Senior Manager, Revenue Growth Management

This is an individual contributor leading key Revenue Growth Management processes and capability for Malaysia and Singapore.

As an Operating Units (OU) priority, this role has a strong footprint in integrating Long Range Planning and Business Planning processes specifically in Project Management Office, volume, transactions, Net Sales Revenue and Occasion, Brand, Package, Price, and Channel (OBPPC) design.

The role also will be part and/or lead multi-functional initiatives for the specific countries or OU level, with strong collaboration with key areas/roles such as Human Insights, Strategy, Finance planning, Frontline Marketing, Commercial Finance, Franchise leadership, Frontline Revenue Growth Management, Global Revenue Growth Management Networks and IT/Digital Technology Service (DTS).

Job Responsibilities

• Identify, validate, and align country Revenue, Profit and Volume pools to ensure a clear opportunity mapping that delivers Revenue, transactions, volume and Operating Income growth while observing and strengthening competitive relevance.
• Prioritise opportunity and set addressable targets according to ability to win and strategic priorities per key category, channel and segment.
• 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 Occasion, Brand, Package, Price, and Channel architecture, Efficient assortment, Pricing roadmaps and promo, terms, and conditions guidelines.
• Mirror, synchronise and deploy key Operating Unit big bets (affordability, premiumization, trade and promo expense optimisation, etc.) to each region of the countries needs. Bi directionally, feed into the Operating Unit strategy those local priorities and realities.
• Assess multiple solutions, scenario modelling and directs recommendations on best way forward to drive Top, bottom line as well as competitive position in each region in the country.
• Connects Revenue Growth Management solutions to Integrated Execution guidelines considering segmentation, Value to Market, Picos and channel strategy.
• Collaborate with the franchise and the bottler and lead specific projects aiming to bring incremental revenue and profits.
• Ensures full understanding of system financials and value chains to ensure informed decisions through strong business cases.
• Actively participate in Long Range Planning, Business Planning and RE ensuring key initiatives are represented according to market realities.
• Tracks deployment of Revenue Growth Management initiatives, ensure control dashboards integrations and provide learnings to all stakeholders.
• Lead Revenue Growth Management 2.0 processes acting as Project owner ensuring clear processes, routines, and governance in relevant markets
• Ensures deployment of global/local tools for Revenue Growth Management (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 Revenue Growth Management methodologies and ways of working.
• Provide and validate franchise and country results, narratives.
• Lead special Revenue Growth Management projects across the Operating Unit. These special projects could be assigned depending on the relevance of the market and the skills of the position to impact other geographies.

Impact

• Direct impact in Revenue, transactions, volume, operating income and share results for the countries.
• Influence on margin expansion of the portfolio.
• Ensures collaboration with the bottler in Revenue Growth Management initiatives.
• Proactively identify Long-term needs and connect with quick actions to market with clear sequencing and connection with Integrated Execution.

Qualifications & Requirements

• 5+ years of leadership experience in Revenue Growth Management /Commercial Strategy/Commercial execution, Channel Strategy with balanced knowledge of consumer and financial elements.
• Conducted Strategic Occasion, Brand, Package, Price, and Channel (OBPPC) initiatives and financial analytics.
• Have actively participated in planning processes.
• Led key plans and initiatives influencing different key stakeholders from different organisational 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, Revenue Growth Management Operating Unit 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 prioritising 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.