About the role
As the regional head for Revenue Growth Management (RGM), you will be accountable for creating value and financial impact for our company. You will help build and develop regional capabilities to drive sustainable NSV & GP/case growth by creating best in class RGM practices that enables us to Set, Get and Keep price as well as to optimize mix. Your ability to combine a strategic business approach while managing multiple projects at any given time will be key, as will be your comfort in working seamlessly within the matrix, in particular with the Marketing and Commercial leadership teams as well as influencing and coaching a diverse team.
You will support region annual growth in net revenue and gross profit per case through a best in class Revenue Growth Management practice (analysis, strategy and programs) that is fully embedded in the IAP process.
You will help build, enhance & embed the global functional capability program around the 4 pillars (Price to Consumer, Price to Trade, Mix Management & Promotion Management) driving value growth across markets in the region
You will apply the frameworks, tools and guidelines to drive greater effectiveness and ROI of commercial investments and promotional spending
This role is varied and while based in the Mexico offce, a large percentage of your time will be interacting with the local Market teams as well as key Customers. As a result, you can expect to be travelling to stay connected to all stakeholders.
Key accountabilities and responsibilities
Drive results & excellence in execution
Embed our RGM practices in the regional IAP process providing the consistency and transparency required to develop, implement and track our consumer & trade pricing and promotional initiatives.
Challenge the organization ensuring our channel strategies lead to continous occasion-brand-pack-price channel mix optimization in order to drive NSV and GP per case.
Apply the frameworks and capability to manage and drive profitability by channel enabling the marketing and commercial teams to effectively allocate resources.
Apply frameworks to measure and continuously improve promotional investment ROI across markets
Together with the category and commercial leadership teams ensure our Consumer Price Strategy reflects consumer willingness to pay whilst simultaneously adhere to global minimum pricing to support global price growth where possible.
Apply the global Price to Trade & Terms framework which drives trade spend transparency and optimization, and enables the commercialization of our Category Pricing strategies
Develop talent and capability
Together with the commercial team and country managers, support the embedding the RGM capabilities to build the organisation's capacity to deliver year on year value growth.
Build a learning organization by creating a "share, steal and reapply" culture that systematically builds a global & regional database of RGM best practices
Provide countries with the RGM expertise and advice to enable an effective commercialization of category strategies and initiatives.
Work with the Global RGM Team and Markets to build capabilities and sustained ways of working.
Ensure implementation of learning and development plans and sustained learning for everyone in your team
Create a winning team
Build a sense of community across the region and countries
Set an inspiring vision and align the team behind challenging targets while creating a passion for winning
Create a culture of excellence in execution that recognizes and rewards high performance
Ensure all employees have a knowledge of Bacardi company history and culture
Measures of success
Performance: Achieve Total Net Sales Value (NSV) and Gross Profit growth targets vs. budget and NSV and GP per case target ahead of plan
Value share: Deliver target value share growth
IAP & Execution: Build a regional data base of RGM Best Practices and timely delivery of IAP targets and its agreed RGM programs in all markets
Customer: Deliver Customer Profitability targets
Employee Engagement: Achieve sustained improvement in engagement and enablement
Talent: Deliver against talent management objectives
Critical experiences for success
To be successful in this role you will have/be:
5-8 years of experience working for FMCG and multinational companies
Preference, not mandatory, experience in soft drinks or beer industry
Experience in Customer Marketing (e.g. in roles in Strategic Category Management, Purchaser/Shopper Marketing, Sales and Channel Strategy, Integrated Business Planning, Revenue Growth Management)
Experience in developing & embedding RGM Enablers (Price to Consumer, Price to Trade, Mix Management & Promotion Management) across On and Off Trade
Experience in Commercial Finance Roles
Strong Commercial skills
Experience in roles related to understanding customer and channel dynamics
Experience in strategy roles in an international environment in FMCG
Strong management skills gained through hands on line management experience
Proficiency in English and Spanish
The following experiences are preferred:
Experience within one or more companies that have an established reputation for shopper marketing excellence
Experience in the Spirits and/or overall beverage Industry is a distinct advantage
Our ways of working
Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We're caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We're passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we're most proud of: our True Heart and Winning Spirit - both in our home markets and across the world.
London & Home Counties, England