Heineken International B.V.
Head of Revenue Margin Growth
Heineken International B.V., 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 & Vision
Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
Retirement – up to 5% contribution on 401K plan
BEER – and non-alcoholic Lagunitas beverages
Schwag – 50% off food and merch
Gym Membership – $50 monthly reimbursement for that beer belly (or at least to prevent it)
Pet Insurance – keep your fur babies covered with pet insurance options
Skills to Pay the Bills – professional development, 24/7 operation
Flexibility – Hybrid Schedule (3 days Onsite; 2 days remote) – Based In Petaluma
It’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 business
Drive 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 terms
Disciplined analytics (combining internal and external data, financial and non-financial)
Evaluating performance to ensure execution and continuous improvement through learnings
Conduct 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/account
Mix: Analyze current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track execution
Promotions: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack type
Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionality
Responsible for setting and continuous tracking of RM objectives within Lagunitas business strategy, e.g.
Track & monitor RM performance throughout the year vs targets/guardrails
Escalate out-of-guardrail pricing, promo or trade terms for sign-off
Drive continuous RM improvement cycle:
Conduct annual RM assessment; define and execute resulting RM agenda for coming year
Train relevant functions with Lagunitas on RM topics/tools
Drive continuous improvement of RM content & processes within Lagunitas
Support 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 recommendations
Support Sales with development of account plans and promo calendar within RM guardrails
Support 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 required
5 - 10 years commercial & analytics experience, preferably in FMCG
Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
Intellectual curiosity and ability to search out facts without prior process/guidance
Passion for delivering result, take ownership and translating insights into concise practical plans for execution
Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
Experience of Nielsen/IRI/EPOS data
Experience of panel data (Kantar/GfK)
Confident with big data; strong with excel and other data software
Experience in successfully guiding and managing small teams is an advantage
Key Relationships
Reports To Finance Director
Key Stakeholders in Sales and Marketing
Global RM Team
RM 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 & Vision
Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
Retirement – up to 5% contribution on 401K plan
BEER – and non-alcoholic Lagunitas beverages
Schwag – 50% off food and merch
Gym Membership – $50 monthly reimbursement for that beer belly (or at least to prevent it)
Pet Insurance – keep your fur babies covered with pet insurance options
Skills to Pay the Bills – professional development, 24/7 operation
Flexibility – Hybrid Schedule (3 days Onsite; 2 days remote) – Based In Petaluma
It’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 business
Drive 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 terms
Disciplined analytics (combining internal and external data, financial and non-financial)
Evaluating performance to ensure execution and continuous improvement through learnings
Conduct 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/account
Mix: Analyze current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track execution
Promotions: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack type
Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionality
Responsible for setting and continuous tracking of RM objectives within Lagunitas business strategy, e.g.
Track & monitor RM performance throughout the year vs targets/guardrails
Escalate out-of-guardrail pricing, promo or trade terms for sign-off
Drive continuous RM improvement cycle:
Conduct annual RM assessment; define and execute resulting RM agenda for coming year
Train relevant functions with Lagunitas on RM topics/tools
Drive continuous improvement of RM content & processes within Lagunitas
Support 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 recommendations
Support Sales with development of account plans and promo calendar within RM guardrails
Support 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 required
5 - 10 years commercial & analytics experience, preferably in FMCG
Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
Intellectual curiosity and ability to search out facts without prior process/guidance
Passion for delivering result, take ownership and translating insights into concise practical plans for execution
Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
Experience of Nielsen/IRI/EPOS data
Experience of panel data (Kantar/GfK)
Confident with big data; strong with excel and other data software
Experience in successfully guiding and managing small teams is an advantage
Key Relationships
Reports To Finance Director
Key Stakeholders in Sales and Marketing
Global RM Team
RM 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