SRM Promo Effectiveness Manager

Mars•Chicago, IL

12d•$108,160 - $148,720•Hybrid

About The Position

The SRM Promo Effectiveness Manager reports to the SRM Director of Trade & Promo, serving as a key business co-pilot for Sales and an integral member of the local center of excellence team for trade investment. This role helps deliver profitable category & profit pool growth with customers, partnering with Sales, CBU and Revenue, Strategy & Operations teams to evaluate and optimize the portfolio of trade investment decisions. This includes Marketing team co-pilot support to ensure trade investment productivity for Mars Snacking and our customers are in line with portfolio and CBU/Brand strategies and align with enterprise SRM principles and business objectives. The Primary objectives for the SRM Promo Effectiveness Manager are to: Provide input for the creation of Compelling Trade Promotional Strategies. Develop appropriate Brand Trade promotional strategies with clear and compelling execution plans with recommended promotional calendars. This includes the creation, maintenance and continuous improvement of TP information, analyses and case studies to support SRM, Sales and CBU Marketing teams. Maximize category growth opportunities achieved through trade promotional investments. Serve as a strategic thought partner to Channel Trade Managers by providing SRM insights, evaluating trade investment opportunities, and recommending actions that improve revenue, margin, and ROI for the CBU/Brands you support. 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 & ‘3 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.

Requirements

5-8 years experience in a FMCG/consumer products organization 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:
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.

Nice To Haves

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.

Responsibilities

Support Sales Leadership team, SRM Director of Trade and Promo 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 Director of Trade and Promo, 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 3 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.