Previous Nominations of
SFS Team Recognition Award - Second Edition
Japan Market Finance
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- Japan Market Finance
Japan Market Finance
Members
Japan Finance team provided excellent co-pilot support to the Japanese business across all elements of portfolio strategy, channel strategy, pricing plans and analysis, RRP commercial engine investment choices and analysis, competitive analysis, fiscal policy analysis/ strategy and approach. They worked hand in hand with every single member of the Japan market management team and made invaluable contributions in every respect. Results delivered are 2021 FY RRP SOM increase of +2.4pp, RRP users increase of 0.8mio or +11.6%, RRP volume increase of +9.3%, NR growth of +13.4%, OI growth of +17.6% with OI margin expansion of +190bps (RF11). Excellent business results were achieved on the backdrop of many challenges. The global device supply shortage has necessitated numerous unplanned changes to the commercial calendar including Iluma launch. Also, the competitive activities have intensified both in the RRP and cigarette segments with new and improved product launches, aggressive device pricing and increased marketing communications. PMJ has managed the challenges with agility and speed, and the Finance team has always been part of developing business solutions. Below are examples of how they copiloted with the business. Value Created (318 words) Played an instrumental role in the fast roll-out of Iluma/Terea ecosystem. The finance team developed numerous, incisive device and consumables volume, users, resource allocation scenarios under very tight timelines due to changing commercial plans and with many unknown assumptions e.g. new user acquisition, conversion of users, cannibalization of the blade portfolio.
Improving controls around consumer programs. Risk & Controls Team collaborated relentlessly with the other business functions to improve controls around consumer programs such as lending, MGM, loyalty in own sales channels prior to Iluma launch, in order to limit potential device resellers, who continuously try to benefit from programs designed for genuine consumers. This was also important at the time of global supply shortage. The controls put in place work very well, the risks have been minimized and the teams continue to enhance our processes, systems and fraud monitoring.
Navigating device channel allocation during global device supply shortage. Commercial, Supply Chain and Finance functions worked very closely together for the best allocation of devices among sales channels to maximize new users’ acquisition. Finance has also continuously challenged and provided insightful analyses of the commercial engine optimization and proactively identified and assessed investment choices in consumer programs and sales channels (e.g. support to investment in indirect retail in order to ensure long term visibility of PMJ expanded portfolio of consumables following Iluma/Terea launch)
Played a key role in Oct Pricing. Finance has played a key role in the consumables pricing strategy preparation prior to October excise hike for cigarettes and RRP consumables, as well tax harmonization of the cigarillo segment. The team has developed incisive competitive analyses, scenarios and proposals, which enabled right pricing decision to maximize growth opportunities in the RRP and value-for-money cigarette segments. The competitive moves were quite accurately predicted and thanks to our responses, PMJ share of market has grown both in the RRP and cigarettes segments post price hike.
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Previous Nominations of
SFS Team Recognition Award - First Edition
Japan Market Finance
- Home/
- Japan Market Finance
Japan Market Finance
Members
Japan Finance team provided excellent co-pilot support to the Japanese business across all elements of portfolio strategy, channel strategy, pricing plans and analysis, RRP commercial engine investment choices and analysis, competitive analysis, fiscal policy analysis/ strategy and approach. They worked hand in hand with every single member of the Japan market management team and made invaluable contributions in every respect. Results delivered are 2021 FY RRP SOM increase of +2.4pp, RRP users increase of 0.8mio or +11.6%, RRP volume increase of +9.3%, NR growth of +13.4%, OI growth of +17.6% with OI margin expansion of +190bps (RF11). Excellent business results were achieved on the backdrop of many challenges. The global device supply shortage has necessitated numerous unplanned changes to the commercial calendar including Iluma launch. Also, the competitive activities have intensified both in the RRP and cigarette segments with new and improved product launches, aggressive device pricing and increased marketing communications. PMJ has managed the challenges with agility and speed, and the Finance team has always been part of developing business solutions. Below are examples of how they copiloted with the business. Value Created (318 words) Played an instrumental role in the fast roll-out of Iluma/Terea ecosystem. The finance team developed numerous, incisive device and consumables volume, users, resource allocation scenarios under very tight timelines due to changing commercial plans and with many unknown assumptions e.g. new user acquisition, conversion of users, cannibalization of the blade portfolio.
Improving controls around consumer programs. Risk & Controls Team collaborated relentlessly with the other business functions to improve controls around consumer programs such as lending, MGM, loyalty in own sales channels prior to Iluma launch, in order to limit potential device resellers, who continuously try to benefit from programs designed for genuine consumers. This was also important at the time of global supply shortage. The controls put in place work very well, the risks have been minimized and the teams continue to enhance our processes, systems and fraud monitoring.
Navigating device channel allocation during global device supply shortage. Commercial, Supply Chain and Finance functions worked very closely together for the best allocation of devices among sales channels to maximize new users’ acquisition. Finance has also continuously challenged and provided insightful analyses of the commercial engine optimization and proactively identified and assessed investment choices in consumer programs and sales channels (e.g. support to investment in indirect retail in order to ensure long term visibility of PMJ expanded portfolio of consumables following Iluma/Terea launch)
Played a key role in Oct Pricing. Finance has played a key role in the consumables pricing strategy preparation prior to October excise hike for cigarettes and RRP consumables, as well tax harmonization of the cigarillo segment. The team has developed incisive competitive analyses, scenarios and proposals, which enabled right pricing decision to maximize growth opportunities in the RRP and value-for-money cigarette segments. The competitive moves were quite accurately predicted and thanks to our responses, PMJ share of market has grown both in the RRP and cigarettes segments post price hike.
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