Revenue Manager

The HEINEKEN Company (Jakarta, Indonesia)

DKI Jakarta, Indonesia

HEINEKEN - the world's most international brewer. It is the leading developer and marketer of premium beer and cider brands. Led by the Heineken® brand, the Group has a portfolio of more than 300 international, regional, local and speciality beers and ciders. We are committed to innovation, long-term brand investment, disciplined sales execution and focused cost management. Through "Brewing a Better World", sustainability is embedded in the business and delivers value for all stakeholders. HEINEKEN has a well-balanced geographic footprint with leadership positions in both developed and developing markets. We employ over 80,000 employees and operate breweries, malteries, cider plants and other production facilities in more than 70 countries.

About this position

Guides company to make strategic decisions that are profitable and sustainable. This is done mainly through analysis and guidance on Price, Pack, Mix, Promotion and Trade Terms. Role acts as business partner and advisor for both Commercial and Finance team in daily routines.

Responsibilities

• Conduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on channel / customer pricing, promo, trade terms, and mix execution, e.g.:
• Brand Portfolio Pricing & Pack-Price Architecture: Set optimum brand price indexes, conduct Channel Pack Price Architecture white space analytics and recommend new pack launches, translate optimal brand index to SKU list price and recommended shelf price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/channel/account.
• Mix: Analyse 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 channel, account, brand, pack type.
• Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support Trade Terms negotiations.
• Track & monitor RM performance throughout the year vs targets
• Escalate out-of-guardrail pricing, promo or trade terms for sign-off
• Conduct annual RM assessment; define and execute resulting RM agenda for coming year
• Train relevant functions within Multi Bintang on RM topics/tools
• Drive continuous improvement of RM content & processes within Multi Bintang
• 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.
• Support innovation agenda with RM market insights (on pricing / positioning / white spaces)
• Manage interaction and collaboration between different functions/roles on RM topics.

Requirements

• University graduate, preferably Master Degree / Any discipline, preferably Finance, MBA or Accounting
• 5 - 10 years commercial & analytics experience, preferably in FMCG or management consulting
• 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