What are the responsibilities and job description for the Head of Revenue Growth Management position at RRelocate?
Overview
The Head of Revenue Growth Management (RGM) is a pivotal role within the organization, tasked with developing and enhancing the RGM pillars and capabilities to drive profitable growth. This role requires building a robust RGM agenda through cross-functional collaboration, involving trade, brand, sales, and finance teams. By establishing and driving the RGM way of working and instilling a value mindset across all commercial functions, the Head of RGM ensures a unified approach to revenue management.
Location: Onsite in Hochiminh, Vietnam
Job Responsibilities:
- Build RMG pillars and agenda across functional collaboration including trade, brand, sales, finance.
- Build RGM capabilities for the organization to drive profitable growth
- Centralize solutions and deliver finish products to the regions and the other strategic areas.
- Conduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on channel / customer pricing, promo, trade terms, and mix execution, e.g.:
- Brand Portfolio Pricing & Pack-Price Architecture: Set optimum brand price indexes, conduct Channel Pack Price Architecture white space analytics and recommend new pack launches, translate optimal brand index to SKU list price and recommended shelf price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/channel/accounts
- Continuously drive SKU mix towards growth and profit; set assortment guardrails per channel/region/customer and rationalize SKUs
- Ensure that all commercial actions systematically trade consumer up to more premium brands and packs; via intentional investment allocation, right customer incentives and aligned internal KPIs
- Continuously track promo performance (uplift, ROI) using solid analytics, optimize promo effectiveness and efficiency and set promo guardrails
- Identify profit pool opportunities and defensibility risks, optimize Trade Term scheme and set guardrails to support negotiations
- Power BI Implementation in terms of analytical tools and dashboard for NSR, Trade terms, Mix management dashboard
- Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by channel, account, brand, pack type
- Train RMG Managers of on hard (RMG topics/tools) and soft skills (e.g. business analyses, visualization, stakeholder management)
- Partner with commerce teams on creating and executing RMG agenda
- Develop team members according to the HEINEKEN Learning philosophy by engaging on a regular basis on Personal Development Plan, including leadership and functional competencies and business understanding, and seeking development opportunities for their career path.
- Conduct annual RM assessment; define and execute resulting RM agenda for coming year
- Train relevant functions with OpCo on RM topics/tools
- Drive continuous improvement of RM content & processes within the OpCo
Requirements:
- University degree in Economics/Business Management
- Preferred background in but not limited to Marketing & Sales, Consulting, Finance
- Excellent speaking and writing in English
- 5 - 10 years commercial & analytics experience, preferably in FMCG
- Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
- Intellectual curiosity and ability to search out facts without prior process/guidance
- Passion for delivering result, take ownership and translating insights into concise practical plans for execution
- Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
- High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
- Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
- Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
- Experience of OpCo commercial and financial systems and governance
- Experience of Nielsen/IRI/EPOS data
- Experience of panel data (Kantar/GfK)
- Confident with big data; strong with excel and other data software
- Experience in successfully guiding and managing small teams is an advantage
Job Type: Full-time
Pay: $150,000.00 - $180,000.00 per year
Work Location: In person
Salary : $150,000 - $180,000
