NRM Director Role - Control


Job Description :


Net Revenue Management (NRM)
Band Level:
Net Revenue Management Market Director
Diageo North America aspires to leverage Net Revenue Management (NRM) to deliver sustainable price and mix growth higher than the industry. Net Revenue Management drives value through 5 levers: Headline Pricing, Promotional Effectiveness, Pack and Format Architecture, and Trade/Portfolio Mix. To deliver against these levers, we are creating three organizational pillars of strategy, analytics and execution which will work in tandem to move from insights to action, cascade learnings, and create a cycle of feedback and improvements. The organization has committed to data-based decision making, and NRM will play a critical role in bringing this to fruition.


NRM will play a lead role with the price and programming responsibilities. Each market will have increased dedication from NRM market managers, with more managers focusing on fewer markets each. The increased number of market managers per cluster of states will need a strong director to provide leadership around the NRM initiatives and drive deep accountability around execution of pricing plans and strategies.

Decision Making

  • Independent thought starter responsible for DIAGEO headline price and trade spend/promotional planning. Owns the evaluation of where and how we spend our pricing investments

  • This role requires robust stakeholder management and negotiation skills, responsible for making decisions around distributor margin management, overseeing monthly financial distributor reviews

  • Creative thinker who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans connection to plans with our distributor network

  • Has the ability to identify key drivers and variances from VPM reporting, while being able to communicate and prioritize with distributor what to execute in the marketplace

  • Understands the impact decisions will have on commercial landscape across the 3 tier Spirits industry

  • Analytical thought partner who can determine which data is relevant to create actionable and measurable insights

Financial Responsibility

  • Own price/mix/margin delivery of AOP targets

  • Management of trade spend budgets

Management Responsibility

  • Reports into the Head of NRM

  • Will manage approximately 6 NRM market managers

  • Will coordinate with COE/Contractors to help with tactical elements of role, including reporting, and reconciliation, as well as analytical support where appropriate

Complexity of Role

  • Need in-depth understanding of NRM levers (Headline Pricing, Promotional Effectiveness and Trade Terms, Pack and Format Architecture, and Trade/Portfolio Mix) and impact of changes on value chain

  • Need deep commercial experience (finance and/or sales) to guide internal conversations with sales/finance and external conversations with distributors/retailers

  • Need to understand different market archetypes (e.g. chain vs. independent, free goods vs. Discounts, case 1 vs. quantity discounts, control vs. open) and impact on route to consumer

  • Need to understand end-to-end processes of planning to actualization, including navigation of systems landscape

Key Outputs/Deliverables (Identify the key results produced through listing the primary five to seven duties and responsibilities of your role.)

  • Robust people management and development plans

  • Deliver NRM value through price and mix that is ahead of the industry

  • Execute national price direction for both headline price and promotional guidelines

  • Execute NRM Missions

  • Facilitate monthly distributor financial reviews, including deal level VPM reviews, reimbursement tool impact, and dNSV results

  • Review and approve gap close programs and communicate impact to central finance

  • Ensure team is using M&E tools to make data backed decisions in gap close process as well consistent post M&E reviews

  • Leverage TRAX data to inform annual price planning process as well as retailer profitability reviews

  • Ensure Revenue Management Anaplan price models are properly updated


(Knowledge, education, skills and years of experience required to perform the role competently; do not list personal background.)

  • Minimum of 7 years of Business experience, preferably in the Consumer Packaged Goods industry.

  • MBA/post graduate education a plus but not required

  • Strong track record in analytic or commercial sales/finance roles, commercial acumen is key

  • Expertise in one or more of: pricing / promo analytics, tool development, syndicated data, trade terms optimization, promotional effectiveness, finance

  • Familiarity with multiple data sources e.g. syndicated sales data, financial data, and consumer data

  • Experience in managing a team demonstrating succession results

  • Excellent written and verbal communication skills across functions; collaborating with brand/category teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders

  • Strong working knowledge of Microsoft Office (Excel and PowerPoint) and systems aptitude

Worker Type :

Primary Location:
New York 530 5th Ave

Additional Locations :

Job Posting Start Date :

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