Revenue Management Specialist

Those who look long enough, will almost always find beer on offer somewhere. How does the price of a beer actually come about? And what should that same beer cost if it contains 0.0% alcohol instead of 5%? The Revenue Management Specialist takes the lead in the area of Pricing. A role with a lot of impact and exposure within HEINEKEN Nederland.

Heineken Nederland

Whether it’s in James Bond movies, during après-ski or on a tropical beach – the iconic green bottle is never out of place. Heineken is one of the beautiful Dutch multinationals with a global footprint. Originally a Dutch brewer, Heineken is active in more than 70 countries with more than 250 brands, 140 breweries and more than 73,000 employees. The international head offices are located in the heart of Amsterdam; the headquarters of the Dutch organization will move to brand new premises near Leiden Central Station in the summer of 2020.

“Within Heineken you never stand still. You are always challenged to develop and grow.” – Jacob Sträter, Revenue Manager

In the Netherlands, HEINEKEN carries the Heineken, Amstel, Brand, Affligem, Desperados, Wieckse and Sol beer brands. The brewer is also undisputedly the most important player in the Dutch cider category with the brands Apple Bandit, Jillz, Old Malt Cider and Stassen. In addition, Heineken Nederland has the subsidiary Vrumona to produce and market soft drinks such as SiSi, Crystal Clear and Royal Club as well as license brands including Pepsi, 7Up and Rivella.

Vacancy: Revenue Management Specialist

Currently there is a vacancy in the Revenue Management Team (3 fte) for a Specialist. This team’s mission is to maximize the turnover of HEINEKEN Nederland by ensuring the optimal combination of product, price, packaging, channel and consumer. In addition, the new Revenue Management Specialist will elevate the pricing capabilities of the team to a higher level. In short: it is a role with a lot of impact and visibility.

There is a considerable amount of cooperation with the rest of the organization. Revenue Management works side by side with Sales, Marketing, Trade Marketing and Finance on the plans for the coming years. Revenue Management then works with Demand Planning to identify any potential risk factors in the plans and advises the commercial teams on a possible plan of action to help realize the forecast. Within this framework, the Revenue Management Specialist is given the freedom and responsibility to work both independently and on project basis. Possible examples are determining the price elasticity of the entire product range at SKU level, devising how the Pricing and Promo plans can be pitched to customers, or developing the pricing strategy for (digital) sales channels.

A typical Revenue Management project involves three phases:

– Analysis: Depending on the size and complexity of the available data, the Specialist performs the data analysis independently or in collaboration with an expert from the Data & Analytics team.

– Advice: Based on the analysis, the Specialist distills the insights and draws up practical advice for the commercial organisation. The focus will be on Pricing, Promotions and Category and channel mix.

– Stakeholder management: The Specialist ensures support for the advice and initiatives with the right stakeholders in the commercial organization. Depending on the plans, this will involve Sales, Marketing and/or Trade Marketing. There are several professionals within these specialisms with whom the Specialist regularly collaborates and builds a productive working relationship.

This is an excellent landing spot for consultants within Heineken. Not only does success in this role open doors within Revenue Management but also to, for example, Trade Marketing, Marketing Intelligence, Sales and Finance.

Heineken works with Top of Minds to fill this vacancy.
Contact Annelijn Nijhuis at annelijn.nijhuis@topofminds.com for more information.