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 $45 billion in sales, the company is a global business that produces some of the world’s best-loved brands: PEDIGREE®, WHISKAS®, M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, ROYAL CANIN®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL® and 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.
This role is responsible for Strategic Revenue Management of the full Pet Nutrition portfolio within Iberia, delivering long term value creation and category growth through highly tailored pricing promo and mix strategies backed up by data and advanced analytics embedded into annual planning process and managed though S&OP+ cycle. Major components of this role are:
Strategic Pricing – responsible for annual portfolio growth plans (optimizing price / volume and mix relationship through Brand, Pack, Price, Channel excellence);
Promotional strategy ownership – maximizing effectiveness of promotional budget and growth;
Trade Terms optimization - maximizing effectiveness of trade terms investment;
Growth opportunity mapping – owning process identifying gaps and opportunities in market; brand or customer providing critical insights and driving them through S&OP+ cycle.
What will be your key responsibilities?
Pricing Strategy and TPE/Optimization:
Develop and implement pricing strategies aligned with business objectives;
Analyze market trends, competitor pricing, elasticity impact/modelling and customer behavior to maximize revenue;
Continuously evaluate pricing models and adjust as needed;
Design a clear and compelling PPA strategy to maximize the overall profit pool and ensure a 4Cs mindset both for NPDs / PPA Projects benchmarking against both internal & external price positioning;
Track Floor price compliance, coordinate Sales inputs and feedback to Cluster SRM Head to then be shared with European pricing council. Define a clear roadmap on eventual items below floor prices to minimize exposure risks and drive the integration into the S&OP+;
Drive ROI mindset within the organization and define in collaboration with Activation team the best promotional strategy by brand techno for all the key channels to ensure ROI maximization and RSV growth;
Develop promotional playbook ensuring optimal value & volume in line with AEP.
Mix Management:
Monitor performance across distribution channels (e.g., online platforms, direct sales);
Optimize channel, portfolio, customer and product mix to enhance revenue streams;
Maximized Profit Pool opportunities within our portfolios to support Mars and Customer value creation.
Trade Terms Optimization:
Analyze existing Trade Terms and identify opportunities that support business & customer strategies;
Support customer teams in development of optimized Trade Terms Architecture.
Revenue Analytics and Reporting:
Utilize advanced analytics tools to track and improve revenue performance;
Generate regular reports on revenue metrics, trends, and KPIs, turning them into actionable insights for the sales and MS&D teams;
Governance of SRM levers for portfolio across Iberia Cluster and coordinate with SRM Director for SE Strategy.
Collaboration and Cross-Functional Alignment:
Work closely with sales, other MS&D pillars, finance, and regional teams;
Be direct point of reference for SRM Head for all metrics related to each SRM pillar to be consolidated at South European level and coordinate SRM Specialist in the daily operational tasks;
Align revenue goals with overall business objectives;
Drive collaboration to drive revenue growth.
What are we looking for?
Degree in Economics, Finance, Business Administration, Management or similar.
5+ years of previous proven experience in working in SRM and pricing related function.
Previous proven experience in FMCG, Petcare or multinational environment is highly valued.
Fluent in English and Spanish – both written and spoken.
Previous experience in Sales within FMCG or similar industry is highly valued.
Advanced problem solving and analytic capabilities and the ability to work collaboratively in a cross-functional team environment.
Strong understanding of internal and customer financial principles.
Experience working with customer teams.
Knowledge of broad business management and commercial management skills (business forecasting, financial analysis, P&L management, supply side knowledge).
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