Sr. Manager, Sales Strategy

4 weeks ago

Toronto, Ontario, Canada Restaurant Brands Full time

About Restaurant Brands International:

Restaurant Brands International Inc. is one of the world's largest quick service restaurant companies with over $40 billion in annual system-wide sales and over 30,000 restaurants in more than 100 countries. RBI owns four of the world's most prominent and iconic quick service restaurant brands – TIM HORTONS, BURGER KING, POPEYES, and FIREHOUSE SUBS. These independently operated brands have been serving their respective guests, franchisees and communities for decades. Through its Restaurant Brands for Good framework, RBI is improving sustainable outcomes related to its food, the planet, and people and communities.

Our Opportunity

The Canadian Consumer Packaged Goods business is focused on driving growth of Tim Hortons packaged coffee, beverage and food products within grocery, mass, drug, and other retail channels across Canada and around the world. We are seeking a Senior Manager, Sales Strategy & Insights – Canada to join our team based in Toronto, ON. Reporting to the General Manager of CPG – Canada, this individual will act as the key liaison between the Customer Sales team and Marketing team to deliver key business objectives by ensuring the voice of the customer is represented in strategies and plans. They will build the newly established Sales Strategy function for Tim Hortons, developing analysis, tools and reports that leverage pricing, promotion and mix to drive top and bottom-line growth for our portfolio.

Roles & Responsibilities

  • Annual Planning: Develop and lead annual customer/channel and trade planning process to deliver Gross Sales, Net Sales and Trade targets, ensuring linkage to brand/category strategies.
  • In-Year Target Delivery: Identify opportunities, risks and solutions that balance customer and business needs. Lead Business Development Managers and Brokers in developing and optimizing promotional support plans within guardrails and with maximum return on investment
  • Revenue Management and Trade Optimization: Lead modelling efforts to propose and quantify impact of pricing and promotion changes. Develop strategic recommendations on elements such as target price points and gaps vs competition, investment changes, new pack sizes or pricing tiers, mix shifts or pricing actions.
  • Forecasting: Own the communication of customer forecasts and impact of key demand drivers to internal stakeholders, to inform aligned demand plan.
  • Strategy and Long-Term Planning: Support planning and execution of customer long-term business-building sessions, and partner with Customer Sales and Brand Marketing teams to develop optimized channel assortment, shelving and merchandising recommendations
  • Innovation and Strategic Initiatives: Establish customer-specific new item targets and provide strategic counsel to cross-functional partners on pricing for innovation and channel packs
  • Customer Sales Team support: Provide support and guidance on customer JBP/negotiation to Sales team and Brokers. Partner with marketing to create and deliver compelling, insight-driven sell decks relevant to customers.

Essential Skills

  • Well-developed business acumen including the ability to formulate pricing strategies that enhance brand value for customers and consumers and achieve company's top and bottom-line growth targets
  • Strong analytical, quantitative and financial modeling skills including the ability to effectively utilize data from multiple sources to drive decisions.
  • Excellent communication interpersonal skills to drive success working individually and as a member of a team; ability to quickly forge new relationships
  • Strong negotiation skills and ability to sell/influence stakeholders, with proven track-record of working with retailers in the Canadian marketplace
  • Strong process management capabilities to create structure and clarity from ambiguity

Qualifications

  • A Bachelor's Degree (Master's Degree or MBA an asset)
  • 5+ years of progressive Customer, Sales, Finance or Trade/Revenue management experience in the CPG industry
  • Track record of success in driving growth and profitability of a business based on insights from consumer research and competitive/industry intelligence.
  • Proven ability to drive initiatives from strategy to execution
  • Demonstrated success leading and influencing cross-functional teams and managing various enterprise priorities

Restaurant Brands International and all of its affiliated companies (collectively, RBI) are equal opportunity and affirmative action employers that do not discriminate on the basis of race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or veteran status, or any other characteristic protected by local, state, provincial or federal laws, rules, or regulations. RBI's policy applies to all terms and conditions of employment. Accommodation is available for applicants with disabilities upon request.

#TimHortons

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