Revenue Growth Management Trade Architecture Director

A collective energy and ambition. A place where you can make a real difference.

We're a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

The RGM Trade Architecture Director reports to the Vice Presidenti, RGM serving as a key business partner and trade terms expert. This position drives the strategic development & execution of optimized trade investment frameworks, budgets and program of sale mechanics across the CHD portfolio of brands & customers. As leader of the local trade terms management practice, this role ensures improved strategic & tactical trade terms capabilities as well as market delivery support for category value and profit pool growth with customers. The primary objectives for the RGM Trade Architecture manager are to:

• Co-pilot development of a Modern Trade Investment strategy with Sales Leadership. The deployment of Trade Investment strategy focuses on the integration of customer, consumer, competitive and CHD portfolio impacts in the creation of trade budgets, spending frameworks and retailer & distributor trade terms incentives for category value & profit pool growth with customers. This includes ensuring our trade investment approach is aligned to CHD Evergreen Model and CHD Strategic Channel Management agendas with improved linkage between customer investment conditions, our category growth ambitions & key business levers.

• Lead development of CHD Trade Investment budgets. The budget design and management process leverages SCM outputs and focuses on providing expert co-pilot support for Sales delivery of customer growth, mix & trade shape targets across routes-to-market. This involves close partnership with Finance to ensure clear spending guidelines and governance protocols are part of the deployment & periodic monitoring of retailer & distributor account level trade budgets. Trade budget elements & governance are defined by the CHD Finance and include cash settlement terms, SBU & channel trade promotion programs, customer growth incentives, non-quality costs (e.g., returns, mark-downs & close-outs), front end/cost share payments, logistics/cost to serve incentives, etc.

• Leverage Trade Architecture design to drive a step change in CHD customer centricity and trade investment productivity. This journey requires collaboration across Demand, Finance and Supply teams to ensure compelling customer value propositions with clear retailer/distributor margin roadmaps. This requires assessing and rethinking the current trade funding architecture and estimating the benefits and risks of modernizing it (e.g., move to national trade rates and/or performance-based funding). This incorporates evolving TA design to incent a faster shift from non-working to working trade expenditures as a joint way to maximize available category profit pools with customers. This specifically includes close partnership with KAM, Customer Experience, Finance, Supply and other Sales strategy teams to drive improved TA focus on performance counterparts linked to Perfect Store compliance as a category growth driver and to efficient customer behaviors (e.g., lower Non Quality Costs, elimination of unauthorized deductions, logistics savings/bracket pricing, etc.)

Key Accountabilities or Responsibilities

• Lead the creation of market trade architecture framework, development of annual trade investment strategy and overall management of the local market trade investment practice. This includes leveraging CHD trade architecture playbooks & partnering with:

  • SBU Marketing, Sales, Trade Management and Sales Strategy to create and communicate clear investment frameworks for channels/accounts to unlock category and profit pool growth in line with our Brand and category plans. This includes close partnership with Market SDL (or Category Director) and Finance teams to ensure all other Customer/Channel specific investments (e.g., Shopper Marketing, Display & Equipment) are integrated within an overall Customer Investment plan

  • Trade Management, Finance and S&OP+ team to ensure trade investment recommendations and action inputs are included in Annual Operating Plan and period S&OP+ cycles. This includes setting annual continuous improvement targets for trade leverage/trade shape improvements as part of AOP.

  • Legal to ensure Trade Architecture and program of sale mechanics comply with local laws

• Lead the creation and management of the trade investment budgets for Sales delivery of customer growth, mix & trade shape targets across routes-to-market, partnering with:

  • Finance, Sales, Trade Management, SBUs, SDL/RGM Leads to create and secure annual CHD portfolio trade investment funding with splits by SBU (as relevant) for the AOP process.

  • Sales, Sales Strategy and Finance to ensure relevant trade investment inputs are incorporated with the SCM process with outputs used to inform trade investment budget allocations by channel/account to deliver the annual growth plan. This includes ensuring Trade Budgets are loaded, updated and reconciled with the Trade Funds Management tool/system by the Trade Management team

  • Sales Leadership to ensure periodic reviews of customer/channel investment strategies, budgets and execution plans, partnering with KAM, RGM Trade ROI, Finance and Sales Strategy Teams to course-correct throughout the year and to inform ongoing Trade Architecture strategy. This includes working through the PPR/ S&OP+ process to capture incremental growth/earnings accretive opportunities throughout the year.

• Lead the execution, planning & management of aligned TA Strategy for SBUs & Channels through:

  • Partnership with Sales & Sales Strategy to ensure compelling trade terms and easy to execute program of sale mechanics will unlock category value & profit pool growth opportunities.

  • Development of customer margin roadmaps, partnering with KAM, Finance & RGM teams to maximize trade investment productivity for delivery of mutual category value & profit pool growth.

  • Market management of triple/quadruple net pricing corridors for blockbuster SKUs to minimize parallel or cross-border trade net pricing risks. This includes partnering with Sales Leadership, RGM Pricing and KAM teams to create any risk mitigation plans.

Job Specifications

• All RGM roles require strong commercial, leadership and influencing capability with the ability to build effective working relationships/teams and inspire and motivate stakeholders both internally and externally.

Education & Professional Qualification

• Graduate calibre, with experience in a blue chip FMCG/consumer products with an analytical and commercial background.

Knowledge/Experience

• Experience partnering across the organization to analyses a range of internal & external data sources, drawing out key insights and forming recommendations on the basis of solid commercial knowledge and strong linkage to business strategy.

• A track record of successfully translating strategies into action and delivering results; comfortable presenting to and engaging with Sr. Leaders or strategic forums simplifying complex Concepts and Strategies.

• Proven functional/technical understanding and know-how across trade promotions specifically:

• Investment Strategy (Critical) - demonstrated understanding of strategic & operational impacts of trade investment decisions across the P&L, both internally & externally (Customer).

• Investment Analysis (Critical) - direct experience in, monitoring & analyzing trade investments, including creation of investment models with multiple KPI's. This includes scenario planning of trade investment options and their impact on profit pools/customer margins to develop clear investment recommendations.

• Trade Investment Architecture (Preferred) - An understanding of the key investment areas that are utilized within a customer agreement, and the ability to create and communicate clear investment frameworks that are mutually beneficial.

• Astute commercial and financial skills with excellent organization agility, understanding the impacts of decisions on the P&L, with the ability to identify opportunities for continuous improvement.

• Strong interpersonal and analytical skills and 'can-do' attitude with strong influencing & problem solving capabilities; ability to challenge the status quo and identify continuous improvement opportunities.

• Demonstrated leadership skills and the ability to manage/lead individuals, develop talent/capabilities and engage associates to deliver consistently strong performance.

#piq

Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/