Head of Revenue Growth - West & Central Africa at Diageo

Purpose of Role

• Head of Revenue Growth Management is responsible for implementing strategic RGM principles in service of West & Central performance and supporting the region in strengthening and embedding RGM capabilities, for the Diageo direct team and partner capabilities.
• They will leverage data-driven insights and RGM tools to inform revenue and profit growth decisions, ensuring we execute & leverage all levers of RGM.

Top Accountabilities

• Build W&C Africa 3 year RGM strategy, including all RGM levers, price/mix, pack, customer/channel mix, and collaborate with markets to deploy and embed pricing, mix and promo guidelines to drive sustainable and profitable
• Build a 3 year margin & market expansion roadmap to deliver a sustainable commercially viable model for Diageo and partners
• Partner with relevant stakeholders to define and implement RGM levers that deliver sustainable revenue growth and margin expansion opportunities.
• Trade investment governance and controls are in place to ensure all activities are pre-approved and post evaluated to ensure investments are delivered.
• Develop and cascade across the region data-driven insights, tools and strategies that support revenue growth and profitability goals.
• Partner with the pricing team on innovative pricing models and go-to-market strategies to maximise revenue potential
• Lead post-project learning sessions, by building a return-on-investment driver understanding and constantly seek to improve return of total customer investment
• Lead and complete projects that build RGM capability and create new value for Diageo and our customers
• Drive continuous improvement initiatives to enhance commercial standards and deliverables
• Bring external customer and consumer insights and stay abreast of industry trends, market dynamics, and emerging technologies to anticipate opportunities and challenges

Complexity of Role

• Requires in-depth understanding of RGM levers (Headline Pricing, Promotional Effectiveness and Trade Terms, Pack and Format Architecture, and Trade/Portfolio Mix) and impact of changes on value chain
• Demonstrates commercial experience (finance, category/commercial insights, and/or sales) to guide internal conversations with sales and finance, and external conversations with distributors and customers
• Needs to understand different market archetypes and route to market complexities by channel (ex: On-Trade vs. Retail, Promotional discounts, etc.)
• Requires critical technical skill and systems ability on internal and syndicated data sources and reporting tools
• Understands Alcohol sales in a regulated landscape as well as markup/margin structure of beverage alcohol

Qualifications, Experience, and Leadership

• 5 years plus of business experience, in commercial especially Revenue and category Growth, pricing, Promo optimisation, Mix management and trade investment roles at global or regional roles within a multinational.
• Ideally cross-functional experience across Category Development, Category Management, marketing, sales and/or finance
• Experience of using RCG recommendations as part of broader customer negotiations
• Leadership skills – demonstrated significant initiative, tenacity, and leadership in prior job.
• Able to build strong relationships, with good stakeholder management, alignment and influencing skills
• Ability to distil massive amounts of data form various sources into a clear and compelling customer story/ insight.
• Able to actively coach and develop others to enable performance and to address the future talent needs of the business,
• Ability to move seamlessly between high level strategy and operational execution
• Evidence of brilliant management of a P&L, demonstrable examples of balanced and effective investment decisions and market share growth, plus a history of in-flight Business Performance Management and course correction
• Evidence of successfully having driven change / or a major transformation and embedding new ways of working
• Project Management experience and MS office – excellent Excel and PowerPoint skills