Revenue Margin Growth Manager at Kenya Wine Agencies Limited (KWAL)

This position is responsible for driving development and implementation of revenue growth and margin management strategies through effective pricing strategy, mix and margin improvement, promotional effectiveness, trade terms management to maximise the potential of KWAL brand portfolio and drive sustainable profitable growth. 

Main Responsibilities

Revenue Growth

• Implement Revenue Management Road map for KWAL
• Lead the development and implementation of end to end pricing and promotional strategies for the business
• Develop and implement a flexible, RTC driven and sustainable Terms of Trade structure for KWAL
• Constantly analyse and track promotional efficiencies through ROI, uplifts, equity trends and market share
• Steer operational delivery of revenue and gross profit targets via robust tracking and influencing corrective actions
• Embed RMG in existing key processes including Integrated commercial planning, Strategic planning, Annual planning, Sales & Operations and RoFo
• Support the innovation agenda with relevant analysis and insights
• Develop RMG training materials to create RGM awareness and capability within the wider Commercial function and business
• Leverage Heineken Global and HBI RGM best practices and case studies
• Network and drive initiatives cross -functionally, specifically with Commercial, Finance and Marketing Teams

Business case development

• Develop and maintain financial models to support strategic initiatives and business cases, linked to commercial revenue growth

Stakeholder management & reporting

• Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally
• Work with key functions to develop category and brand insights to unlock sustainable value and volume growth
• Use data and data analytics to formulate create revenue dashboards and guide the business to prioritise interventions

Promotion management

• Analyse and optimize promotions to enhance margin growth
• Use advanced models to optimize promo ROI and trading terms

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Master’s degree in Accounting, Commercial, Finance or business related field
• Bachelor’s degree in Accounting, Finance or business related field

Professional Qualifications

• Professional qualification in Finance or Accounting such as Certified Financial Analyst (CFA), Certified Public Accountant of Kenya (CPA-K) or equivalent is a plus
• Must hold a professional membership with Institute of Certified Public Accountant (ICPAK); Association of Chartered Certified Accountant (ACCA) or Chartered Institute of Marketing (CIM)

Experience 

• At least 7 years, 3 years’ experience in management role in finance or commercial 
• Experience in senior financial planning / senior commercial finance role function in FMCG industry or manufacturing is an added advantage
• Practical experience in the use of MS packages and ERP systems
• Proficiency in financial modelling, forecasting, and budgeting
• Excellent understanding of market dynamics and Route to Market (RTM)
• Ability to gather market intelligence