Senior RGM Analyst

Position Purpose:

The Lindt USA Revenue Growth Management (RGM) function focuses on driving profitable sales growth through a strategic and integrated approach to pricing, promotion, trade, and portfolio mix.  The RGM team reports into Lindt USA Wholesales and is a truly cross-functional team, collaborating with Sales, Finance, Category, and Marketing regularly. The Senior Revenue Growth Management Analyst, Customer Planning is a key member of the RGM team and responsible for implementing the RGM strategy for sales forecasting and customer planning amongst the customers or channels they support. Responsibilities will focus on partnering with the Sales organization on sales forecasting, customer planning, promotion planning and optimization, competitive analysis, and customer sales analytics.  The Senior RGM Analyst will also support larger scale RGM initiatives and process improvements, developing tools and facilitating training for RGM analysts.

This is a hybrid role that requires three days per week in our Stratham, NH or Mason, OH corporate office.

Essential Job Functions & Responsibilities:

Customer Planning & Promotion Optimization

• Own and fully manage the bottom’s up, consumption-based customer plan for select customers of responsibility, including: base volume planning, promotion lift, and internal customer source of growth development.
• Draw upon prior experience to partner with sales team on understanding customer strategies and promotional plans and participate in customer sell-in of optimized promotional constructs.
• Provide training and support to Sales Account Managers with promotional planning, sharing new ideas and supporting change initiatives.
• Proactively run and evaluate promotional event scenarios identifying impact to top and bottom-line results.
• Evaluate promotional events to optimize for Lindt and Customer sales lift, revenue, profit and margin.
• Partner with Sales to execute promotional “test and learns”, measure KPIs, and plan future scalability to optimize promotional effectiveness.
• Conduct post-mortem analysis to understand deltas to forecast and improve future planning.
• Develop and own the data arsenal of promotional details and KPIs for select top customers.

Customer Reporting and Tracking

• Create new modeling for ad hoc business cases for select customers and share with RGM Analysts team for continuous development
• Track customer risks and opportunities for top customers or channels of responsibility
• Develop and manage customer dashboard for POS and customer KPI reporting
• Conduct seasonal and everyday sell-thru tracking
• Analyze and communicate competitive and retailer intelligence to the internal teams.
• Track customer promotional plans and report on promotional effectiveness improvements.
• Partner with Finance team to ensure TPM is updated for accrual accuracy.
• Report and monitor compliance to promotional guidelines and guardrails.
• Conduct ad hoc sales analytics/reporting as needed

Sales Forecasting

• Responsible for the monthly sales forecasting for Lindt’s largest customers, with consumption-based plans for Everyday and Seasonal product.   Including total channel or total corporate customer rollups and insights.
• Track and have deep understanding of deltas to monthly submissions and enter/update sales forecast volumes and customer events/plans.
• Forecast 18 months rolling POS, shipment, and trade spend with sales account managers, striving for continuous forecast improvements and accuracy
• Fully represent Sales inputs in planning needs amongst the Finance, Trade, and Planning teams.
• Improve trade spend visibility and forecasting and incorporate into the sales planning process to continuously optimize customer investment
• Ensure the Trade Promotion Management (TPM) system is accurately planned to be leveraged for stronger and faster revenue management and analytics driven decision making.

Qualifications & Requirements:

Skills & Knowledge:

• Proven quantitative and qualitative analytical skills required, including the ability to analyze multiple sources of data, determine limitations of the sources data and recommend action.
• Ability to use best practices to solve complex and unique problems.
• Excellent organizational skills required.
• Ability to prioritize work and demonstrate ownership of tasks.
• Results oriented with a demonstrated commitment to teamwork.
• Confidence presenting and influencing across the organization, and in limited interaction with customers.
• Relevant experience in the CPG industry
• Strong commercial acumen with previous experience in RGM, Sales and/or Commercial Finance

Education:

• Bachelor's degree required

Other Requirements:

• Travel 20%