Provides OPCO level leadership for margin and pricing routines and management. Works in partnership with OPCO leaders (Sales, Merch, and Finance) to optimize revenue and margin results, embed pricing and margin routines, conduct analysis to provide strategic recommendations and tailor market strategy to the OPCO in order to optimize revenue and margin. Leads OPCO contract, pricing and margin teams.
This individual is responsible for the development, engagement, deployment and execution of Operating Company focused Revenue Management objectives. This will include, but not be limited to:
Executes all phases of Revenue Management initiatives in the OPCO, including but not limited to tailoring market strategy for sales rep cost, customer price and deals
Works as primary influencer for all pricing and margin related routines and actions
Implements key policy and technology changes at the OPCO, trains key personnel, and is accountable for OPCO wide execution
Sets pricing and margin thresholds for the OPCO
Serves as approval point for Sysco funded deals, CPAS/MDA and other customer investment above agreed to thresholds
Oversees equity management for the OPCO
Collaborates with OPCO leadership to develop appropriate solutions, aligned with market and corporate strategies, to address business challenges
Drives alignment with OPCO leadership on approaches to successfully execute initiatives
Analyzes trends and develop strategy at OPCO level to optimize revenue and margin
Review, analyze, and explain P&L (margin components) results at OPCO level, and responds to outliers of margin performance to reduce variability
Perform reporting and analysis to support business/margin decision making at OpCo
Act as subject matter expert on applicable processes and programs impacting margins, conducting training and coaching for District Sales Managers and sales representatives
PERSONAL CHARACTERISTICS:
Experience with field execution, sales and merchandising, capability building, and engagement with field leadership and sales operations
Demonstrates well developed influencing skills with the ability to easily connect in a credible manner with OPCO and Market leadership
Possesses an appreciation for strategy, processes, capabilities, enabling technologies, and measurement
Has analytical mindset; comfortable processing data and drawing actionable conclusions to move forward
Able to recognize operational issues, functional interdependencies and cross-silo redundancies and drive practical solutions
Exceptional communication skills and the ability to communicate appropriately at all levels of the organization; this includes written and verbal communications as well as visualizations
Able to drive consensus among key stakeholders with diverse needs and interests
Proven track record of working under tight deadlines and producing recognized results
Thinks and acts proactively and directs resources and stakeholders accordingly
Able to lead and manage a team with diverse knowledge, skills and abilities forward to achieve common goals and objectives
Required Minimum Education
4 year bachelor’s degree preferred
REQUIRED MINIMUM EXPERIENCE:
10+ years of experience in a Revenue Management, Sales or Finance/Merchandising role OR
10+ years of experience working in a project, results-driven or field engagement type role is strongly preferred
ABILITIES AND SKILLS:
Demonstrates well developed influencing skills with the ability to easily connect in a credible manner with leadership
Exceptional communication skills and the ability to communicate appropriately at all levels of the organization; this includes written and verbal communications as well as visualizations
Ability to think quantitatively, quickly analyze reports and data to prioritize opportunities. Deep understanding of Excel required.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds.
WORK ENVIRONMENT
This position will be headquartered at every OPCO in the US, potentially Canada
Up to 15% travel may be required in this role.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.
Additional Information
Applicants must be currently authorized to work in the U.S. on a full-time basis without future employment sponsorship.
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