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Strategic Revenue Management Head
Job Posting Category: Experienced Professionals (1+ years)
Career Level: Manager
Industry: Packaged Goods
Job Category: Financial ,Accounting
Years Experience: 4-6 Years
Job Type: Full-time
Posting Date: April 26, 2019
Job Location:

Toronto, ON
Bolton, ON
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Job Description

A mutually rewarding experience.

Work. Realize your ambitions. And realize there’s more to being in business than just making a profit. That’s the Mars philosophy. And the opportunity we offer every one of our Associates. An opportunity to take what you do and make it mean more for you, for those around you and for the planet. What you get here is challenging, interesting work. You get the tools you need to do a great job and you get to have the best possible people on your side to help you do it. And at the same time as getting to find ways to do business better today than we did it yesterday and driving a great career, you also get to build a more enlightened business and drive sustainability.

Because it’s never just about a single person, a single project or a single brand. It’s about how you can grab everything that’s within your reach here and use it to pursue mutual, long-term gain. It’s about having ideas. And ideals. Being prepared to risk failure because the promise of success means we’ll all be a little better off. It’s that mix of integrity and ambition that makes Mars such a special place to work. And why working here is always about more than just a job.

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 $35 billion in sales, the company is a global business that produces some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, UNCLE BEN’S®, 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 Summary

The local SRM team is led by the SRM Head (this role). This technical role develops and integrates local SRM capabilities, providing critical support for “One Demand’ portfolio strategy development and improved execution at the market level. This includes championing local SRM engagement and best practices as a centre of excellence for Pricing, Trade Investment and Mix capabilities. The SRM Head serves as a key business partner and market co-pilot for Sales and Marketing. 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.
  • Trade Terms- Ensure Trade Architecture complies with local laws, desired SCM output and overall increase in conditionality of trade investments against category growth and RTM initiatives (e.g. Perfect Store performance, Distributor Incentives)
  • Trade Promotion Effectiveness– influence trade promotion strategy, spending and overall trade investment productivity for optimized Trade ROI
  • Mix for Growth– Guide SKU optimization & growth strategies to support NSV growth and MAC targets
Key Accountabilities
    • Leads and integrates all SRM activities for Operating Plan delivery of Pricing, Trade ROI, Trade Architecture and Mix commitments.
    • Key interface with Sales, Marketing & Finance to drive and co-pilot trade investment productivity & net pricing improvement agenda.
    • Vital co-pilot to market Sales and Finance lead to ensure effective SRM performance management processes are in place and linked to S&OP+ and SCM choices.
    • Partners with Category Leadership and Customer Marketing to drive more compelling Retailer Value Propositions.
    • Manages & monitors SRM initiative dashboard & KPIs, embedding market level SRM processes & tools for capabilities building and documentation of learning
    • Chairs market Pricing council to facilitate strategy creation and recommendations through AOP/S&OP+ processes for GM decisions (depending upon local market structure the Pricing Manager may own this).
    • Drives local SRM capabilities development through the deployment and activation of Mars and/or MWC SRM programs & playbooks, based on prioritization and market needs.
    • Partners with Sales Operations & Sales Finance to ensure TPM system compliance and data are properly leveraged by KAMs to optimize Trade ROI & ensure TE transparency.
    • Collaborates closely with Global SRM team for performance management, sharing of best practices and ad hoc peer assists/project work.
    • Responsible for recruiting, retaining and developing a high performing, capable and engaged team, establishing a strong talent pipeline and culture that highlights the benefits of personal career development and a long term pool of best-in-class functional expertise.
    • Engages & inspires the SRM team to deliver the team & the “One Demand’ agendas.

    Key Technical Knowledge and Skills

    • Significant experience partnering across an organization to analyze a range of internal & external data sources, drawing out key insights and forming recommendations on the basis of solid commercial knowledge and strong linkage to business strategy.
    • A strong track record of successfully translating strategies into action, delivering results and engaging a wide range of Associates behind a common goal/vision; ability to simplify complex concepts and strategies for others with pragmatic solutions encompassing multiple stake-holders
    • Proven functional/technical understanding and know-how across several revenue management areas:
      • Pricing– demonstrated understanding of the strategic & operational impacts of price-value decisions across the 5C’s (i.e. Category, Consumer, Customer, Competitor, Company), including how best to implement pricing actions for superior in market execution (critical).
      • Trade Investment– direct experience guiding trade strategy, building trade terms architecture, setting/managing trade budgets and ensuring proper controls/ROI focus on spending to optimize returns for both the retailer and the company (critical).
      • Mix– familiarity in managing product mix and promotional strategies through rigorous financial and marketplace ROI analytics (preferred).
    • Astute commercial and financial skills with excellent organization agility, understanding the impacts of decisions on the P&L, with the ability to identify opportunities for continuous improvement to deliver sustainable profitable growth for the customer and the organization.
    • Outstanding interpersonal and analytical skills and “can-do’ attitude with strong influencing & problem solving capabilities; ability to stand alone, challenge the status quo and identify continuous improvement opportunities for sustainable growth for all key stakeholders.

    A criminal records check will be required for this position.

    Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, 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.

    Mars Canada is committed to equity in employment and diversity. Mars Canada will provide an inclusive and barrier free recruitment process to applicants with accessibility needs in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require a disability-related accommodation during this process, please inform Mars Canada of your requirements. For more information please review Mars Canada'sAccessibility Policy and address any questions about that policy to


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