Senior Manager, Revenue Growth Management

7 hours ago


Mississauga, Canada CHEP Full time

The Sr. Manager, Revenue Management is responsible for developing, communicating, and leading the execution of pricing strategy and profitability optimization through pricing and value-capture activities at both the strategic and tactical levels, for CHEP Canada. The role will have direct interaction with senior leaders across the Business Units and will work in close partnership with key functions in NA including Business Development, Sales, Retail, Finance, Supply Chain, Strategy, Marketing and the Transformation Office. This role will develop and execute the Revenue Growth Management strategy to advance organizational capabilities and be responsible to deliver the 4 year plan pricing goals along with the commercial and finance teams. This position will lead the competitive pricing strategy for CHEP Canada, define the value provided to customers (and right to play in new segments), and optimal pricing targets to address the competitive landscape and company profitability objectives. This leader will partner with the broader Marketing, Commercial and Transformation teams to inculcate the competitive insights into the Canadian pricing strategy.


Measures

  • Development and implementation of the Revenue Management strategy to deliver cumulative pricing impact, as part of CHEP’s multi-year transformation plan
  • Continued ULP improvement in line with to CHEP’s FY28 goals
  • Ownership and Implementation of Price FX and Cost 360 as tools to enable systematic pricing decisions supporting the Commercial Teams objectives
  • Building alignment across Commercial Organization on the right “cost to serve” models as it relates to Retailer and Manufacturer contribution, ensuring that we “Monetize The Whole Trip”
  • Optimal customer retention and volume growth through elasticity and value segment modelling
  • Create standardized pricing strategy and models for current and new products
  • Quarterly CLT updates on pricing initiatives and strategies with supporting pricing analytics and recommended actions to key functional executive leadership team members to ensure revenue and margin targets are achieved
  • Incorporation of competitive landscape and proactive game theory / scenario planning to identify opportunities / risks and define action plan


Major/Key Accountabilities

  • Defines and leads the strategic pricing process, analytics, and execution across the Canada Pallet business. Includes the development of the annual strategic pricing planning process, incorporating competitive factors, industry segmentation, and risk models
  • Leads the Value Based Pricing initiatives to quantify CHEP’s value proposition over market alternatives and establishes a pricing structure incorporating the value CHEP delivers to customers – for all product types
  • Define and operationalize the pricing, inventory management and revenue tactics for multiple markets/channels/regions, and customer segments
  • Develop systematic approach and tools for pricing strategies, including the implementation of a Pricing system for Canada, pricing waterfall analytics, and win/loss rate metrics
  • Leads collaboration with Data and Digital team to ensure we have a robust data and governance program within the BDH in order to perform advanced data analytics required to support Value Based Pricing – ensure strategy is in sync with our go-to-market plan and agenda
  • Represent Canada with major digital collaboration initiatives from a pricing perspective
  • Drive change and influence senior leaders with a balance of analytics and achieving results. Leads quarterly reviews with executive leadership to ensure strategy alignment and positive results
  • Establish standardized process for developing and implementing new pricing initiatives and ensure key stakeholders have a clear understanding of the process
  • Identify and implement pricing optimization strategies as part of the product commercialization and sales process
  • Lead cross-functional projects that unlock new revenue capabilities. Actively liaise with business model team to ensure findings flow into VBP pricing architecture that help position the business for long-term success


Challenges/Problem Solving

  • Strong problem-solving and analytical skills required to deliver practical solutions
  • Stakeholder management to ensure strategic and executional alignment


Authority/ Decision Making

  • Key team member of commercial leadership team, focused on revenue growth and optimization


Key contacts

Canadian Leadership Team

Commercial Leadership Team

Commercial Finance

NA Transformation Office

Canada and Containers GM

North America President

Other functional group leadership team members/stakeholders (marketing, finance, sales, retail, supply chain, strategy, Asset productivity)

Various pricing analytics industry

Pricing Software vendors

VoC (external customers)


Qualifications

  • Bachelor’s degree in Business, Marketing, Finance
  • Knowledge of pricing principles, strategy and yield management techniques in a B2B type environment. Understands the latest in pricing theory and practice


Experience

  • Experience with a major ERP system such as SAP, CRM system such as Salesforce and Pricing Analytics software such as PriceFX
  • Experience with Digital Transformation, and leading change
  • Strong organizational and project management skills and the capability to manage several projects at the same time
  • Advanced analytical and critical thinking skills required


Skills and Knowledge

  • Demonstrated analytical capability, and problem-solving skills in a complex environment
  • Experience interfacing with senior executives and stakeholders, across multiple organizations with varying objectives (Commercial, Marketing, Finance, Supply Chain)
  • Effectively drive change management and process improvement throughout the cross functional team to support the strategic pricing initiative
  • Strong verbal and written communication skills, strong interpersonal skills and conflict resolution skills required


Languages Essential: English; Desirable: French


Base pay range is 130,000-$194,400 CAD annually


Salary ranges provided take into account a wide variety of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications, geographic differentials and other business and organizational needs. Therefore, actual amounts offered may be higher or lower than the range provided. If you have questions, please speak to your Talent Acquisition Partner about the flexibility and detail of our compensation philosophy.

Dependent on the position offered, other forms of compensation may be part of a total offering beyond medical & retirement benefits and may include other monetary incentives or business benefits.



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