Trade Promotions Optimization Manager

General Purpose

The TPO Manager will lead CCSWB’s Trade Promotion Optimization strategy, process, and measurement.  The TPO manager will define and cultivate the processes necessary to deliver on the total Trade Promotion Optimization strategy.

Partners with Key Account Executives and PGM PPM team to develop and quantify the Strategy of the Promotional Plan with the objective of maximizing Revenue/Margin for total CCSWB

Develop the Promotional Calendar in TPO simulation and optimization tool according to the business strategies and objectives that are defined

Serve as the business owner for Trade Promotion Optimization (TPO), Trade Promotion Management (TPM), and Pricing Compass platforms, ensuring system effectiveness, process compliance, data integrity, and alignment with commercial objectives.

Duties and Responsibilities

• Track all promotional activities at package and customer level, ensuring the profitability of promotions 
• Manage and create promo simulations and analyses based on strategic opportunities like share, volume loss, competitive pressure, etc.
• Simulate the promotional activities by customer and package in the TPO Tool, with the objective to have an outcome of different options and been able to execute them based on strategic opportunities, with the objective of maximizing margin, improving value share, or maximizing volume
• Measure and track the effects of the optimized promotional calendars in the market to provide insights on which promotions should be replicated based on performance
• Lead the execution of the promotional activities with the KA Executives and Directors. 
• Follow up with KA on the execution of promotional activity and analyze and track in the TPO Tool the volume, revenue, margin and spend results. 
• Extract results and prepare to present insights to the leadership and Key Accounts teams and customers
• Steward the insights during the Promotional Planning process by analyzing and proposing optimized calendars
• Propose to KA Directors and PPMs promotional activities that fulfill the customer-specific strategy with the objective of improving both CCSWB and the customer’s profitability.
• Provide factual insights that can help enhance our customer’s trust and relationship by bringing more value-added propositions to their business.
• Lead the identification and tackle competitive pressure and other “big picture” forces (i.e., supply constraints)
• Identify competitive pressure in the market or internal opportunities with supply constraints and building promotional activities in the TPO Tool to tackle them.
• Plan and propose the calendars and present customer and CCSWB benefits of those recommendations and Promotional Plans to KA Directors and RGM PPMs 
• Ensure the alignment of methodologies and objectives with Arca Continental HQ RGM
• Lead the relationship with our Headquarters team, aligning on a centralized methodology of how to track and evaluate promotions and executing it, presenting findings to HQ ELT
• Develop, analyze, and present the results from the TPO solution to PPMs and Key Account Executives for selling-in TPO recommendations 
• Ensure that all recommendations from TPO are compliant with PGM guardrails and constraints by working together with PGM Execution
• Partner with RGM PPMs and ensure that the promotional depth that is given in the activities is compliant with guardrails of the package and year objectives 
• Lead the execution of the TPO recommendations in the market by stewarding with Key Accounts the retailers’ execution in the market
• Lead the change management process to ensure TPO adoption across the company
• Turn TPO capability into a strategic & opportunity tackling capability
• Presents promotional results and collective best practices during CCSWB Leadership meetings
• Build the storyline of the collective best practices and insights of the results from the Trade Promotions, presenting to Leadership the outcome, savings and optimizations that the tool is brining to the P&L
• Serve as the business owner for Trade Promotion Optimization (TPO), Trade Promotion Management (TPM), and Pricing Compass platforms, ensuring system effectiveness, process compliance, data integrity, and alignment with commercial objectives.
• Manage the relationship with the Advanced Analytics area to ensure the TPO tool’s accuracy and identify possible enhancements.
• Lead CCSWB relationship with the NAOU TPO team in development of the NAS TPO solution.

Qualifications

• Bachelor’s degree, MBA or other graduate degree preferred 
• +5 years in RGM, Finance or KA experience, preferably in the consumer goods/beverages industry. 
• Experience in Trade Promotional Optimization and Price Optimization Tools
• Experience creating and stewarding topline business plans. Strong finance acumen.
• Strong strategic analytical skills – ability to draw insights from data, develop volumetric & financial models from diverse sources, and lead complex analytics that translate into actions and sustainable results. 
• Extensive experience with price/package/promotion strategy and plan development. 
• Proficient with Microsoft office (Excel, PowerPoint, work, MS Project).  
• Project management skills, agile methodology experience.
• Advanced English language required.