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Director, Revenue Growth Management Amea

2 weeks ago

HarbourFront, Singapore Mondelez International Full time

Job Description

Context to RGM:
Revenue Growth Management (RGM) at Mondelez is a key organizational priority to drive superior healthy growth over the long-term. It is acknowledged as a critical capability in building competitive advantage.

RGM is focused on category and consumption expansion balancing top & bottom-line growth via a sustainable & holistic multi-year, multi-lever approach that is beneficial to consumers, shoppers, retailers and Mondelez. At its heart it is analytically driven and centers on a total portfolio approach to winning in consumer occasions, channel shopping missions and retailer execution plans.

Specifically, RGM has 4 objectives:
- to increase value- to drive consumption- to expand distribution- to improve investment returns

and can be delivered through a combination of:
- Active Mix Management of SKUs- Price Pack Architecture including optimal bench pricing- Promotional & Trade Terms Management

Purpose of this role:
This position (reporting to the Senior Director for AMEA Sales) is critical to building our organizational capability in RGM and driving superior healthy growth across the Asia, Middle East & Africa (AMEA) region (spanning some 20+ markets). Specifically, this role should:
Establish, align, and deliver the AMEA regional ambition, approach & strategic roadmap for RGM Enable markets to analyze, uncover and unlock RGM insights and sized growth opportunities Entrench RGM as ‘business as usual’ Ensure our markets have the right access to data, analytical tools, and best-in-class RGM methodologies & technologies

Represent RGM for AMEA both inside & outside our organization

Key Accountabilities:
Establish, align, and deliver the AMEA regional ambition, approach & strategic roadmap for RGM:
- Assess AMEA RGM capability needs and define approach, strategic direction, and regional priorities- Align AMEA RGM roadmap with Global RGM Centre of Excellence (COE) & AMEA Lead Team- Build multi-year RGM tactical markets plan to deliver to the strategic roadmap

Enable markets to analyze, uncover and unlock RGM insights and sized growth opportunities:
- Create / refine and execute deployment of RGM training materials to all AMEA markets (playbooks, tools & methodologies)- Support / co-lead RGM project deep dives or ‘sprints’ across prioritized markets to unlock growth opportunities and prioritize executional plans

Entrench RGM as ‘business as usual’:
- Create / refine RGM enablers blueprint for markets including proposed organizational structures with roles & responsibilities; suggested people planning; RGM process establishment including KPI’s and role in AC/SP horizons; required analytical and digital capabilities; ongoing governance- Lead regional governance of RGM - financial & opportunity KPI delivery, progress on capability building

Ensure the markets have the right access to data, analytical tools, and best-in-class RGM methodologies & technologies:
- Understand regional and market data requirements for RGM and ensure an ongoing level of sufficiency with our D&A and I&A teams- Define AMEA RGM digital & analytical needs by market and develop roadmap in partnership with IBS, D&A, and I&A functions- Support / facilitate sharing of best practice tools and technology in RGM and help orchestrate piloting in selected markets- Support / facilitate business adoption of RGM digital platforms and tools

Represent RGM for AMEA both inside & outside our organization- Build required relationships with relevant cross functional teams & leaders across markets- Build RGM community in AMEA and provide coaching to key RGM talent- Facilitate best practice sharing across AMEA markets, including global perspectives- Represent AMEA and AMEA demand requirements / priorities in Global RGM COE- Manage RGM relationships with all external RGM partners within the region

Knowledge:
- Deep understanding of Industry, categories, and key markets within BU. This is a critical ask.- Strong quantitative and qualitative analysis and communication skills required.

Technical/Work Based Skills:
- Ability to effectively plan, prioritize, execute and follow-up in a timely manner and anticipate problems and roadblocks.- Strong demonstration of high analytical ability

General Skills:
- Strong communication skills- Strong influencing leadership- Understanding of consumer, shopper, and customer expectations- Ability to drive cross-functional initiatives

Qualifications:
- University Degree qualified preferably in Commerce, Marketing, or related discipline (e.g., Finance)

**Experience**:
- 15+ years’ experience in FMCG space - would be good to have commercial exposure cross-functionally (marketing, sales, finance, consulting)- Prior experience in customer-facing roles- 3-5 years’ experience in RGM, preferable in AMEA- Demonstrated ability to manage a strong communication & influencing role- Prior regional role experience would be beneficial- Understanding of full P&L- MBA preferable but not mand