Global SRM (Strategic Revenue Management) Digital Commerce Channel Lead

Job Description

Job Description:

This role reports to the Global MARS Digital SRM Lead within the MW VP Global SRM team, driving the Digital Commerce Channel profitable growth, relevant Commercial strategies and frameworks, Strategic Pricing, PPA & Channel specific Capabilities Deployment operational playbooks, tools & best practice sharing as a Functional Expert.

What are we looking for?

SRM is a key enabler of profitable channel growth – build the capability globally with tier 1 markets including future proofing new route to markets (D2C, Marketplace). The emergence of different customer models for Digital Commerce has led to massive complexity on price, pack, promotions, and trade terms – leading to more price arbitrage opportunities for customers. While the Digital Commerce presents the big opportunity to grow this channel in key markets – it brings potential cannibalisation effect, and we need to make sure the channels will always deliver above market average Margins to ensure sustainability of business model. Digital Commerce has led to an exponential increase in the number and diversity of marketing opportunities and activities to invest behind - it is increasingly difficult to “sort the investment priorities”.

This includes ensuring delivery of SRM annual commitments and marketplace competitiveness while building a high performing team with expert capabilities across the four SRM profitable growth pillars:

• Pricing - Drive consumer penetration & category profit pool with optimized pack-price architecture. Optimise the Mars pricing strategy on existing range for Digital Commerce channel and drive the future portfolio & pack strategy through the tracking & monitoring of the market environment & competitor activity.

• Trade Terms - Ensure Trade Architecture complies with local laws, desired SCM output specific for Digital Commerce channel and overall increase in conditionality of trade investments against category growth and futureproof the business P&L and ensure long term, sustainable growth. Avoid “a race to the bottom to find the cheapest product” situation with offline retailers & other markets.

• Trade Promotion Effectiveness – Aim to maximise ROI within the Digital Commerce channel via optimising customer JBPs, promotions / media & advertising based on insights/guidelines and adherence to compliance targets influence trade promotion strategy, spending and overall trade investment productivity for optimized Trade ROI

• Mix & Perfect Channel PPA – Guide SKU optimization & growth strategies to support NSV growth and MAC targets. Drive margin accretive customers & products to drive value growth within the online category and improve financial shape to provide funds to re-invest in the business Focus customers (existing) +Focus brands (existing) & White space (D2C, Hyper-Ultra-premium brands).

What will be your key responsibilities?

This role focuses against four core SRM pillars of Net Price Realization, Trade Promotion Excellence, Trade Architecture and Portfolio mix applicable for Digital Commerce Channel. As a global COE and co-pilot, the role collaborates closely with GMs, Sales Heads, CFOs, local SRM and Sales Finance leaders to deliver annual Pricing & Trade plan commitments, build local SRM capabilities and monitor SRM progress & action plans for Digital Commerce. Key Responsibilities:

• Per LT aligned priority markets, partner with local Units on Digital Commerce channel to develop and deliver annual pricing and trade plans with clear strategies and tactics to improve trade investment productivity and net price realization. This includes providing knowledge and analyses, sharing industry & Mars best practices, and helping the local implementation of recommendations.

• As part of the Global SRM COE develop and pilot key Digital Commerce relevant SRM capabilities, spanning organization design/talent, processes, systems and tools. This specifically includes leading work on key Chocolate and GUM & Mints as well for Adjacent collaborating in an integrated way with RTM/Trade Architecture, Retail Price Value Chain, Cross Border/Channel Trade and TPM Development.

• Customer JBP excellence guidelines + capabilities (Amazon)

• Digital Commerce channel specific analytics - Demand attribution tool + modelling insights (scaling beyond the USA – Amazon)

What can you expect from Mars?

• Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.

• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.

• Best-in-class learning and development support from day one, including access to our in-house Mars University.

• An industry competitive salary and benefits package, including company bonus.

#TBDDT

Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.