NRM Market Manager

Company Name: Diageo
Location: USA
Posted by:

Amy Parmar

Amy Parmar

Context

• The NRM Market Manager role is the critical enabler for facilitating and delivering the DIAGEO US Spirits Net Revenue Management and pricing agenda. This role is ultimately responsible for driving distributor execution and ownership of our headline price and financial targets.
• NRM Market Managers will support the development and execution of DIAGEO suggested consumer and trade pricing plans at a market(s) level via the AOP price planning process, with both our central NRM team and distributor partners.
• This role is expected to identify, support and drive the execution of insights into commercial action with our distributor and DIAGEO performance leads; realizing the value from the following activities (not limited to): pricing M&E, gap close programming, VPM reporting, promotional plan and trade spend optimization, and leveraging analytical tools such Polaris, TRAX and the distributor reimbursement tools.
  
  

Purpose

• Ensures the DIAGEO US Spirits pricing agenda and related NRM processes run efficiently in order for Diageo to optimize Diageo NA NSV / GP growth
• Identifies key market level NRM opportunities and ensures distributor executes against the appropriate business opportunities
• Improves trade spend efficiencies in order to drive net revenue and profitability
• Drives internal and external organizational capabilities, processes, and tools in the NRM space in order to accelerate data insights into commercial action
  
  

Decision Making

• Independent thought starter responsible for DIAGEO headline price and trade spend/promotional plan budget.
• This role requires robust stakeholder management and negotiation skills, responsible for making decisions around distributor margin management, analyzing behaviors in the marketplace, and management of monthly financial distributor reviews
• Creative thinker who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans connection to plans with our distributor network
• Has the ability to identify key drivers and variances from VPM reporting, while being able to communicate and prioritize with distributor what to execute in the marketplace
• Understands the impact decisions will have on commercial landscape across the 3 tier W&S industry
  
  

Financial Responsibility

• Responsible for ownership and analysis of pricing and trade spend budgets across a geographic territory
• Owns price/mix/margin delivery of AOP targets
  
  

Management Responsibility

• Reports into the NRM Market Director
• Will be responsible for select number of markets, each which unique dynamics/challenges

• Assists market business performance leads and drives accountability with distributor partners to execute the NRM agenda
  
  

Role Complexity

• Work across multiple teams / stakeholders to drive pricing delivery: Commercial, Central and Distributor teams.
• Influences to make better decisions to maximize NSV and GP.
  
  

Key Outputs/Deliverables

Performance Management

• Deliver NRM value through price and mix that is ahead of the industry
• Leads the development of annual FOB price, discount plans, and promotion calendar
• Execute national price direction for both headline price and promotional guidelines
• Facilitate monthly distributor financial reviews, including deal level VPM reviews, reimbursement tool impact, and dNSV results
• Works with distributor and central Rev Mgmt team to identify pricing opportunities
• Manages development, maintenance and communication of price changes and promotional
  

calendars to internal personnel and distributors

Analytics

• Creates insightful and actionable monthly analysis of pricing results
• Reviews trends and competitive activity throughout the year to identify additional suggested pricing opportunities or risks
• Drives deal level analytics, Diageo / Distributor suggested margin analysis, conduct project
  

based analytics and scenario planning to make informed suggested pricing

recommendations

Experience

• Undergraduate degree (BA/BS) required
• MBA/post graduate education a plus but not required
• Strong track record in analytic or commercial sales/finance roles, commercial acumen is key
• Demonstrated ability to perform analytics and use results to drive outcomes
• Able to build strong relationships; excellent influencing skills
• Expertise in one or more of: pricing / promo analytics, tool development, syndicated data, trade terms optimization, promotional effectiveness, finance
• Familiarity with multiple data sources e.g. syndicated sales data, financial data, and consumer data

Sales OperationsRegular

• Seniority level

  Mid-Senior level

• Employment type

  Full-time

• Job function

  SalesBusiness Development

• Industries

  Consumer GoodsWine and SpiritsFood & Beverages