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Manager, Revenue and Trade Management

Stella & Chewy's

Stella & Chewy's

Oak Creek, WI, USA
Posted on Tuesday, June 11, 2024
Job Type
Full-time
Description

At Stella & Chewy’s, it’s our mission to help pets and pet parents thrive through the love of raw. If that noble mission appeals to you, we’d love to talk to you about joining our pack. We are located in Oak Creek, WI, a suburb south of Milwaukee. Our teams make this company everything it is today, and you’ll feel this energy throughout every aspect of our workplace. We value working with people of different talents, experiences, and backgrounds. Here at Stella & Chewy’s, we show up as our best and authentic selves. Come join our pack!

Overview:

We are seeking a results-driven and strategic Manager of Revenue and Trade Management to lead our sales revenue optimization efforts. As the Manager of Revenue and Trade Management, you will be responsible for developing and recommending strategies to maximize sales revenue, profitability, and market share. The ideal candidate will have a strong background in sales analytics, pricing optimization, and revenue management, coupled with excellent leadership and communication skills.

Key Responsibilities:

  1. Sales Analytics:
  2. Conduct in-depth analysis of sales performance metrics, including sales velocity, pricing elasticity, product mix, and customer segmentation, to identify opportunities for revenue growth and optimization.
  3. Evaluate market on a continual basis to bring pricing and competitive intelligence along with advanced insight, analytics, and recommendations to drive strategic decision-making and continuous improvement in sales effectiveness and efficiency.
  4. Manage Sales Analyst role along with Sales Reporting infrastructure and to enable sales division distribution and execution targets measurement, opportunities and tracking.
  5. Pricing:
  6. Maintain pricing strategy for all Stella & Chewy distributors, retailers, and international partners.
  7. Develop and implement pricing strategies that balance maximizing revenue with maintaining competitiveness and customer value perception.
  8. Conduct Pricing Elasticity studies to create a data-driven approach to optimizing pricing structures, discounts, promotions, and bundling strategies.
  9. Promotional Strategy:
  10. Lead the collaborative promotional strategy process across the organization focusing on driving profitable growth.
  11. Determine the appropriate timing and cadence for promotional activities based on what best aligns with company areas of focus/priorities.
  12. Partner with Marketing and Finance teams to standardize approach and metrics to drive and measure execution.
  13. Track progress against revenue targets, identify variances, and recommend adjustments to strategies, and resource allocation to achieve revenue goals with the Sales account management team.
  14. Price-Pack Architecture
  15. Analyze price-pack architecture and develop execution timelines, communication & guidelines by which general price increases, SKU rationalization and mix management are executed in line with Stella and Chewy’s pricing’s pricing guidelines.
  16. Cross-Functional Collaboration:
  17. Work closely with sales teams to understand market dynamics, customer needs, and competitive landscape, and provide guidance on pricing, deal structuring, and negotiation strategies.
  18. Partner with marketing teams to align pricing and promotional strategies with brand positioning, marketing campaigns, and customer segmentation.
Requirements
  • Bachelor’s Degree with a concentration in Finance, Accounting or other discipline strong in analytics.
  • Proven experience (5+ years) in sales analytics, pricing strategy, revenue management, or a related field, with a track record of driving measurable results.
  • Strong analytical skills with proficiency in pricing analytics including price elasticity modeling and financial modeling.
  • Must demonstrate command over Power BI and Microsoft Excel. Proficiency with similar tools to the aforementioned is also acceptable.
  • Experience with POS data (Nielsen/NIQ, IRI) is needed with experience using Panel data (Nielsen OmniShopper, Numerator, etc.) considered a plus.
  • Excellent communication and presentation skills, with the ability to convey complex concepts to non-technical stakeholders.
  • Strategic thinker with a data-driven approach to decision-making and a focus on achieving business objectives.
  • Previous experience managing high-performing Sales Analysts encouraged but not required.
  • Excellent communication and presentation skills, with the ability to convey complex concepts to non-technical stakeholders.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status, or any other status protected by law.

This job description in no way states or implies that these are the only duties to be performed by the person occupying this position. You may be required to perform other job-related duties as requested by Management.