Head of Revenue Growth Management at Diageo

Context/Scope:

For Kenya Breweries to achieve its ambitious growth and profitability agenda, there is need to transform the way we develop, plan, and execute commercial plans. There is a particular focus required on customer planning, customer performance management and revenue management to increase our current performance by delivering a sustainable balance of volume and price / mix growth that drives value for Diageo, our customers and consumers. This role will deliver best in class revenue growth management capabilities to ensure that KBL has the optimum go to market plan to win internally via the P&L, win externally via market share and enable our customers to create category value. Additionally, this role will embed a holistic Revenue Management approach within KBL processes.

Leadership Responsibilities

• Strategic thinking – lead the development of integrated business plan to deliver multiple objectives across different product categories, brands, and channels. ·
• Shape the future – lead breakthrough thinking for KBL to unlock market growth opportunity. ·
• Commercial acumen – a commercial expert with ability to execute brand and channel strategies through different RTM.
• Exceptional understanding of the point of purchase levers and resource required to execute. ·
• Analytical skills –ability to synthesize and analyze data, generating meaningful insights and recommendations.
• Agility to work in a fast moving, matrix organization and the ability to build strong relationships to deliver desired outcomes.

Key Accountabilities

• Lead the development and implementation of KBL Revenue Growth Management strategies to deliver commercial plan across all channels to achieve financial targets and market share. ·
• Use data science and technology to formulate the Picture of Success and guide the business to prioritize interventions. ·
• Establish rigorous and continuous tracking of the external environment to highlight risks and opportunities relating to the delivery of KBL strategy and plan. Be proactive in mitigating risk, exploring, and testing hypothesis. ·
• Develop proposal to allocate trade investment across channels and customers based on customer segmentation, NSV size and strategic importance.
• Inspire strategic customers to partner with KBL to fuel the future of TBA via compelling category vision and plans. ·
• Develop long-term pricing strategies through Heuristic playbook model · Drive price positioning and indexing across the categories ·
• Through collaboration develop bespoke trade promotion and activation mechanics ·
• Formulate and rollout RGM levers to drive topline and profitability ·
• Develop triple win value and profitability modules for commercial ecosystem

Qualifications and Experience Required

• Graduate degree in business or other disciplines that require quantitative knowledge. ·
• Minimum 10 years of relevant experience in strategy and planning roles, ideally some time spent in revenue management and in customer facing roles. · Understands the end-to-end value chain. ·
• Strong evidence of being a catalyst for change, using data and insights to provoke and inspire a different future and ability to influence different senior stakeholders to execute. ·
• Analytical and strategic skills – must be able to synthesize marketing and commercial information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues, and present results)
• Evidence of strong 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

Barriers to Success in Role

• Inability to deal with complexity and competing priorities and objectives. · Inability to navigate and collaborate with senior management and various teams to secure alignment and execution on KBL strategy. ·
• Anything short of advanced analytical skills and the inability to connect the dots between strategy, planning and execution.