Job Title: RGM Manager
Location: Panama, Panama City
About us
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new insights, learn and grow, and unlock a brighter, more exciting future.
Join us to create a career worth celebrating.
About the Function:
Our Sales team love building links, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
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We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.
Market Context:
- The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £389m NSV.
- CCA is a very dynamic market with many opportunities. Our geographical footprint covers 3\7 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+.
- Our model is a distributor-based RTC with 57 partners. We also operate with six distributor Free Trade Zones and with two operators in the border between Mexico and the US. We also handle several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
- The Scotch category accounts for 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region - making us the number one player.
Purpose:
- Revenue Growth Management (RGM) is defined as the application of analytics to discern the customers' perception of product value and then sense, predict, and shape the customer path to-purchase to optimize product, assortment, price, place, pack, promotion, and availability with shopping occasions for profitable revenue growth.
- At its core, RGM in Diageo is about selling the right product to the right consumer, in the right customer, at the right time, at the right price. To deliver our agenda, we will bring to bear on the five RGM levers: headline/strategic pricing, promotional effectiveness, pack and format architecture, trade & portfolio mix, and trade terms.
- The RGM Manager is expected to deliver RGM analysis, guidelines, and plans across CCA Markets and partner with multifunctional collaborators through the RGM levers as the core of E2E Planning.
- Be the impetus for organizational change, leading to the markets becoming obsessed with RGM.
- This role will report to the Head of Growth
Financial Responsibility:
- Responsible for understanding and analyzing the VMPC (Volume, Mix, Price Contribution) tool for Total DIAGEO CCA Market.
- Management and analysis of total Domestic CCA trade investment and Distributor Partners investment
- Pricing and NSV rate drifts reporting, tracking and maintenance.
- Understand and handle CCA Market's value chains for multifunctional analysis.
Key Outputs / Deliverables:
- Be at the front of the transformation into an RGM-driven organization through a strong capabilities program.
- Must be able to synthesize marketing, commercial and finance information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues, and present results).
- Guarantee that RGM is at the center of the E2E Planning process by leading Battlegrounds with the multi-functional teams, as the alignment of the Category Strategy, Trade Strategy, and Portfolio Strategy connecting to the region's strategic ambition.
- Support Commercial Planning on Measuring and Evaluation (M&E) process to drive efficiencies in A&P and Trade Investment, ensuring M&E policy compliance
- Identifying and completing market-level RGM opportunities to optimize revenue and value creation throughout the value chain.
- Supervising and understanding driven dynamics and competitive prices throughout the year to identify additional value creation opportunities or risks.
- Handle and supervise critical metrics to measure success and effectiveness of RGM interventions.
- Ensuring Diageo CCA pricing agenda and related RGM processes run efficiently to optimize Diageo's NSV / GP growth
- Handle trade investment efficiencies to drive net revenue and profitability for DIAGEO.
- Drives internal and external organizational capabilities, processes, and tools in the RGM space to accelerate data insights into commercial action.
- Maintaining RGM data integrity across multiple systems (Excel files, BPM, Anaplan, Lighthouse, etc...) collaborating with BI to drive forward the RGM systems & data implementation.
- Be at the front of the transformation into an RGM driven organization through a strong capabilities program.
- Must be able to synthesize marketing, commercial and finance information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues, and present results).
- Guarantee that RGM is at the center of the E2E Planning process by leading Battlegrounds with the multi-functional teams, as the alignment of the Category Strategy, Trade Strategy, and Portfolio Strategy connecting to the region's strategic ambition.
- Support Commercial Planning on Measuring and Evaluation (M&E) process to drive efficiencies in A&P and Trade Investment, ensuring M&E policy compliance
- Identifying and completing market-level RGM opportunities to optimize revenue and value creation throughout the value chain.
- Supervising and understanding competitive dynamics and driven prices throughout the year to identify additional value creation opportunities or risks.
- Handle and supervise critical metrics to measure success and effectiveness of RGM interventions.
- Ensuring Diageo CCA pricing agenda and related RGM processes run efficiently to optimize Diageo's NSV / GP growth
- Handle trade investment efficiencies to drive net revenue and profitability for DIAGEO.
- Drives internal and external organizational capabilities, processes, and tools in the RGM space to accelerate data insights into commercial action.
- Maintaining RGM data integrity across multiple systems (Excel files, BPM, Anaplan, Lighthouse, etc...) collaborating with BI to drive forward the RGM systems & data implementation.
- Supports Multifunctional team by organizing, analyzing, and finding opportunities from a variety of data sources, such as Nielsen, IRI and Dichter & Neira to identify trends and provide insights-driven recommendations.
- Performing Ad-hoc analyses and create reports to support decision making.
Qualifications / Experience Required
- Strong analytical skills
- FMCG pricing expertise and experience of trade investment analysis is a distinct advantage.
- Ability to influence and build links with the Finance, Marketing and Commercial teams across the organization through experience and know-how.
- Minimum 5 years work experience in both Commercial and/or Finance
- Bachelor's Degree required in Business or related field. MBA a plus.
- English required / Spanish a plus.
- Problem-solving - ability to think through issues and find practical solutions.
- Ability to work around and within a variety of different market conditions and demographic factors.
- Proven record in analytic or commercial/finance roles
- Commercial competence is key
- Excellent Excel skills, with mastery of pivot tables and sophisticated formulas.
Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you're supported to handle your wellbeing and balance your priorities from day one.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, approaches, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
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