Head of Revenue Management
The HEINEKEN Company
Date: 8 hours ago
City: Petaling Jaya
Contract type: Full time
- Value & Margin Stewardship
- Own pricing architecture, pack-price strategy, and brand price positioning.
- Safeguard gross margin performance through disciplined mix management.
- Protect value against pricing leakage and margin erosion.
- Identify structural profitability risks and corrective actions.
- Establish pricing, promotional, and trade term guardrails.
- Govern compliance to approved commercial frameworks.
- Escalate out-of-guardrail practices for resolution.
- Standardise decision-making principles across Sales and Marketing.
- Drive ROI-led allocation of trade spend and promotions.
- Evaluate promotion uplift and investment efficiency.
- Improve conditionality and defensibility of trade terms.
- Continuously refine investment frameworks to optimise profit pools.
- Integrate financial and non-financial data into clear insights.
- Provide fact-based recommendations on pricing, mix, and portfolio strategy.
- Support scenario modelling and strategic planning.
- Drive continuous improvement through structured performance reviews.
- Partner with Sales on account plans within guardrails.
- Partner with Marketing on pricing and portfolio positioning.
- Partner with Finance on target setting and resource allocation.
- Influence innovation and portfolio development with value insights.
- Develop strong commercial analytics capability.
- Embed value mindset across Sales and Marketing.
- Drive culture shift from volume-led to value-led growth.
- Ensure disciplined performance management, build succession and bench strength within RMG function.
- Strong presentation and interpersonal skill.
- Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
- Intellectual curiosity and ability to search out facts without prior process/guidance
- Passion for delivering result, take ownership and translating insights into concise practical plans for execution
- Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
- High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
- Visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
- Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
- Experience of OpCo commercial and financial systems and governance
- Experience of Nielsen daf
- Confident with big data; strong with excel and other data software
- Experience in successfully guiding and managing small teams is an advantage
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