CEE Net Revenue Management & Go To Market Lead

Hello. We’re Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we’re improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands – including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum – through a unique combination of deep human understanding and trusted science. What’s more, we’re achieving it in a company that we’re in control of. In an environment that we’re co-creating. And a culture that’s uniquely ours. Care to join us. It isn’t a question.

With category leading brands such as Sensodyne, Voltaren and Centrum, built on trusted science and human understanding, and combined with our passion, knowledge, and expertise, we’re uniquely placed to do this and to grow a strong, successful business.

This is an exciting time to join us and help shape the future. It’s an opportunity to be part of something special.

CEE Net Revenue Management & Go-To-Market Lead

About the role

This is a key role in the commercial organization, leading Net Revenue Management (NRM) function and driving commercial discipline within Central and Eastern Europe (CEE) Business Unit, and tasked with bringing efficiency, sophistication, and technology-enabled quality to our Go-to-Market strategy. The underlying goal is to unlock incremental sales and profit while winning in market with our brands, whilst role modelling Haleon values and culture.

There are 3 key functions of the role:

• Be the centre of excellence setting long term NRM execution priorities, improving systems and processes, and developing capabilities in local markets
• Deliver NRM accountability and results across 5 pillars (pricing, Price Pack Architecture, mix, promotions and trade investment) as per annual financial KPIs
• Understand, evaluate, and help modernize markets’ route-to-market by critically evaluating current set up vs. key competitors, prioritizing initiatives, success measures and KPIs.

Role Responsibilities

1. Delivering CEE Net Sales & Profit targets across all 5 NRM pillars: Brand portfolio pricing

• Provide guidance on pricing actions keeping in mind competitive environment, financial objectives and global brand strategies
• Monitor Price-Volume-Mix dynamic, ensuring local markets take actions to drive growth.
• Review pricing strategy annually, adjusting it to manage risk or to capture opportunity.

Pack Price Architecture

• Lead development of price pack architecture strategy per market/channel aligned to brand strategy
• Help translate brand price positioning into channel/customer price strategy
• Collaborate with Marketing team to publish price recommendation for NPIs

Promotional effectiveness

• Establish and lead robust process and deliver tools for promotion evaluation to maximize promo effectiveness
• Help set promotional framework per brand/channel/customer based on brand strategy
• Help to establish governance rhythm with Commercial teams to show continuous improvement on promotion ROI

Active mix management

• Help markets make strategic calls in boosting profitable SKUs as reflected in PPA
• Understand and diagnose long term customer channel mix impacts on region’s sales.
• Support SKU rationalization process in collaboration with QSC and Category Teams

Trade Investment management

• Drive definition & implementation of commercial investment strategy across markets
• Help measure progress of customer segmentation and investment planning
• Identify existing trade spend inefficiencies and work closely with markets to optimize them

2. Embracing Go-to-Market responsibility, encompassing a fuller approach to revenue optimized sales strategy.

Route to Market (Distribution Channels)

• Map & understand existing RTM structure in Pharmacy & Mass Market channels, to identify key archetypes, prioritize initiatives, define success criteria & set KPIs.
• Help modernize existing RTMs though clear recommendation on: set-up, scope, systems, etc. to ensure profitable business growth (OP%) via optimized cost to serve
• Support senior stakeholders in change management efforts

Sales Strategy (Channel/Customer)

• Analyze internal & external sales data and trends to help identify growth opportunities & investment priorities, to deliver key financial & market objectives
• Reflect key recommendations into channel and customer strategies aimed at mix improvements
• Assist Sales Leaders in successful Commercial Planning process with tools & frameworks

3. In-Market Growth

• Understand and propagate key levers to drive consumption in Pharmacy and Mass Market channel looking retailer and Route To Market lens
• Understand financial implications and learnings of Perfect Stores model and drive ROI maximization

4. Driving Commercial Capabilities

• Deliver and continuously update “share and reapply” guidance in close collaboration with LOC & Regional Teams
• Support creation of regional/global tools, and their adjustment to CEE needs & specifics

Why you?

Essential Qualifications:

• Fluent English
• University Degree preferably in Economics/Business Administration
• 8 years+ Sales and Commercial Excellence leadership experience, ideally across different geographies in an FMCG company
• Strong commercial and financial acumen
• Proficient in problem-solving and analysis, with expertise in MS Excel (knowledge of VBA is an advantage)
• Proven experience in leading direct & matrix teams
• Experience in working environments of high degree of complexity and ambiguity
• Effective negotiator & communicator

Preferred Qualifications:

• Multi-disciplinary project management skills (certification is a plus)
• Excellent stakeholder management & communication skills
• Change management experience

Haleon Leadership Expectations:

• Drives growth: takes accountability for delivering results; pragmatically turns data into action; is bold in moving things forward.
• Deeply understands our consumers & customers: brings the outside in; is focused on the future; drives curiosity.
• Builds one ‘Haleon’: is purpose-driven; breaks down barriers; adapts style for positive impact.
• Motivates & unleashes potential: cares and includes; grows others; inspires others.
• Lives our Haleon Values: Diversity, Equity, Inclusion.

Please save a copy of the job description, as this may be helpful to refer to once the advert closes.

What we offer?

Haleon offers a dynamic hybrid work model, allowing you to achieve a balance between professional and personal life. Enjoy an attractive reward package that includes an annual bonus, awards for outstanding performance, and recognition for additional achievements and engagement. We prioritize your well-being by providing extensive support for work-life balance, offering flexible working solutions, including the possibility of very flexible hybrid work and engaging in various health and well-being activities. Our commitment to diversity is reflected in our open and inclusive environment, which welcomes individuals of all backgrounds, embracing diversity in gender, race, ethnicity, sexuality, disability, and any other characteristic. As part of our commitment to your health, we provide a private medical package for both employees and their eligible counterparts as per local policy. Our personalized learning approach ensures continuous growth and development in your professional journey. Join a supportive community that values collaboration and inclusivity and take part in integration events that foster a sense of belonging.

Haleon rewards your contribution with a benefits package depending on each CEE locations. More detailed information will be disclosed at a further stage of recruitment process.

Diversity, Equity, and Inclusion

At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone.

We’re striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives.

We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.

Care to join us. Find out what life at Haleon is really like www.haleon.com/careers/
At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone. We're striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives. We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.
As you apply, we will ask you to share some personal information, which is entirely voluntary. We want to have an opportunity to consider a diverse pool of qualified candidates and this information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. We would really appreciate it if you could take a few moments to complete it. Rest assured, Hiring Managers do not have access to this information and we will treat your information confidentially.
Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

Accommodation Requests

If you require a reasonable accommodation or other assistance to apply for a job at Haleon at any stage of the application process, please let your recruiter know by providing them with a description of specific accommodations you are requesting. We’ll provide all reasonable accommodations to support you throughout the recruitment process and treat all information you provide us in confidence.