Revenue Growth Lead: C3pm

2 months ago

Johannesburg, South Africa Pernod Ricard Full time

Main Purpose of the Role

The role of the Pricing & Trade Terms Lead is to assist the RGM Director in the execution function of pricing management & trade terms, to execute PR SSA long term Revenue Growth strategy within the Classic & Third-Party Markets and accelerate the delivery of Revenue Growth initiatives focusing on pricing, promotions (seek promotional management opportunities), trade terms and country/product mix. The individual is a key partner between Finance, Transformation, Operations, Commercial & Marketing to ensure adequate management of pricing within our affiliates and alignment of trade terms for distributors. They will also focus on maintenance of the value chains, creating value per territory for each NPD and ensure PR Africa maximises profitability through the value chain. Ensure governance and accuracy of all prices for all Classic & Third-Party Markets.

Key Competencies and Responsibilities

RGM Pillars - Pricing:

- Liaise with the Finance Planning & Analysis team in the forecasting of net revenue
- Loading and Maintaining Base Prices & Dealing
- Responsible for loading Base Prices and Deals for C3PM customers, ensuring all account numbers are accurately updated
- Once Deals and Base prices are loaded, extract the data and forward it for approval to the appropriate authority, ensure adequate governance for all uploads
- When a new SKU is added or amended, update all Base Prices and Deals to align with current price lists. Liaise with ops to ensure accurate SKU Harmonization
- Perform a "sense check" on a weekly basis initially to ensure accuracy and data integrity for all Classic & Third-Party Markets
- Formalize new price lists for communication to Sales per territory with the guidance of the RGM Director
- Ensure all other credits are reviewed and approved by the Finance Director before processing and all pricing related credits reviewed & approved by the RGM Director
- If pricing discrepancies occur and customers are invoiced incorrectly, initiate the process for crediting those invoices. This involves referencing the original invoice number and using the same SKU/products as listed
- Investigate the realized RSP in all markets compared to the intended RSP per the value chains and investigate margins through the value chains. Drive price compliance in markets
- Assist the RGM Director in determining the Price Increase per affiliate and assist in executing the Price Increase
- Upload all Base Prices for Price increases and ensure accuracy of uploads
- Review JDE Extracts per affiliate vs intended prices

Trade Terms:

- Review existing trade terms and business plans with customers and recommend best practice trade terms for the business and drive consistency and value for PR
- Load and maintain regional rebates in JDE (JD Edwards system). Some regions may not have menus in JDE to load rebates yet, which will require support from a third-party company, Resolve Red.
- Ensure the correct accounting information is provided for rebates, including details on the Ledgers where accruals should be recorded.
- Rebates can be loaded for multiple years in advance and will require ongoing maintenance if dates or amounts need to be adjusted or deleted.
- After loading rebates, extract the data and send it to Business Analysis & RGM Director for verification and auditing
- Ensure compliance vs contracted trade terms, gathering evidence from the Sales team
- Perform Random reviews of the amounts claimed off invoice to align back to the trade terms
- Confirm that trade terms deliver value to the business and update trade terms recommendation where needed.
- Assist in ensuring trade terms add value and or highlighting any amendments where required.

Promotions Management:

- Investigate which markets which have necessary data maturity to enable PR to build/update tools to support decision-making on promotions (product, customer, duration, depth, timing, mechanics, etc.)
- Report on price indexes vs in market competitor through distributor data or through manual searches of prices
- Assist the RGM Director in driving the Business Strategy for commercialised SKUs and for Key Strategic SKUs. Assist the Financial Director in key elements relating to SKU optimisation
- Review effectiveness of monthly promotion plan after month-end and achievement against targets.

Country/Channel and Product/SKU mix:

- Liaise with the FP&A team to provide customer/channel and product/SKU mix analyse and make recommendation on where to focus efforts to generate extra value.
- Liaise with the FP&A team to drive optimum country mix

Value Chains:

- Be responsible for updating all Value chains and for all NPDs for all applicable affiliates
- Maximise the value derived from chains and liaise with the Financial Director & RGM Director optimize value per affiliate
- Understand tax implications per affiliate and include in value chains & pricing recommendations
- Assist the Financial Director in improved tax compliance throu

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