Commercial Manager

• drive sustainable profitable revenues via pricing, promotion and mix. Candidate must be able to assess complex pricing and promotion models and translate findings into recommendations and action plans suitable for executive management and Field sales.
• develop retailer-tailored strategies that are anchored in the delivery of Commercial Strategy’s targets, working collaboratively with sales to ensure these programs are executed with excellence, and accountable for the forecasting process in partnership with the operations team.
• own financial reporting through the Monthly Performance Review & Forecasting processes, develop the annual operating plan, and work cross-functionally to deliver the year and plan the future.

• Point of contact on portfolio for Sales Account Managers to cascade Commercial Strategy objectives, operationalize the plan and ensure delivery
• Own the risks & opportunities process by developing and monitoring retailer-oriented plans through cross-functional initiatives, working with Finance to ensure gaps vs plan are closed and reported through Monthly Performance Reporting
• Manage & own the number for mid & long-term forecast, understanding performance drivers behind sales execution, working across functions to address execution needs
• Roll out promotional plan guardrails, monitor and course correct executional misalignments
• Engage with the Field team to understand and develop action plans at customer level for portfolio, track implemented recommendations and analyse post event assessment of in-store activation
• Preparing and analysing actual performance using variance analysis to arrive at root causes
• Work cross-functionally with Sales & Trade Finance to vet financials of customer-facing opportunities and assess trade spend issues
• Act as the gatekeeper of the P&L by challenging team to optimize financial results and paybacks
• Add value to the business by ensuring cross-functional team receives timely information and understand its implication to support great business decisions
• Drive profitable growth strategies by assessing, recommending and activating pricing, promotion and mix opportunities
• Develop long range pricing, promotion and mix strategies and deliver to management and field
• Base prices/EDV optimization
• Gap optimization
• Trade investment review and guidance
• Assess & improve return of trade investment via frequency/depth optimization recommendations
• Assess optimal SKU and brand assortment to drive profitability
• Track implemented recommendations and analyse post promotion assessment of pricing and trade investment
• Build out tools, processes, insights and systems capabilities associated with pricing, promotion and mix

• Complete actual and forecast report preparation
• Own the Monthly Performance Reporting, ensuring that business drivers of performance vs plan and prior year are clearly understood and communicated to key stakeholders using Price Volume Mix analysis
• Zone reporting requirements
• Zero Based Budgeting: monthly reporting of assigned packages for fixed selling costs

• Be the expert on our customers & act as the voice of the retailer within the portfolio to ensure strategies built are feasible for execution for our customers
• Lead development of story and sell in for customer-facing workshops and range reviews, in partnership with Sales

• Consult on customer target setting for new product launches, including distribution and margin assumptions
• Consult on sell-in story development for retailers to secure sell-in, work with sales to operationalize executional plan and follow up to course correct to ensure target delivery

• 5+ years of working experience in FCMG Sales/Key Account Management or on retailer-side as Buyer or similar
• 2+ years working with or for major NZ retailers
• Bachelor’s Degree – business or sales related discipline is desirable
• Passionate and driven about delivering results
• Strong interpersonal skills to influence and sell recommendations internally, ability to negotiate both internally and externally to achieve the objectives of Commercial Strategy
• Problem-solving mentality with ability to navigate a high pace environment and deliver through others
• Strong analytical skills with ability to translate insights into action through storytelling to sell plans to customers
• Strong commercial & retailer acumen ideally through direct experience at a retailer or in a retailer-facing role
• Advanced Microsoft PowerPoint & Excel
• Promotion and/or range modelling
• Systems knowledge a plus: Nielsen/IRI Scan/Panel (e.g. Temple, UNIFY), Demantra, JDA, Tableau, Quantium

• Hybrid Working – Flexibility around when and where you work.
• Pay for Performance – industry leading variable compensation offerings tied to company and individual performance on top of a competitive base salary package.
• Parental Leave – paid parental leave for primary AND secondary caregivers.
• Leave Options – Purchased leave, volunteer leave and LiveWell leave programs to give you even more flexibility to plan your life and spend time on causes that matter.
• In House Training Programs
• Corporate Discount Programs & Novated Leasing – Utilize a range of discount programs (gym membership, health insurance, banking) depending on location.

Kraft Heinz