Revenue Growth Manager

Role Dimensions

The GB market represents a significant scale and growth opportunity for Diageo over the next 5 years. With a historic strength in the Spirits category and an iconic brand in Guinness within Beer, Diageo is well placed to accelerate its market share growth and deliver upper quartile net sales and profit CAGR returns through to 2026. In order to unlock this performance, it is essential that Diageo has best in class revenue management capabilities in order to deliver the NSV, markets share and margin expansion goals.

The Revenue Growth team is responsible for defining and designing the commercial strategy across all categories and channels, translating our long term trade and marketing strategies into actionable commercial plans that the sales teams implement. Working in partnership with category management, marketing, activation, innovation, commercial and finance, Revenue Growth Managers build winning commercial plans through the lens of channels - the plan that drives what, where and how we implement - and performance manage the business against these set objectives. This team are decision makers on the brands strategy on pack, price and promo and input into decisions on presence (assortment) and placement. The team will also understand the impact of all NRM and GM levers and build plans to drive net revenue realisation and margin expansion.

Top Accountabilities

Functional:

• Partner with the Head of RGP for the category to develop an integrated commercial plan for Diageo GB that combines the needs of brands, channels, customer and Diageo's short- and long-term market share and financial goals. This is the Go-to-Market plan that GB commercial teams implement - work in partnership with Category Strategy, Shopper Marketing, Innovation and Customer Marketing teams to do so.
• Aid in the development and deployment of competitive, share winning and revenue growing pricing and promotional strategy that fulfil shopper metrics.
• Build a bank of M&E, creating a deep understanding of the end-to-end value of customer investment and building benchmarks for on-going optimisation.
• Work with sales teams and commercial finance controllers to ensure adherence to the pricing policy, ensuring appropriate governance and controls are in place for all customer investment
• Support the commercial teams to develop investment cases that deliver revenue and margin expansions and facilitate the approval process.
• Support RGM sprints to define revenue and margin enhancement opportunities around pack, price, promotion, channel and embed into the commercial plans working closely with the Category Strategy & Development, Shopper, Consumer and Customer marketing teams
• Support the performance management rhythm, working closely with BPM, finance and customer marketing to course correct the commercial plan in year

Leadership:

Win through Execution

• Sets and pursues direction without guidance and takes a wide view of their accountabilities
• High energy and ambition to achieve successful outcomes and high standards
• Balances analysis and execution and adjusts thinking in the face of new information
• Actively spots opportunities or issues and identifies which are urgent and important
• Generates a range of workable solutions, decides what should be done and takes action

Shape the Future

• Sees the big picture and possibility from multiple angles and through a creative lens
• Frames issues in a way that creates clarity and incorporates others' best thinking
• Accurately digests large amounts of information and breaks down complex problems thoroughly
• Challenges themselves and others to take on new or unfamiliar tasks and ways of working

Inspire through Purpose

• Finds broader meaning in their work and aspires to make a significant difference
• Reads their environment and understands how culture and context influences people's perspectives
• Is actively aware of the impact they have on others and tunes in to the needs of individuals around them
• Communicates in a compelling, persuasive and impactful way
• Draws on a variety of influencing styles to engage different audiences

Invest in Talent

• Displays confidence in their ability to meet challenges and succeed
• Maintains belief and optimism and bounces back quickly from setbacks or failures
• Demonstrates a realistic and thoughtful awareness of their own capabilities
• Proactively seeks feedback and development for growth and takes action

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