Senior Manager, Sales Strategy

3 weeks ago

Toronto, Ontario, Canada Restaurant Brands International Inc Full time

About Restaurant Brands International:

Restaurant Brands International Inc. is a leading quick-service restaurant company with over $40 billion in annual system-wide sales and over 30,000 restaurants in more than 100 countries. The company owns four prominent quick-service restaurant brands – TIM HORTONS, BURGER KING, POPEYES, and FIREHOUSE SUBS. These brands have been serving their customers, franchisees, and communities for decades.

Canadian Consumer Packaged Goods Opportunity:

The Canadian Consumer Packaged Goods business focuses 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. As a key member of our team, you will act as the 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.

Key Responsibilities:

  1. 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.
  2. 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.
  3. 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.
  4. Forecasting: Own the communication of customer forecasts and impact of key demand drivers to internal stakeholders, to inform aligned demand plan.
  5. 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.
  6. 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.

Essential Skills:

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

Qualifications:

  1. A Bachelor's Degree (Master's Degree or MBA an asset).
  2. 5+ years of progressive Customer, Sales, Finance, or Trade/Revenue management experience in the CPG industry.
  3. Track record of success in driving growth and profitability of a business based on insights from consumer research and competitive/industry intelligence.
  4. Proven ability to drive initiatives from strategy to execution.
  5. Demonstrated success leading and influencing cross-functional teams and managing various enterprise priorities.

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