Sr. Revenue Growth Manager

Groupe Lactalis; Canada; On-site; CAD 127,000 - 159,000; Full time

Benefits offered by this job

Bonus program

Paid vacation (5 weeks)

Pension with employer match

Tuition reimbursement

Volunteer day

Learning & development

International mobility opportunities

Job summary

Lactalis Canada is seeking a Senior Revenue Growth Manager who will apply analytics to sense, predict and shape the customer path to purchase, optimizing product, price, placement and promotions across channels.

You will lead a divisional RGM strategic plan, collaborate with Sales and cross-functional partners, and drive ROI-focused initiatives to fuel profitable revenue growth, while mentoring teams and advancing Lactalis Canada's growth agenda.

Qualifications

• Bachelor's degree in business, finance, or related field.
• At least 10 years in sales, trader marketing or finance in CPG/FMCG.
• Strong analytical skills with ability to distill insights from multiple sources and exhibit finance/business acumen.
• Experience with industry tools for shopper and trade promotions (AC Nielsen, IRI, Dunnhumby).
• Understanding of the 4 P's and ROI-focused promotional analysis and scenario planning.

Responsibilities

• Lead the creation of a divisional three-year RGM strategic plan aligning brand and pricing strategy with key tactics.
• Optimize trade promotions for effectiveness and cost (depth, frequency, vehicle).
• Manage Everyday Price optimization to adjust prices charged to retailers.
• Drive Price Pack Architecture (PPA) decisions to meet consumer and channel needs.
• Coordinate Mix Management to improve sales and gross margin.
• Collaborate with Sales and cross-functional teams to operationalize strategy changes.
• Interface with divisional specialists in Industrial, Purchasing, and Supply Chain on capacity and inflation impacts.
• Lead company-wide RGM training across the five pillars of RGM: List Price, Trade, PPA, Mix, Customer Agreements.
• Support Director, RGM in identifying opportunities across Lactalis Canada.
• Develop divisional trade promotion strategy and monitor external/internal promotions to inform strategy.
• Conduct event-level ROI analysis and communicate insights to leadership.
• Rethink price pack architecture for affordability and growth.
• Partner with Sales in annual negotiations to meet customer and company objectives.
• Assist in optimizing promotional calendars to align with broader business strategy.

Skills

Analytical skills

Finance & business acumen

Cross-functional collaboration

ROI & promotions analysis

Communication

Education

Bachelor's degree in business/finance or related field

Tools

AC Nielsen

IRI

Dunnhumby

TPO tools

Job description

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About Us:

Welcome to Lactalis Canada!We'reproud to be Canada's #1 branded dairy company and to be consistently recognized as one of the country’s top employers by Forbes. Our purpose is to enrich and nurture the lives of Canadians by offering the best of dairy from Canada's favourite dairy brands like Cracker Barrel, Black Diamond, Balderson, Astro and Lactantia. In fact, our products can be found in over 90% of Canadian refrigerators in any given time. As part of Lactalis Group, the world’s leading dairy company, we remain focused on innovation and quality and are seeking like-minded individuals to join us as we continue our growth journey.

Our flexible hybrid work model accommodates 40% remote work, adapting to the evolving needs of our workforce. Step into a collaborative hub with our revamped office, and enjoy free parking, endless coffee, delicious Lactalis snacks, an on-site gym, and more!

Job Purpose

The Sr. Revenue Growth Manager will apply analytics to allow Lactalis to better sense, predict and shape the customer path to-purchase, which will optimize product, assortment, price, place, pack, promotion and availability with shopping occasions for profitable revenue growth.

Beyond those targeted, tactical moves, companies can respond to today’s turbulent environment by developing new capabilities and supporting organizational behaviours that ensure your teams execute these bold moves effectively. The Revenue Growth team will encourage stronger collaboration across functions, embrace dynamic scenario planning and allow for more joint value approaches with retailers.

Responsibility

• Lead the creation of a divisional three-year RGM Strategic Plan for our largest division. This plan will help align the brand strategy with a pricing strategy and contain key tactics to drive the desired results. The creation of the plan is comprehensive and will require the following actions to be taken to inform its development:
• Trade promotion optimization - Optimize promotional effectiveness and cost through depth, frequency, vehicle, etc.
• Everyday Price - Optimize the price consumers pay for products by changing the price charged to retailers
• Price Pack Architecture (PPA) - Change product size/pack or create new offering to solve both consumer and channel needs
• Mix Management - Drive product, customer, and channel mix to higher Sales / gross margin items
• Trade Terms - Margin management - optimize customer trade terms and agreements
• Strong collaboration skills with the ability to navigate and influence across the entire organization is imperative. To effectively inform the RGM Strategic plan, you must work closely with the Sales Account teams to understand the nuances and considerations of operationalizing strategy changes with key customers. Further, you will work closely with your divisional cross-functional partners on the execution of the RGM plan.
• Liaise with divisional specialists in Industrial, Purchasing, and Supply Chain to understand capacity limitations/opportunities and commodity inflation that may lead to the development or refinement of RGM strategies.
• Lead company wide RGM training on an on-going basis to help embed this new capability for Lactalis. This would involve multiple training and workshop session organized by the five pillars of RGM: List Price, Trade, PPA, Mix, Customer Agreements. This will be an on-going responsibility.
• Directly support the Director, RGM in the identification and leadership in RGM opportunities across Lactalis Canada that could have impact across all Divisions.
• Lead the development of the divisional trade promotion strategy. This would include analyzing the external and internal Promotional Landscape on a periodic basis. This involves monitoring the retail promotion landscape across Key Accounts and channels, PPA actions, as well as understanding competitors’ pricing to inform strategy.
• Conduct event-level ROI analysis, and effectively communicate insights and findings to RGM Director and Customer Leadership Teams
• Rethink price pack architecture to balance the need for affordability with profit and category expansion (e.g., satisfy emerging needs and occasions with smaller packs).
• Partner with the Sales Team in annual negotiations with assigned customer(s)- providing recommendations that meet both customer and company needs.
• Support the Sales Team and influence them in optimizing the promotional calendar to meet broader business strategy objectives

Qualifications

• Completed Bachelor's degree in business administration, Finances, or other relevant field. Must have had previous experience in Revenue Growth Management.
• Minimum of 10 years of progressive sales, trader marketing or finance business experience, in CPG, preferably in FMCG
• Strong analytical skills, with an ability to distil information and uncover insights from a variety of sources, with strong finance and business acumen
• Experience working with Industry specific tools such as shopper and TPO (Trade Promotion Optimization) tools (AC Nielsen, IRI, Dunnhumby, etc.) and an understanding of their integration with other information management and forecasting systems.
• Proven functional/technical understanding and know-how across trade promotions specifically, in relation to the "4 P's" (Promotional Strategy, Promotional Analysis, Promotional Implementation and Promotional Tools) Direct experience in, monitoring & analyzing trade promotions, including creation of accurate promotional pre & post evaluations using ROI measures. Scenario planning portfolio trade promotional changes and the levers that can be used to maximize profit and growth.
• An understanding of the end-to-end steps required to deploy a change in trade promotional strategy within a market.

Competency

Care

Dare

Inspire

Share

What Lactalis will offer:

Lactalis Canada believes in rewarding its people with the following comprehensive benefits package and perks:

A Performance-Based Bonus System

5 Weeks of Vacation

A Pension Program with an Employer Match at 100% of up to 6%

Tuition reimbursement plan of up to $3,000/year

A Volunteer Day to give back to your community

Learning and Development opportunities

A commitment to internal career advancement with potential for international mobility

Our ESG commitment:

Our ESG (Environmental, Social, and Governance) roadmap drives our sustainability mission. We aim to positively impact communities and the planet by enabling stakeholders includingour people, consumers, customers, suppliers, dairy farmers, government, and industry partners to have a positive impact on the wellbeing of our communities and the planet through all that we do.

At Lactalis Canada, we value our employees as catalysts for positive change. Together, we will create a sustainable future, promote belonging, and make a lasting impact on the world.

Our commitment to DEI:

Fuel Our Culture with Your Uniqueness! Lactalis thrives on the value each person brings.We'rededicated to amplifying diverse voices, inviting personal and professional growth, and embracing everyone's true selves.We'recommitted to crafting an environment that genuinely welcomes all, reflecting the richness of our people and communities.We apply an equal access to employment program and invite women, aboriginal people, visible minorities, and people with disabilities to apply.

Our promise extends to accessible processes and spaces. If you require accommodation due to a disability (which may be visible or invisible, temporary, or permanent), please inform our Talent Acquisition team – confidentiality will bemaintained.

Note: Lactalis Canada does not conduct credit or background checks through LinkedIn. If required, we'll contact you after signing a Job Offer.

Compensation:

As part of our commitment to fairness, trust, and transparency and our ambition to be an Employer of Choice, the base salary range for this position is: $127000,00-$158800,00 .

Please note: Along with a comprehensive Total Rewards package, your actual base salary will be fair, competitive, andbe basedon your skills, experience, and qualifications.

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