Sr. Revenue Growth Manager
Lactalis Group
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Benefits offered by this job
Job summary
Lactalis Canada, part of the Lactalis Group, is seeking a Senior Revenue Growth Manager to apply analytics to sense, predict and shape the customer path to purchase, optimizing product, price, placement, and promotions across divisions. You will lead the divisional three-year RGM strategic plan, coordinate with Sales Account teams, and drive trade promotion optimization, everyday price, and PPA strategies.
The role offers a competitive base salary and full benefits.
Qualifications
- Completed Bachelor's degree in business administration, Finances, or other relevant field.
- 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 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 and ROI measures.
Responsibilities
- Lead the creation of a divisional three-year RGM Strategic Plan for our largest division; align brand and pricing strategy.
- 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 and gross margin items.
- Trade Terms - Margin management – optimize customer trade terms and agreements.
- Lead company wide RGM training on an on-going basis, embedding this capability across Lactalis Canada.
Skills
Education
Tools
Job description
Welcome to Lactalis Canada! We’re proud 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.
Welcome to Lactalis Canada! We’re proud 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!
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.
- 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 communicates 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
- 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.
Care
Dare
Inspire
Share
Lactalis Canada believes in rewarding its people with the following comprehensive benefits package and perks:
- A Competitive Base Salary
- Car Allowance
- A Performance-Based Bonus System
- 5 Weeks of Vacation
- Benefits starting day 1
- 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 (Environmental, Social, and Governance) roadmap drives our sustainability mission. We aim to positively impact communities and the planet by enabling stakeholders including our 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.
Fuel Our Culture with Your Uniqueness! Lactalis thrives on the value each person brings. We're dedicated to amplifying diverse voices, inviting personal and professional growth, and embracing everyone's true selves. We're committed 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 be maintained.
Lactalis Canada does not conduct credit or background checks through LinkedIn. If required, we'll contact you after signing a Job Offer.
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: $127,000.00–$158,800.00 . Along with a comprehensive Total Rewards package, your actual base salary will be fair, competitive, and be based on your skills, experience, and qualifications.
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