Senior Manager, Revenue Growth Management

2 weeks ago

Taguig, National Capital Region, Philippines Coca-Cola HBC Full time

Focus & Scope

  • Identify, validate, and align country Revenue, Profit and Volume pools to ensure a clear opportunity mapping that delivers Revenue, transactions, volume and OI growth.
  • Prioritize opportunity and set addressable targets according to ability to win and strategic priorities.
  • Lead, design and implement integrated system Revenue Growth Management solutions and plans to support top line revenue growth and margin expansion considering all key stakeholders (Consumers, Shoppers and Customers). Such solutions consider OBPPC architecture, Efficient assortment, Pricing roadmaps and promo, terms, and conditions guidelines.
  • Mirror, synchronize and deploy key OU big bets (affordability, premiumization, trade and promo expense optimization, etc.) to each region of the country and country needs. Bi directionally, feed into the OU strategy those local priorities and realities.
  • Assess multiple solutions, scenario modeling and directs recommendations on best way forward to drive Top, bottom line as well as competitive position in each region in the country.
  • Connects RGM solutions to Integrated Execution guidelines considering segmentation, VTM, Picos and channel strategy.
  • Collaborate with the franchise and the bottler in specific projects aiming to bring incremental revenue and profits.
  • Ensures full understanding of system financials and value chains to ensure informed decisions.
  • Actively participate in LRP, BP and RE ensuring key initiatives are represented according to market realities.
  • Tracks deployment of RGM initiatives, ensure control dashboards integrations and provide learnings to all stakeholders.
  • Lead RGM 2.0 processes acting as Project owner ensuring clear processes, routines, and governance in relevant markets
  • Ensures deployment of global/local tools for RGM (Toolkit)
  • Assess data and insights availability and accuracy to ensure fact-based decision making.
  • Ensure talent development within the system, bringing available content to enable the organization to improve RGM methodologies and ways of working.
  • Provide and validate franchise and country results, narratives.

Impact

  • Direct impact in Revenue, transactions, volume, operating income and share results for the country.
  • Influence on margin expansion of the portfolio.
  • Ensures collaboration with the bottler in RGM initiatives.
  • Proactively identify Long-term needs and connect with quick actions to market.

Scope

This is a Philippines country focused role, individual contributor, leading key RGM processes and capability

As an Operating Unit (OU) priority, this role has a strong footprint in integrating LRP and BP processes specifically in PMO, volume, transactions, NSR and OBPPC design.

The role also will be part and/or lead multi-functional initiatives, with strong collaboration with key areas/roles such as Human Insights, Strategy, Finance planning, Frontline Marketing, Commercial Finance, Franchise leadership, Frontline RGM, Global RGM Networks and IT/Platform Services (PS)

KEY SUCCESS PARAMETERS

Experience

  • 5-8 years of leadership experience in RGM/Commercial Strategy/Commercial execution, Channel Strategy with balanced knowledge of consumer and financial elements.
  • Conducted Strategic OBPPC initiatives and financial analytics.
  • Have actively participated in planning processes.
  • Led key plans and initiatives influencing different key stakeholders from different organizational levels and structures.
  • Ensured execution closure by clear KPI tracking and ensure timely learnings and feedback into strategy.
  • Led collaborative system wide initiatives with the franchise and bottler.
  • Bottler experienced would be desired.

Work Focus

  • High interaction with key functions and networks to deliver integrated strategies and plans.
  • Collaborative leadership with Commercial Finance, Franchise finance team, Front Line Marketing, RGM OU leaders and franchise teams to land strategies into actionable plans.
  • High involvement in execution of plans to ensure strategic validation and course correction.
  • Full knowledge of market reality in terms of market context, competitive landscape, consumer reality, trade structure and bottler/system capability.
  • Curious and updated informed of new developments in the FMCG and other Industries and KO network to ensure innovation.
  • Capable of prioritizing multiple initiatives into a portfolio of big bets that generates the largest results for the franchise.

Communication Focus

  • Effective, simple, and succinct communication with internal stakeholders and key Bottling partners
  • Inspirational, think out of the box and engaging with audiences.
  • Close communication and responsive behavior to every day demands on his role.
  • Capable of adapting communication to different stakeholders needs and levels.
  • Capable of identify key performance metrics and narratives according to the audience.
  • Capable of integrating multiple sources of truth into clear narratives.

KEY KNOWLEDGE REQUIREMENTS

Mastery of (REQUIRED)

  • Commercial Strategy
  • Commercial Finance
  • Channel Strategy
  • Advanced Analytics & Insights Generation

Broad expertise in (GOOD TO HAVE)

  • VTM, Customer management
  • Supply Chain
  • Consumer Marketing

Skills:

Influencing
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