15 days old

SRM Trade ROI Manager

Mars Incorporated
Newark, NJ 07102
  • Job Code
The SRM Trade ROI Manager (this role) reports to the SRM Trade ROI Lead serving as a key business co-pilot for Sales and as an integral member of the local centre of excellence team for trade promotion investment. This analyst role helps deliver profitable category & profit pool growth with customers, partnering with Sales, CBU and SDL teams to evaluate and optimize the portfolio of trade investment decisions at the event level. This includes KAM team co-pilot support to ensure trade investment productivity for MWC and our customers are in line with portfolio and CBU/Brand promotional strategies. The Primary objectives for the SRM Trade ROI Manager are to:
  • Maximize category growth opportunities achieved through trade promotional investments. Partner with Sales Teams to better understand the impacts and opportunities of trade promotions to drive growth with their customers through clear and informative reporting and analysis of promotional events. This includes guiding and supporting KAMs/KA Analysts to perform pre and post event ROI analyses, ensuring >80% of account level trade investments are properly assessed.
  • Improve Trade ROI Capabilities and trade promotional investment productivity across the organization. Partner closely with Sales & Customer Marketing teams to analyze customer and national trade promotional events, using insights to drive greater accuracy and robustness of promotional forecasting and a deeper understanding of key TPE metrics/concepts (Trade ROI, Trade Leverage & '4 Star' Promotions). This includes providing expert support to KAM teams, ensuring TPM tools/solutions are appropriately used for fact based decision support as part of pre and post event analysis.
  • Provide input for the creation of Compelling Trade Promotional Strategies. Develop appropriate Brand Trade promotional strategies with clear and compelling execution plans. This includes the creation, maintenance and continuous improvement of TP information, analyses and case studies to support SRM, Sales and CBU Marketing teams.

What are we looking for?

  • Graduate caliber, with 5-8 years experience in a blue chip FMCG/consumer products with an analytical background.
  • A proven record in analyzing and modelling complicated data sets and the creation of analysis tools (Excel, Databases) to aid decision making. The ability to use this information to reach insightful conclusions and create robust recommendations ('So What') and present outputs in an informative way.
  • An understanding of the commercial P&L from RRP to NSV is required, including how changes in sales and investments affect this.
  • Functional/technical understanding and know-how specifically:
  • Trade Promotional Knowledge (Preferred) - An understanding of the concepts of trade promotions (Price discounts, uplifts, base & incremental volumes, trigger funding), ROI, TLI, Trade shape would be helpful. As would the ability to calculate customer trade margin through different investment levels.
  • Trade Promotional Systems/Tools (Preferred) - Knowledge and experience using analytical models and TPM/PEA tools for accurate promotional scenario planning & analysis, including the integration with other information management/forecasting systems (e.g., Funds Management and Demand Planning)
  • Trade Promotional Strategy (Helpful) - demonstrated understanding of the strategic & operational impacts of trade promotional decisions across the 5C's (i.e. Category, Consumer, Customer, Competitor, Company) and the impact of changes on the value chain.
  • Able to build successful working relationships, being a key contributor as part of a cross functional team.
  • Able to effectively articulate and convey ideas and thoughts in a simple and effective manner. Not afraid to voice ideas or opinions within a peer group.

What will be your key responsibilities?

  • Support Sales Leadership team, SRM Trade ROI lead and KAMs to deliver the annual growth requirements in line with trade promotional budgets by conducting customer event level ROI analysis, and utilizing insights gathered to inform ongoing customer promotional plans.
  • Under the guidance of the SRM Trade ROI lead, support improved management, transparency and ROI productivity of TP investments by:
    • Partnering with KAM/KA Analysts to strengthen the depth and breadth of pre and post event trade promotion evaluations. This includes providing guidance to Sales for accurate & timely event volume & financial information within TPM systems/tools to ensure proper funds management, ROI analysis and demand planning
    • Monitoring compliance to promotional guidelines at account or budget holder level
    • Supporting KAMs and Sales budget holders to verify & consolidate TP event level exceptions versus guidelines through S&OP+ process
  • Own the creation and analysis of all trade promotional reporting for the CBU/brands and Channels/customers, including on a periodic basis :
    • Monitoring Retail Promotional Landscape across CBUs/brands (e.g. Promotional Price Points)
    • Conducting detailed promotional analysis across channels/pack types to highlight opportunities
    • Tracking competitors & multi-category promotional pricing and changes in strategy
  • Work with Sales, CMI and CBU Marketing to create quarterly trade promotional reporting, highlighting progress against business targets in trade leverage, trade shape and 4* promotions.
  • Own the creation and maintenance of the CBU/ brand trade promotional learning library to ensure a clear understanding of the categories promotional dynamics, including internal and external information, by:
    • Partnering with CMI and CBU/Marketing teams to ensure category and consumer trade promotional norms are incorporated into activity plans & NPD execution.
    • Performing regular post evaluations of national trade promotional programs, to inform learnings and ongoing strategies.
    • Regularly assessing the results of competitor strategies, both within and outside the categories to help inform growth opportunities.
    • Support the SRM Trade ROI lead and Demand S&F in evaluating and creating recommendations on long term portfolio trade promotional strategy for the market by creating robust fact bases on brand/pack/channel/competitor dynamics.

What can you expect from Mars?

  • Work with over 130,000 like-minded and talented Associates, all guided by The Five Principles.
  • Join a purpose driven company, where we're striving to build the world we want tomorrow, today.
  • Best-in-class learning and development support from day one, including access to our in-house Mars University.
  • An industry competitive salary and benefits package, including company bonus.

Posted: 2022-05-10 Expires: 2022-06-08
Sponsored by:
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SRM Trade ROI Manager

Mars Incorporated
Newark, NJ 07102

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