Overview

As a leading global animal health company, Elanco delivers innovative products and services to improve the health of pets and farm animals around the world because we believe making animals’ lives better, makes life better. Since 1954, we have provided solutions that support veterinarians, farmers and pet owners to advance our vision of Food and Companionship Enriching Life. Elanco’s promise to employees: Together, we foster an inclusive culture where everyone can make a difference, encouraging ownership, growth and well-being.

The Revenue Growth Management Leader’s role is accountable for partnering with the Sales Leadership to develop the strategies and plans necessary to meet the organization’s revenue growth deliverables. Your main focus will be working with Elanco’s data sources and trade solutions to harvest insight and determine the pricing and promotional actions needed to drive the business while adhering to the commercial strategy and acting coherently within the marketplace. This will require both exceptional analytical skills and strong collaboration with other functions including Sales and Finance.

 

Responsibilities:

Understanding channel pricing relationships and the roles of the category and assigned brands within each channel to develop assortment or pricing to manage and reduce channel conflict

 

  • Apply Brand’s price strategy principles to the portfolio including:
  • List price and trade structures enabling retail strategies
  • MAP policy strategy, deployment and enforcement
  • Promotion Strategy by brand (depth, frequency, duration, etc)
  • Partner with Sales to identify executional barriers, and address issues prior to deployment of price strategy
  • Co-create strategic directions for the US Pet Health Portfolio for sustainable, long term growth, identifying efficiency opportunities in 3 main pillars:
  • Pricing & Portfolio Management
  • Promotion strategy definition, implementation and optimization
  • Process development and improvement
  • Category Price Management:
  • Define and articulate the role of pricing and promotion within the different Pet Health categories, grounded in veterinary, consumer and shopper insights
  • Evaluate competitor pricing strategies and analyze impact to own brands, developing recommendations to address business impacts.
  • Lead recommendations & secure decision on price analysis, including:
  • Proactively identifying opportunities for Revenue
  • Price & Volume impact analysis
  • Where needed, create analytical models for pricing scenarios

 

Operational Pricing

• Establish the pricing framework, guidelines, and discount curves needed to allow for efficient decision making aligned to brand strategies

• Integrate established pricing guidelines into the introduction of new SKU’s developing all pricing elements and securing approval of Brand leadership

• Actively participate in innovation projects to ensure innovation enables and unlocks RGM principles

• Leverage internal and external data sources in the creation of statistical and analytic reviews of the pricing strategy, revenue optimization and promotional price activity

• Develop and communicate the strategic, financial and administrative implications of proposed pricing approach

 

Trade Management/Promotional Strategy

  • Partner with vet and retail teams to understand customer or channel specific data based insights.
  • Defines trade strategies (e.g., brand funding rates, promotion strategies and promoted pricing) in alignment with brand and retail

• Collaborate with Finance Partners to quantify the ‘cost of the plan’ in terms of trade investment needed to execute promotional strategies

• Partner with PH Vet and Retail Sales, PH Finance and Brand Team to ensure trade terms by channel and customer allow the BU to deliver its price strategy and associated financial objectives

  • Provides direction to Retail and Brands Teams to ensure that trade investment is properly allocated to prioritized customer
  • Develops and communicates recommendations for promotional depth and frequency

 

Process Development AND Improvement

• Maintain RGM pricing analysis tools with a high level of data integrity to enable usage on short notice to drive fast decision making

• Identify gaps within Pricing management processes. Develop recommendations for improvement to drive better clarity and efficiency

• Work cross-functionally to bring recommendations to life

• Take a proactive approach towards enhancing the organization’s acumen around pricing considerations

  • Leads Global RGM community of practice for sharing and reapplying capabilities

 

Basic Qualifications:

  • Education : Bachelor’s degree in business. Master’s degree a plus.
  • 5 years of business experience, at least three within sales, consumer pricing, revenue growth management, or finance preferred but not required
  • High agility and ability to manage ambiguity
  • Strong Analytical skills :
  • Ability to execute pricing analytics (e.g., linear regression, customer segmentation, predictive modeling) with little / no supervision of have a demonstrated ability to quickly adapt to new analytics
  • Ability to develop new analytical techniques with support of broader team
  • Ability to synthesize marketing and pricing information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues and present results)

 

Additional Skills/Preferences:

  • Ability to influence organizations to drive results
  • Critical thinking skills with ability to synthesize ideas into simple and actionable strategies
  • Ability to paint a vision and lead team through adversity and ambiguity
  • Ability to connect individuals and teams, guiding them through pricing strategy
  • MBA preferred
  • Cross-functional management
  • A results driven team player able to work in and with a proactive team with a high degree of customer focus

 

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status

Tagged as: MID TO SENIOR LEVEL

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