Director, Revenue

3 weeks ago

Markham, Canada Bumble Bee Foods, LLC Full time

**LOCATION**:
Markham, Ontario

**DEPARTMENT**:
Sales & Marketing

Reporting to the Vice President, Marketing, the primary objective of this role is to drive “best in class” revenue management capability within the Revenue Management team and across the organization to maximize revenue, margin and share in Canada.

**What You’ll Do Here**:

- Lead the price and promotion strategy, leveraging predictive analytics, and knowledge of market conditions and cost changes.
- Set clear strategic and tactical pricing and promotion guidelines by product, channel and region.
- With your team, lead Monthly Business Planning meetings with key customer teams to identify value growth opportunities based on strong analytics and insights, primarily focusing on promotion strategy and instore drivers.
- Own strategic category knowledge and insights using NielsenIQ to identify opportunities for brand and category development.
- Collaborate with Sales and Marketing to ensure success of commercial priorities like innovation, in-store activation, and category leadership.
- Lead the Canadian implementation of an upgraded Trade Planning & Management system (to be identified) for North America, in partnership with the U.S. Director of Business Management.

Drive “Best in Class” Revenue Management Capability
- Utilize the NIQ Trade and Price Optimization (formerly _Cornerstone)_ system to set overall trade promotion and price strategy for our portfolio of products with support from the Price and Revenue Manager:

- Create pricing strategies rooted in predictive analytics, price elasticity, competitive interaction and changes in costs to maximize revenue, margin and share.
- Issue trade promotion direction to the Sales account team.
- Recommend and execute price increases as required.
- Monitor delivery of profit margin by product line & recommend actions to maximize.
- Develop annual operating plans in partnership with Marketing, Sales and Finance to set pricing direction and share projections.
- Liaise with Procurement for future cost and supply changes and act as the critical link for Financial Planning to ensure accuracy of Net Unit Revenue.
- Ensure integrity of master pricing and product hierarchy data.

Lead the Team
- Coach and develop two direct reports: Pricing & Revenue Manager & Trade Marketing Assistant Manager.
- Create an inspiring vision for change, and advocate for that vision throughout the organization and among your key stakeholders (Executive Team, Sales Leaders, Finance, US counterparts).

Deliver the Results
- Drive key business metrics, including:
- Volume and Net Sales.
- Profit improvement.
- Market share.

Build Collaborative Relationships
- Build strong working relationships with Sales, Finance, Consumer Marketing, Supply Chain, Operations and external partners to create one commercial team focused on executing with excellence.
- Positively contribute towards increasing the cohesiveness of the group and take personal accountability to help raise its effectiveness.
- Further strengthen collaboration with US counterparts to share best practices.

Share Category Knowledge and Insights
- Leverage Nielsen analytics to identify key trends and insights and communicate these to the broader team.
- Issue monthly reporting and presentations.
- Monitor competitive activity.
- As needed, develop business reviews on key product lines leveraging Nielsen data
- Identify Portfolio Management opportunities, working with Finance, Sales and Consumer Marketing.
- Support the development of presentations to senior management.

**What You Bring to the Team**:

- Demonstrated capability of managing pricing and trade spend at a CPG company in Canada.
- Keen to use data analytics to provide actionable insights, with the ability to make decisions and execute.
- A passion to drive results & change agent capability.
- Must be able to demonstrate the ability to initiate, develop and deliver plans to a successful outcome.
- Strong business/financial acumen & familiarity with managing a P&L.
- Data savvy & outstanding analytical skills.
- Advanced sales & category understanding with an in-depth knowledge of grocery retailers in Canada.
- Prior experience analyzing, interpreting presenting Nielsen data insights is a must.
- An exceptional team player. With excellent interpersonal, written, verbal and communication skills.
- Comfortable and capable presenting to senior leadership and can distill complex data into concise communication points.
- Proven ability to effectively achieve results across. functions and organizations through collaboration, negotiation and influence.
- Coaching & Mentoring Skills; challenges people and captures their commitment to achieve superior results.
- Technical skills including advanced Excel capability. Previous experience in CAS, SAP or other TPM solution & COGNOS is ideal.
- University degree in Business or Commerce.
- 10+ years of experience in the CPG Food / Beverage industry in roles involving Pricing an

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