Manager, Revenue Management

Kimberly-Clark Corporation Neenah, WI
Manager, Revenue Management

Job Description

Serve as key member of Revenue Strategy function for KCNA. This role is responsible for the development of specific recommendations of Revenue Management strategies and tactics for assigned categories and customers. Revenue Strategy encompasses:

* List price strategy (brand positioning within the category and pack-price curves)

* Suggested retail pricing (e.g., SRP, EDLP pricing, Promoted Pricing)

* Trade strategies (e.g., funding rates, promotion strategies and promoted pricing)


* Support development of Revenue Strategy for assigned categories

* Role of pricing and promotion in the category, aligned to consumer / shopper segments

* Evaluation of competitor pricing ad promotion strategies

* Support development of pricing related customer sell-in stories when needed

* Conduct Pricing Analytics for assigned categories:

* Market place pricing diagnostics – e.g., current category pricing architecture, brand pack price curves

* Elasticity – develop both econometric and research based (e.g., conjoint) price elasticity models. Understand different elasticity factors (e.g., primary product, cross-product, cross-customer) and their application to business problems.

* Create analytical models for pricing scenarios accounting for product volume, margin and competitive prices to provide guidance and pricing recommendations (e.g. proposed prices and overall impact) with supervision

* Develop and update pricing strategy, DPSM guidelines and guardrails by brand and pack size

* Support key customer teams in revenue management decisions (e.g., ED shelf price optimization)

* Conduct Trade Analytics in support of overall Revenue Strategy

* Analyze trade / promotion performance and develop recommendations for changes to DPSM guidelines that improve trade marketing ROI

* Promoted pricing - develop recommendations for price and frequency (weeks / duration)

* Understand different promotion strategies by merchandising model (e.g., Hi-Lo vs. EDLP) and impact from retailer margin strategies

* Support Pricing Operations

* Ensure the introduction of new SKUs are consistent with established pricing guidelines and deliver against the agreed objectives

* Support BU planning and execution including AOP, QFR and individual customer planning processes

* Develop pricing exception guidelines

* 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

* Utilize insights and analytics to support Regional Sales, Innovation, and Channel Management Teams with executing local market pricing strategies

Qualifications/Education/Experience Required:

* Education: Must have a college degree, business degree or other discipline that requires quantitative knowledge

* Demonstrated Performance:

* Demonstrated professional and academic success (e.g. consistently received top evaluations at prior job)

* 5+ years of business experience, at least three within trade marketing, consumer pricing, or revenue management in the consumer sector preferred

* Strong Analytical skills:

* Able to execute complex analytics (e.g., linear regression, customer segmentation, predictive modeling) with little / no supervision

* Able to develop new analytical techniques with support of broader team

* Able to synthesize marketing and pricing information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues and present results)

* Strategic Thinking: the individual must have strong conceptual thinking skills and have a basic understanding of marketing strategies and market research

* Communication skills: the individual must have strong written and verbal communication skills, and be able to actively participate in meetings and group discussions with individuals from various parts of the organization (e.g. leadership, sales, marketing, supply chain)

* Leadership skills: the individual should have demonstrated initiative, and leadership in prior job


Reports to Sr. Director, Revenue Strategy. May also work with category/brand teams, BU Sales teams, Nielsen, Advanced Analytics Team, and Finance.


Provide Brand and BU Sales expertise cross functionally. Render timely decisions on behalf of teams. Ensure adherence to the Insights to Execution framework. Communicate category plans to Field Sales teams. Be voice of customer to brand teams in business plan development.


Position is located in Kimberly-Clark's main campus in Neenah, WI

Ability to travel no more that 10% of the time.

Kimberly-Clark and its well-known global brands are an indispensable part of life for people in more than 175 countries. Every day, 1.3 billion people - nearly a quarter of the world's population - trust K-C brands and the solutions they provide to enhance their health, hygiene, and well-being. With brands such as Kleenex, Scott, Huggies, Pull-Ups, Kotex, and Depend, Kimberly-Clark holds No.1 or No. 2 share positions in more than 80 countries. With more than 140 years of history of innovation, we believe in recruiting the best people and empowering them do their best work. If fresh thinking and a passion to win inspire you, come Unleash Your Power at Kimberly-Clark.

Kimberly-Clark is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.

The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

K-C requires that an employee have authorization to work in the country in which the role is based. In the event an applicant does not have current work authorization, K-C will determine, in its sole discretion, whether to sponsor an individual for work authorization. However, based on immigration requirements, not all roles are suitable for sponsorship.

This position is subject to drug and alcohol testing, including pre-employment testing.

Global VISA and Relocation Specifications:This role is available for local candidates already authorized to work in the role's country only. K-C will not provide relocation support for this role outside of country, this role is available for in-country relocation only.

Primary LocationUSA-WI-Neenah

Additional Locations

Worker TypeEmployee

Worker Sub-TypeRegular

Time TypeFull time

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