Job Description : Role Title : RGM Manager, Caribbean & Central America Purpose At its core, Revenue Growth Management (RGM) in Diageo is about selling the right product to the right consumer, in the right customer, at the right time, at the right price.
We will leverage headline pricing, promotional efficiency, trade terms management, pack and format Architecture and product / channel mix to deliver our agenda.
The RGM Manager is expected to deliver RGM Projects across CCA Markets and partner with local multifunctional stakeholders through the 5 RGM levers : Pricing Strategy, Promotional Strategy, Pack & Format Architecture, Trade & portfolio Mix and Trade Terms.
Be the catalyst for organizational change, leading to the markets becoming obsessed with Revenue Management This role will report to CCA Head of Growth Market Context The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx.
£300m NSV. The domestic markets represent approx. 70% of this NSV and FTZB 30%. It is the most profitable market in LAC both in terms of absolute operating profit and margin.
90% of CCA's NSV is USD invoiced. CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+.
Our model is a distributor based RTC with 57 partners. We also operate with six distributor Free Trade Zones and with two operators in the border between Mexico and the US.
We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
The Scotch category accounts for 70% of Total NSV, playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region making Diageo the number one player.
Decision Making Decide which RGM strategies and levers should prioritize by each market according to each market climate description and identify opportunities from consumer & shopper understanding models.
Decide how to deploy CCA structural price strategy and architecture, as part of the Customer Annual Planning process. Recommending Pricing Scenarios and Impact assessment to drive consistently headline pricing interventions in CCA.
Act and be the key link between Finance, Sales, and Marketing in CCA Trade Terms agenda, and own the Pay for Performance process for CCA's distributor partners.
Make decisions in conjunction with Marketing / CMO, Sales and local distributor to deliver our price promotional plan, ensuring the right optimization of investment.
Creative thinker who can support on Value Creation sessions, connecting CCA Strategies to Battlegrounds and Commercial Plans.
Financial Responsibility Ensure M&E Policy is applied to all planned investments following the agreed guidelines and thresholds (Key CARM Control).
Manage own T&E budget and is expected to adhere to all related policies, and to not exceed assigned budget. The role will be responsible for all Pricing structure in CCA (Key Compliance Control).
Guarantee that RGM levers are embedded within CAP and Monthly processes. Responsibilities Take global thinking and make it locally actionable.
Identifying and executing market-level Revenue Growth Management (RGM) opportunities to optimize revenue throughout the value chain and through active participation in Category Sprints.
Responsible for delivering the Commercial Agreements of the Pay for Performance schedule, leading Finance, Sales, Legal and Commercial Capabilities teams during the end-to-end process.
Work as a key enabler to deliver the pricing effectiveness agenda for the countries, with the country teams (commercial finance, commercial managers, and Sales Opex teams) as well as central functions (CMO and GDBS / BI teams) and distributors.
Ensuring Diageo CCA pricing agenda and related RGM processes run efficiently to optimize Diageo’s NSV / GP growth. Must be able to synthesize marketing, commercial and pricing information to draw insights and actionable recommendations (e.
g., structure the problem, collect data, identify issues, and present results). Fearless in challenging the status quo on NSV / EU and absolute NSV and GP level to constantly improve ROI and brings people together on the journey via rational and emotional engagement.
Support Commercial Planning on Measuring and Evaluation (M&E), ensuring the commercial plans are fully linked to the market's strategic Battlegrounds.
Drive organizational capabilities, processes, and tools to accelerate pricing insights into action. Key Outputs / Deliverables Drive pricing and promotional effectiveness in a compliant way in all CCA markets, collecting pricing and promotional roadmap data from countries, using standard tools and analytics to measure country performance against agreed upon objectives.
Build excellent capabilities to invest our promotional budget in the right brands and with the right promotional mechanics to stay competitive and deliver superior business performance.
Develop with Business Intelligence and Roll-out best-in-class promotion management tool. Own and execute roll out plans across RGM and work alongside our distributors to enable effective knowledge transfer.
Collaborate with Business Intelligence to drive forward the RGM systems & data implementation. Lead the implementation of size mix, channel mix, brand mix to deliver headline prices targets.
Monitoring and understanding competitive dynamics and competitive prices. Experience Strong analytical skills FMCG pricing expertise and experience of trade investment analysis is a distinct advantage Ability to influence and build relationships with the Finance, Marketing and Commercial teams across the organization through experience and know-how Minimum 6 years' work experience, preferible in Commercial or Finance Bachelor’s Degree required in Business or related field.
MBA a plus. English and Spanish required. Problem-solving ability to think through issues and find practical solutions Ability to work around and within a variety of different market conditions and demographic factors.
Strong track record in analytic or commercial sales / finance roles, commercial acumen is key Excellent Excel skills, with mastery of pivot tables, databases, and advanced formulas.
Worker Type : Regular Primary Location : Panama City Additional Locations : Job Posting Start Date : 2022-04-25-07 : 00