Associate Manager, Revenue Growth Management - Southern Africa at BIC

JOB SUMMARY

The purpose of this position is to lead the development of Revenue Growth Management (RGM) capability for the Southern African markets.  Taking accountability for developing the overall RGM strategy and specific initiatives in partnership with Marketing and regional Sales leads in order to facilitate sustainable growth. In addition, the RGM Manager will lead the build-up of the local RGM foundation across capabilities, RGM tools and data foundation.

One of the key missions will be to translate data and analytics into actionable insights to support revenue growth management objectives via the 5 pillars (portfolio strategy, product assortment and mix, pricing strategy, promotional effectiveness and partnering with customers) and drive sustainable growth initiatives in the Southern African markets.

Additionally, this role will be responsible for tight collaboration across multiple cross-functional stakeholders both within the region, and globally.

MAIN RESPONSIBILITIES / TASKS

• Owns the development and of regional pack price strategy and pricing analytics in order to optimize our offering in the eyes of consumers, shoppers and customers.
• Run pricing/assortment analytics (e.g., pricing potential by pack, price pack curve, brand ladder vs. competition) and simulations. Replaced by bullet point above.
• Develop promotion analytics and share guidelines on improvement of promo calendar (optimal discount depth / lift by pack).
• Create trade transparency and drive trade terms optimization via establishing best-practice trade architecture and customer segmentation.
• Prepares the implementation (e.g., sell-in stories) of all RGM initiatives and align between functions involved in RGM (especially Marketing, Sales and Finance) to implement recommendations.
• Provides tracking of the RGM initiatives, incl. definition of key RGM KPI to be tracked, and reports progress to leadership and offer coaching to respective people within the organization in charge of implementing the RGM initiatives.
• Hold RGM Capability building session with wider organization to infuse RGM principles into ways of working and build required RGM expertise.
• Owns and management of market specific RGM Tools for each level to ensure they remain relevant, insightful and actionable to the local Sales, Marketing and Finance teams.
• Provides training/coaching on relevant tools & methodology to respective stakeholders within the organization.
• Experience working with 3rd party data and research vendors to obtain relevant data applicable to the market is advantageous.
• Supports the planning and execution of annual pricing actions for the Southern Africa region in partnership with Sales, Marketing and Finance teams.
• Provide ad hoc support on RGM-related matters to other functions to help them meet and exceed their budgeted revenue targets and continually improve margins.

QUALIFICATIONS

• Bachelor’s degree in Finance, Business or a related analytical field
• At least 2 years of prior revenue management experience required
• 3+ years of business experience in a data and analytics role within FMCG
• Previous role in Category, Sales, or Finance will be advantageous
• Knowledge of the Southern Africa market/trade environment required
• Ability to work collaboratively across different functions in the organization
• Proven success developing Pricing, Promotion, Assortment and Trade optimization within an FMCG environment
• Must have strong financial analysis skills
• Highly proficient using (financial) analysis tools such as Excel, JDEdwards, etc.. – proficiency in PowerPoint
• Knowledge of IRI, Nielsen systems will be a plus
• Results-oriented leader with proven track record for delivering sustainable results
• Good interpersonal skills, especially influencing skills
• Strong change management capabilities are a plus