Director, Revenue Growth and Category Management

A collective energy and ambition. A place where you can make a real difference.

We're a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

Position:
Director, Revenue Growth and Category Management

Reports to:
Head of Commercial Operations

Overview
The Director, Revenue Growth and Category Management will lead the development of team vision, strategies and goals for both Revenue Growth and Category Management. These two functional areas work hand in hand to bring together strategy, consumer insight and driving growth profitably for Church and Dwight. Both functions are working to raise the bar on these work areas, define the path forward, secure stakeholder buy in and the organizational resources required to support the work for the future. This role will be responsible to lead and drive action behind the commercial revenue growth levers-trade fund strategy, product mix, customer mix, portfolio mix, pricing and promo optimization. This role will also oversee and secure stakeholder support for the category management and consumer insights. This role will support the development of a best practice approach across the Church and Dwight portfolio to deliver against established objectives. This role requires close collaboration with other functions-sales, customer strategic planning, marketing and finance. This role has two direct reports.

The Director, Revenue Growth and Category Management will be responsible for:

Design and deploy Strategy and Resources required to support Revenue Growth and Category Management

• Engage with key internal and external stakeholders to identify opportunities
• Design and deploy vision and strategies to deliver against established objectives
• Define the resources and organizational education that are required to deliver against this strategy
• Lead development, deployment and utilization of advanced analytic capabilities, including Nielsen, Customer Loyalty programs and other 3rd Party Sales tools

Define role that Revenue Growth pillars will play in short and long term and systems required to support

• Identify opportunities for promotional optimization, lead analysis and support deployment and sell in of promotional optimization work with the sales teams.
• Identify opportunities and what needs to be true to drive improved product mix. Lead analysis and support execution and engagement of product mix plans to the sales teams.
• Lead the organization on establishing retail pricing strategy development and the cost structure and customer margin required to support the strategy and deliver against short and long term sales and profit objectives
• Lead processes to streamline improving ROI investments to deliver revenue growth, driving action behind product, customer and pack mix changes and execution and tracking on price increases for C&D and competition

Trade Funding investment

• In partnership with the Customer Strategic Planning group and Sales Finance, develop and execute the trade fund investment at a brand level to deliver sales and profit objectives
• Strategies must be developed in connection with brand positioning, category strategy and financial targets (volume and profit).
• Design the target trade fund investment strategy for each brand in the short and long term.
• Proactively identify risks and opportunities with trade rates and work with sales and sales strategy to resolve
• Lead critical thinking and analysis on major customer trade funding negotiations
• Key contributor with sales and finance to designing improvements on all elements of the trade funding process-from design to deployment to spending to deduction and audit management

External Landscape Focus

• Be at the forefront on broader trends on the retailer landscape, competition and consumer macrotrends and shopping insights
• Connect upstream planning and gap closing plans to these external forces
• Establish a competitive centre of excellence for the organization to leverage with processes in place to support

Business Planning

• Key contributor to sales, marketing and finance planning
• Enable earlier engagement on upstream planning for revenue growth and category management
• Leads annual national revenue growth planning for the brand including assessing what's working/not working with current strategies, developing and deploying new and revised sales strategies
• Key contributor to customer Joint Business Planning and major trade fund negotiations working to enable the organization to have the right resources, ROI and sell in to support objectives
• Identify opportunities to strengthen our corporate planning process. Lead, design and deploy new planning processes and tools.

Multifunctional collaborator between sales, marketing and finance and the NA and International organizations and provide coaching for direct reports

• Provide ongoing coaching and feedback to direct reports and training required
• Drive collaboration between finance, sales and marketing to deliver the goals of the organization while ensuring opportunities and barriers from both functions are represented in planning
• Collaborate with the North American and International organization on opportunities

Support Category Management and Insights vision

• Help to advance category management and insights vision by ensuring there is clear definition and buy in on the vision and strategies
• Ensure that Church and Dwight is delivering against our objective to leverage data and consumer insights to our competitive advantage
• Aid in identifying opportunities to integrate new technologies and/or make decisions on where to phase older commercial data systems (e.g. Numerator consumer panel, Shelfogram, Springboard)

Education & Experience

• University Education (preference given to MBA / Bachelor of Commerce)
• Minimum of 10+ years of progressive experience in Consumer Packaged Goods (CPG) or a closely related industry
• 8+ years of direct, hands-on experience in Revenue Growth Management (RGM), Trade Strategy, Pricing, PPA, Trade Terms and Promotional Optimization. Sales Finance experience strongly preferred
• Experience with forecasts, budgeting and performance models
• 5+ years of people management experience with direct reports
• Significant experience and proficiency in Category Management and leveraging consumer/shopper insights to drive business strategy.
• Superior analytic skills with impeccable attention to detail
• Expert in Microsoft Excel (super-user, Subject Matter Expert level)

Skills & Competencies

• Exceptional leadership skills-ability to establish a vision, drive organizational engagement and inspire others
• Excellent interpersonal skills, including experience working on teams and collaborating with others to drive to a solution to more senior stakeholders
• Demonstrated ability to turn insights into action through data analysis
• Strong financial acumen
• Demonstrated ability to collaborate with others across functions
• Advanced analytical skills and strong critical thinking
• Self motivated team player
• Strong proficiency in Nielsen/Customer POS data

Church and Dwight Canada is an equal opportunity employer committed to providing a barrier-free, inclusive and accessible work environment. Applicants may be entitled to reasonable accommodation in respect of a legally protected characteristic in accordance with applicable human rights legislation. If you require accommodation on this basis, we will work with you to meet your needs. Please inform our Human Resources department if you require an accommodation in completing this application for employment or for otherwise participating in the application process.