression, disability status, veteran status, marital status, or age, has a home here. Love, progress, and acceptance will always have a seat at our bar.
#J-18808-Ljbffr