Manager Revenue Growth Management

Manager Revenue Growth Management

5-7 years
Not Specified

Job Description

Position - Manager Revenue Growth Management
Location - Mumbai, India
Position Summary
  • This position directly works with India FP&A leader to drive revenue management across the business
  • This role partners with the Revenue Management Leader, APAC in the design & implementation of RGM (Revenue Growth Management) methodology and tools in the markets to identify Net Realized Revenue opportunities across the following but not limited to:
  • Pricing (including pricing strategy and execution etc.)
  • Price pack architecture (tactical whitespaces etc.)
  • Mix Management (portfolio and channel / customer etc.)
  • Promotion Optimization (discounts, allowances & trade spend etc.)
  • Commercial Policy Optimization (trade terms negotiation etc.)
  • The role will be expected to collaborate, identify, execute and leverage best in class RGM insights / dashboards.
  • Market Research and identification of RGM best practices in FMCG industry.
  • Responsible for RGM opportunity identification & implementation across all channels

Key Deliverables:
Revenue Growth Management
  • Build deep expertise in RGM and help develop playbooks and best practices for sharing across RGM team, markets and regional sector teams.
  • Conduct business analyses & generate insight for, a) identification of NRR (Net Realized Revenue) opportunities within specific markets x category cohorts to be executed within the year b) implementation tracking for ongoing project reviews c) building a pipeline of opportunities for execution in following years to enable sustainable NRR growth and d) in-country governance & processes to drive RGM
  • Collaborate with teams to create the measurement and tracking of execution and results of each initiative. Review and understand cause of deviation from results share learnings with broader team for course correction.
  • Build trust and support stakeholders (sales leaders, finance leaders and category leaders) through networking, appropriate work plan, RGM insights & reviews. Discuss with stakeholders to identified opportunities and gain commitment to RGM plans.
  • Assist in the creation of commercial execution plans, ensuring there is clarity amongst the commercial teams of what is expected, and how we will deliver the opportunities identified
  • Delivering business analysis projects, e.g:
    • Spends optimization to improve the effectiveness of spends
    • Prioritisation of to drive greater returns on investments
  • Develop appropriate RGM dashboards and tracking methodologies for top management, country leadership & in-country commercial teams
  • Build a network of revenue management / commercial strategy resources across markets to share methodology, learnings and accelerate adoption of successful initiatives
  • Providing inputs to IT for creation of required tools to drive RGM methodology & execution

Key Relationships:
  • India business - heads of Sales, Marketing & Finance
  • FP&A Leader - India Business
  • Revenue Management Leader - APAC
  • Trade Marketing & Commercial Team Leaders

  • Understanding key elements of revenue management (Pricing strategy, price pack architecture, mix management, promotion optimization, gross 2 net or discounts and customer policy)
  • Ability to structure work-streams overcoming ambiguity (e.g lack of availability of complete data sets)
  • In-depth experience in working with financial data, category & market data (across APAC) to identify commercial opportunities
  • Previous commercial project experience with emphasis on leading / influencing change through data
  • In-depth understanding of various analyses tools (macro, excel etc), techniques (price elasticity, cross elasticity, mix management etc) & terms (Promo ROI, Promo performance, Gross to Net, Price Index, GM% etc)
  • Delivering the analyses & recommendations in an FMCG context through impactful partnerships & ownership from project brief to delivery
  • Quality of deliverables including input data sanctity & robust analyses outputs
  • Experience across modern trade, e-commerce, and traditional sales
  • Demonstrable experience in business analysis, financial planning and reporting within FMCG or similar business
  • Conversant with financial data tools (Anaplan, SAP primary & DMS secondary sales) and market data tools (Neilsen, IRI & e-Comm portals) & Sales IT Tools (CAS, Promax, Newspage etc)

  • As required, upto 20%

Experience & Qualifications:
  • Business Management (MBA or Bachelors) or CA
  • 5-7 years of relevant work experience
  • Commercial experience in consumer goods (trade marketing, FP&A, analytics, revenue management)
  • Utilization of analytical tools & techniques
  • Applying business insights & analytics to achieve business objectives
  • Solid Analytical tools (excel, macro) skills
  • Revenue management experience preferred in the consumer goods industry

The ideal candidate should have headroom for growth after delivering in the current role & would be evaluated for subsequent roles depending on the interest of the candidate and organizational priorities.
Reporting- FP&A Leader - India (who reports to Director Finance)

Job Details

Employment Types:




Kimberly-Clark Corporation is an American multinational personal care corporation that produces mostly paper-based consumer products. The company manufactures sanitary paper products and surgical & medical instruments. Kimberly-Clark brand name products include Kleenex facial tissue, Kotex feminine hygiene products, Cottonelle, Scott and Andrex toilet paper, Wypall utility wipes, KimWipes scientific cleaning wipes and Huggies disposable diapers and baby wipes.
Founded in Neenah, Wisconsin, in 1872 and based in the Las Colinas section of Irving, Texas since 1985, the company operated its own paper mills around the world for decades, but closed the last of those in 2012.With recent annual revenues topping $18 billion per year, Kimberly-Clark is regularly listed among the Fortune 500.
As of March 2020, the company had approximately 40,000 employees

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