Strategic Revenue Management Leader for International Travel Retail

Job Description:

Strategic Revenue Management (SRM), also know as ‘Revenue Growth Management’, sits at the heart of commercial decision-making at Mars Snacking. It connects company strategy, category, shopper, customers and finance to ensure growth is not only delivered - but delivered profitably and sustainably.

SRM is where market dynamics, consumer behaviour, customer negotiations and financial performance come together. The function plays a critical role in shaping the company’s commercial strategy across pricing, promotions, mix management, pack-price architecture and trade terms.

Working in SRM offers the opportunity to influence strategic decisions, challenge commercial plans, improve investment choices and help steer the business towards stronger value creation. It gives strong exposure to senior management and cross-functional leadership.

This role focusses exclusively on the global travel retail market, managed from The Netherlands. Mars International Travel Retail (ITR) is the dedicated division of Mars Snacking that manages the sale and distribution of its snacking brands - such as M&M'S, Snickers, Twix, Maltesers, Skittles and Extra gum - in duty-free and travel-retail environments like airports, cruise ships, and border stores.

Role purpose

As a SRM Leader for International Travel Retail you will act as a strategic commercial partner to the business across the full SRM agenda: pricing, promotions, mix management, pack-price architecture and trade terms.

You will challenge and support commercial teams to make better strategic decisions, improve value creation and strengthen the company’s long-term commercial model. This role requires a strong balance between strategic thinking, financial acumen, analytical capability and stakeholder management.

What are your key responsibilities?

• Lead SRM business partnering across Sales, Finance, Portfolio, Category and Regional/Global teams
• Drive the commercial agenda across pricing, promotion, mix, PPA and trade terms
• Bring structure, insight and strategic challenge into commercial planning processes
• Translate complex business issues into clear strategic choices and actions
• Develop clear recommendations to improve profitable growth and market competitiveness
• Prepare senior management recommendations and decision papers
• Partner with customer teams to embed SRM thinking into account plans and negotiations

More specific on the five SRM pillars:

• Pricing: support pricing strategy and price architecture decisions
• PPA: lead pack-price architecture thinking to support consumer needs, channel strategy and margin development
• Promotions: develop promotional strategy (optimized by continent and airport) and challenge and optimize promotional plans
• Trade terms: drive the trade terms strategy, investment principles and conditionality of spend
• Mix mgt: identify opportunities to improve product, brand, pack and channel mix

What are we looking for?

• Curious, business-minded and able to drive change
• 8+ years of experience in FMCG, preferably in SRM, commercial finance, sales strategy, category management, key account management or consulting
• Strong analytical and financial acumen. Academic level in education and/or experience
• Strong understanding of FMCG commercial dynamics, customer negotiations and value creation
• Experience with pricing, promotions, trade investment, portfolio & channel mix and PPA
• Able to challenge constructively and influence senior stakeholders
• Comfortable working across functions and managing competing priorities
• Strong strategic thinking combined with practical business execution
• Excellent communication and presentation skills

What can you expect from Mars?

• A strategic role at the centre of FMCG commercial decision-making
• The opportunity to influence the company’s commercial strategy
• Strong exposure to senior management and cross-functional leadership
• A dynamic environment combining strategy, finance, sales and shopper thinking
• A strong learning curve in one of the most strategically relevant areas in FMCG