Strategic Revenue Management Specialist

Job Description

Job Description:

About Mars, Incorporated

Mars is a family-owned business with more than a century of history making diverse products and offering services for people and the pets people love. With almost $45 billion in sales, the company is a global business that produces some of the world’s best-loved brands: PEDIGREE®, WHISKAS®, M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, ROYAL CANIN®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL® and MARS DRINKS and COCOAVIA®. Mars also provides veterinary health services that include BANFIELD® Pet Hospitals, Blue Pearl®, VCA® and Pet Partners™. Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire its more than 100,000 Associates to create value for all its partners and deliver growth they are proud of every day.

Job Purpose

This role is responsible for Strategic Revenue Management of the full Pet Nutrition portfolio within Iberia, delivering long term value creation and category growth through highly tailored pricing promo and mix strategies backed up by data and advanced analytics embedded into annual planning process and managed though S&OP+ cycle. Major components of this role are:

• Strategic Pricing – Responsible for annual portfolio growth plans (optimizing price / volume and mix relationship through Brand, Pack, Price, Channel excellence)

• Promotional strategy ownership – Maximizing effectiveness of promotional budget and growth

• Trade Terms optimization - Maximizing effectiveness of trade terms investment

• Growth opportunity mapping – Owning process identifying gaps and opportunities in market; brand or customer providing critical insights and driving them through S&OP+ cycle

What will be your key responsibilities?

Pricing Strategy and TPE/Optimization:

• Develop and implement pricing strategies aligned with business objectives

• Analyze market trends, competitor pricing, elasticity impact/modelling and customer behavior to maximize revenue

• Continuously evaluate pricing models and adjust as needed

• Tailor PPA plan by channel/customers taking into account the specific trade set of each of them

• Track Floor price compliance , coordinate Sales inputs and feedbacks to SRM Manager to be consolidated at SE level and then being shared with European pricing council/ into the S&OP+

• Perform Post ROI analysis and be responsible of trade promotional budget definition and monitoring along the year in strong collaboration with Sales team

• Develop promotional playbook ensuring optimal value & volume in line with AEP

Mix Management:

• Monitor performance across distribution channels (e.g., online platforms, direct sales)

• Optimize channel, portfolio, customer and product mix to enhance revenue streams

• Maximized Profit Pool opportunities within our portfolios to support Mars and Customer value creation

Trade Terms Optimization

• Analyze existing Trade Terms and identify opportunities that support business and customer strategies

• Support customer teams in development of optimized Trade Terms Architecture

• Be the direct point of contact of Sales during yearly contracts’ negotiations and prepare key summary of net net & trade evolution both at total market and channel level

Revenue Analytics and Reporting:

• Utilize advanced analytics tools to track and improve revenue performance

• Generate regular reports on revenue metrics, trends, and KPIs, turning them into actionable insights for the sales and MS&D teams

• Governance of SRM levers for portfolio across markets

Collaboration and Cross-Functional Alignment:

• Work closely with sales, other MS&D pillars, finance, and regional teams

• Co-Partner with SRM Manager for SRM Strategy deployment by pillars in Iberia

• Align revenue goals with overall business objectives

• Drive collaboration to drive revenue growth

What are we looking for?

• Proven experience in working in SRM and pricing related functions

• Knowledge of broad business management and commercial management skills (business forecasting, financial analysis, P&L management, supply side knowledge)

• Problem solving and analytic capabilities and the ability to work collaboratively in a cross functional team environment

• Strong understanding of internal and customer financial principles

• Experience working with customer teams

• Strong analytical thinking and problem-solving skills

What can you expect from Mars?

• Work with 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

• A strong focus on 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