Commercial Strategy

5 mesi fa

Roma, Italia Kao Corporation A tempo pieno

Founded in Japan in 1887, Kao is passionate about making a difference in people's lives with our high-quality products and services to create a Kirei Life for all - a beautiful life that respects the needs of our consumers and customers as well as the planet. We never compromise on quality and craft our products with care for the consumer and the environment. As a company driven by purpose and strong corporate values, we pride ourselves to be listed among the World´s Most Ethical Companies since 16 consecutive years. Our corporate philosophy, the Kao Way, guides us in everything we do - acting with integrity, courageously driving innovation, and treating each other with trust and respect.

**The Role**:
Reporting to the Commercial Strategy & Planning Director, EMEA, the key purpose of this role is to drive revenue management growth through optimisation of pricing, trade terms and promotional spend and provide insights to support decision making and achieve financial targets in EMEA.

The role is also responsible for creation of pricing strategies for existing portfolio as well as new products, optimizing current customer terms and performance, reviewing current terms by key customer/channel to ensure they are optimised, and performance is maximised vs key vectors (competition, sufficiency, strategy, market evolution and profitability), and track & monitor these. Drive optimizing the mix (sku, product, customer and channel), and improve profitability of our promotional activations. Collaborating closely with various teams, the CS&P, Marketing and Finance to align revenue strategies with overall business objectives. As well as global.

**What you will do**:

- Optimize Price to Enable Net Price Realization (Pricing):

- Market pricing recommendations to estimate impact of list price increase on P&L. Primary drivers of this analysis are commodity pressure, competitive posture or shopper based elasticity.
- Retail pricing to optimize sales by leveraging base or promoted price levers.
- Own Price Pack Architecture as a strategic exercise to ensure right products are available in the right channel at the right price in the right pack.
- 3-Year Pricing as a strategic pricing exercise to build a long term pricing plan that may include, list price changes, weight-in/out, new size or packs or optimization of RRSP or trade spend
- Maximize Return on Trade Investment (Promotion & Trade):

- Lead ROI analysis of trade investments using past event performance.. Intentionally, investments in best performing segments, brands, and tactics
- Annual Trade Review to provide visibility to return on trade investment for prior year across top accounts and products. Enable fact base to improve efficiency and effectiveness of trade spends
- Leverage price promotion tools, analytics and insights to enable development of trade promotion strategy, national calendar and event optimization guidelines.
- Drive local competitive trade term models per channel that delivers sufficient customer margin whilst supports 3-net corridor, pay for performance, price tags on all services etc**.**
- Lead Revenue Management Capabilities & Competencies (Tools, Process and Training):

- Lead Revenue Management Tools in terms of driving streamlining of current price and trade tools. Create necessary processes, guidance and governance to enable visibility and optimization of trade spend. This include 3-net pricing.
- Revenue Management Trainings
- Cross-functional collaboration:

- collaborating closely with the rest of the CS&P to feed into channel strategy and promotional plan on pricing related matters, as well as supporting marketing team with NPD pricing and promotional guidance. Collaboration with Finance team.

**What you need**:

- Bachelor's Degree required; Masters Degree preferred.
- 4-6 years experience within Luxury, Professional Health and Beauty or similar.
- Influence - Envision and influence the local GMs, CS&M and sales teams to execute plans with excellence and robustly track results.
- Collaboration & Leveraging Multi-Functional Resources - working across functions within the region to coordinate efforts and tools to deliver against identified priorities
- Customer strategic alignment/execution - ability to make choices on key projects which will have the highest potential for business return.
- Communication - ability to communicate both verbally and in writing, clear priorities and progress tied to business results in common format across geographies
- Strategic Thinking - ability to analyze, understand core areas of opportunity and develop holistic plans to execute change and bring about improved performance/results
- Systems - comprehensive knowledge of business intelligence software and Excel are required

**How we work**: Having been selected among the World´s Most Ethical Companies for 16 consecutive years, we are a company with a purpose and strong corporate values. We never compromise on quality and craft our products with c

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