CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS:

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Location - Louisville, KY, Dallas, TX, Irvine, CA, or Atlanta, GA

Office Hybrid

What You Will Do in This Role:

• Responsible for expanding the USA & Canada’s ability to understand, influence, guide, and monitor the entire value chain financial performance: Supplier, Distributor, and Trade.

• Responsible for expanding the USA & Canada’s knowledge and influence around

• distributor margins, channel service value levels, pricing and discounting decisions.

• Responsible for deploying and embedding Revenue Growth Management (RGM) methodology and tools to the commercial, finance and marketing teams across the USA and Canada. You will work with the teams to identify business insights and create action plans to drive sales, profit or margins.

What You Can Expect:

Develop USA & Canada Pricing Strategy

• Establish 3-year pricing strategy and process

• Develop analytical framework for retail pricing

• Broker consensus and ensure roles and responsibilities are clearly identified across Sales, Marketing, ,and Finance

Pricing & Discounting Governance

• Establish and lead discounting strategy, scenario assessments, and approval process

• Lead process of consistency in managing discounting and pricing across region

• Partner with region to ensure transparency and collaborated discounting changes by channel is performed

• Lead discounting and pricing guidance for: brand exits, coupons, seasonal brands, brand introductions

• Developing tracking and visibility of pricing and discounting changes

• Ensure pricing and discounting information is communicated across the organization

• Develop best practices in collaboration with regional finance

Pricing System(Vistaar) Governance

• Drive continued adoption and advancement of the Vistaar Price Structure and Reimbursement Management system in the USA & Canada, that will support:

  • Better data integration

  • Create efficiencies and consistency

  • Support controls over pricing changes implementation into SAP

  • Allow for rolling planning and forecasting, based on actual distributor invoice information

  • Generate insightful reporting and analytics

Annual Discounting Planning

• Lead and develop new processes to incorporate annual discounting planning into annual pricing plans, ensuring clarity and understanding of programs and discounting activities

Pricing Analysis

• Partner with regional finance to continue progress on Pricing analytics, elasticity

• Translate global analysis into local market initiatives

• Guide and lead regional finance pricing analysis

Distributor (Partner) Margin Management

• Analyze distributor margins, benchmark, and margin optimization

• Analyze distributor financial motivation and alignment with BF financial objectives

• Provide support for distributor and broker agreements – best practices

Leadership/Coaching

• Connect, Collaborate, and Align with key stakeholders and leaders in the USA & Canada, Global Brands, and Brand Analytics to drive RGM strategy and plans within the region

• Support and coach individuals and teams performing RGM to:

  • Perform the RGM analysis using our RGM analytical tools (e.g. ARM)

  • Develop insights from analysis

  • Create actions plans from insights

  • Communicate and present the insights to actions

  • Implement, execute and monitor action plans

What Exactly Are We Looking For?

• Bachelor's degree in finance, economics or related field with at least 7-10 years in sales, marketing or finance role with a CPG company

• Ability to develop and implement strategic plans

• Ability to align global teams, influence and analyze margin management through multi-tiered distribution system

• Experience in pricing analytics from supplier cost, through multi-tiered route market, to consumer-facing price.

• Demonstrated ability for revenue management modeling, price elasticity, econometric modeling.

• Understand consumer price impact on brand equity.

• Ability to influence across multiple functions and levels in the organization to achieve pricing initiatives without formal positional authority.

• Proven strategic ability to lead long-term pricing and revenue management plans.

• Proven ability to independently organize work projects. Collect, analyze data and present results in a concise actionable format.

• Ability to communicate complex issues in a concise, clear manner.

• Ability to work in a high pressure environment, meet deadlines, and simultaneously develop, deploy and coordinate multiple projects.

• Demonstrated oral and written communication skills.

• Demonstrated interpersonal skills; able to develop and maintain effective working relationships with all levels of internal and external contacts.

• Demonstrated ability and knowledge of various software packages, particularly Microsoft Excel, Word, PowerPoint, and SAP.

• Personal honesty and integrity.

• Hard worker with ability to work a flexible schedule to meet deadlines.

What Sets You Apart?

• Masters Degree (M.A., MBA or Equivalent)

• Experience in the wine and spirits industries

• Understanding key elements of revenue growth management (Pricing Positioning, channel price pack architecture, promotion efficiency, customer mix management and trade terms)

Success Factors:

• Leadership: Demonstrates appropriate interpersonal behaviors, interpersonal respect, fairness, and sensitivity to coworkers and customers. Establishes appropriate interpersonal relationships with others in the workplace. Shows a respect for diverse views and cultures and a genuine interest and concern for others. Able to identify and appropriately address and resolve interpersonal conflicts.

• Strategic Partnership: Guides and participates in the establishment and articulation of strategy, including allocation of resources. Considers and makes plans contingent upon relevant external factors and forces that affect the ongoing success of the department and organization. Establishes feasible actions and specific objectives to accomplish in light of internal resources and external situational factors. Ability to foresee and consider the bigger implications, consequences, and effects of various courses of action.

• Leveraging cross-functional networks: Understands and demonstrates the awareness of the inter-relatedness of different functions within B-F. Considers “big picture” patterns and systems across functions when addressing problems, resolving issues, or formulating strategies. The ability to comfortably initiate change and overcome obstacles operating with a high level of flexibility.

• Analytical Ability: The ability to identify problems, analyze relevant data, think critically, generate alternatives, and select appropriate solutions. Ability to think rationally and logically, recognize and test assumptions. Move to problem resolution by identifying facts, causes and issues and present solutions.

• Proactive and Effective Communicator: The ability to establish vehicles, structures and processes for open exchange of information and viewpoints. Interact with people openly and directly, able to have difficult conversations with minimal surprises.

• Accountability: The ability to set challenging goals and achieve results beyond agreed upon organizational objectives. Accept responsibility, own decision, and achieve results despite adverse conditions. Self-confident and strong analytical skills enable sound judgment and the ability to handle pressure when advising others.

• Organizational Savvy: Presents arguments that address others’ most important concerns and issues and looks for win-win solutions. Involves others in a process or decision to ensure their support. Offers trade-offs or exchanges to gain

• Planning, organizing and prioritizing: Focuses the work of self and others on the actions that lead to the accomplishment of specific plans, projects, goals, or objectives which are identified as having precedence in importance. Takes actions and directs the actions of others towards the accomplishment of primary tasks in multi-step projects in order to meet stated goal dates and deadlines.

• Business Innovation: Demonstrates solid business sense and the ability to generate unique and effective solutions to problems. Includes the ability to generate options and alternatives to problems or issues, and encourage new ideas and to appropriately question accepted ideas or solutions. Asks “what if” questions.

Requisition Type:

Management Level:

Global Job Level:

Number of Openings Available: