Ryan Coelho

Net Revenue Management Director @Zoetis

Parsippany, NJ, US

Led a 5-member team to provide strategic pricing, modelling, financial analysis and P&L reporting support for the US Cattle, Pork and Poultry businesses, which together account for ~$1.1B in EBIT annually• Rolled out a two-dimensional multi-tiered Price-Volume Medicated Feed Additives (MFA) program, designed to realize an incremental EBIT of ~$2M-$3M annually in sales of MFAs to small and medium sized US Pork customers• Built the optimal rebating strategy to minimize price leakage from sales of a key vaccine product to US Pork customers, resulting in expected savings of $1M annually• Partnered with the US Pork and Poultry Business Units to shape ongoing strategic pricing, promotion strategies and novel NRM initiatives which, in turn, helped realize $2M+ in incremental EBIT each in 2019 & 2020 (EBIT over and on top of that which was reported in the 2019 & 2020 Operating Plans)• Facilitated a two day Strategic Contracting Workshop for all of US Pork’s Sales Managers, designed to stretch the Sales Teams thinking around increasing Share of Wallet (~$5M in identified growth opportunities) at US Pork’s largest Customers• Led the Annual List Price Review for ~200 US Pork and Poultry SKUs with the US Pork and Poultry Marketing Teams, resulting in $1-$2M annually in realized revenue between 2019 and 2021• Modeled and optimized pricing for 4 key products within the US Pork portfolio, in an effort to increase market share across those 4 products, resulting in ~$2M in EBIT impact• Headed model development efforts, complete with scenario analysis and P&L impact, to provide a recommendation on establishing list price for US Poultry’s vector vaccine launch