Revenue Growth Manager

Context/Scope

Diageo is a global organisation with over 28,000 talented people and a presence in 180 countries. Across our 21 markets, our brand portfolio represents our biggest strength and our biggest passion. Be it our global giants, local stars, or premium brands, we use our vision, creativity, and courage to drive the growth of our products worldwide. We invent strong brands for today and for the future, upholding the quality of our products and taking personal accountability for the history and future of our brands.

African businesses account for over 10% of Global Diageo revenue, with a workforce of more than 6,000 employees. We create wealth directly through our operations and indirectly through our broader value chains, where we support development and growth in partnership with businesses and communities.

We are committed to delivering a sustainable performance, and our vision is to be the destination of choice for Diageo investment. We are building a track record of attracting, retaining, developing, and exporting best-in-class diverse talent for Diageo and unleashing people to deliver outstanding performance. We are a force for good in communities and care about the planet with a focus on water, farming, and education, among others, which are the most critical components for our communities.

Today, Africa is a beer region, and we will continue to grow beer fast. We also recognise an even greater opportunity in spirits and recently reorganised our business to focus on transforming and accelerating spirits to double its current revenue through the Southern, West and Central Africa (SWC) South, West & Central organisation.

Purpose of Role

The Revenue Growth Manager (RGM) is responsible for implementing strategic RGM principles in service of West & Central performance and supporting the region in strengthening and embedding RGM capabilities, for the Diageo direct team and partner capabilities. They will leverage data-driven insights and RGM tools to inform revenue and profit growth decisions, ensuring we execute & leverage all levers of RGM.

Top Accountabilities

• Build W&C 3-year RGM strategy, including all RGM levers, price/mix, pack, customer/channel mix, and collaborate with markets to deploy and embed pricing, mix and promo guidelines to drive sustainable and profitable

• Build a 3-year margin & market expansion roadmap to deliver a sustainable commercially viable model for Diageo and partners

• Partner with relevant stakeholders to define and implement RGM levers that deliver sustainable revenue growth and margin expansion opportunities.

• Trade investment governance and controls are in place to ensure all activities are pre-approved and post evaluated to ensure investments are delivered.

• Develop and cascade across the region data-driven insights, tools and strategies that support revenue growth and profitability goals.

• Partner with the pricing team on innovative pricing models and go-to-market strategies to maximise revenue potential

• Lead post-project learning sessions, by building a return-on-investment driver understanding and constantly seek to improve return of total customer investment

• Lead and complete projects that build RGM capability and create new value for Diageo and our customers

• Drive continuous improvement initiatives to enhance commercial standards and deliverables

• Bring external customer and consumer insights and stay abreast of industry trends, market dynamics, and emerging technologies to anticipate opportunities and challenges

Complexity of Role

• Requires in-depth understanding of RGM levers (Headline Pricing,

Promotional Effectiveness and Trade Terms, Pack and Format

Architecture, and Trade/Portfolio Mix) and impact of changes on value chain

• Demonstrates commercial experience (finance, category/commercial insights, and/or sales) to guide internal conversations with sales and finance, and external conversations with distributors and customers

• Needs to understand different market archetypes and route to market complexities by channel (ex: On-Trade vs. Retail, Promotional discounts, etc.)

• Requires critical technical skill and systems ability on internal and syndicated data sources and reporting tools

• Understands Alcohol sales in a regulated landscape as well as markup/margin structure of beverage alcohol

Qualifications, Experience, and Leadership

• 5 years plus of business experience, in commercial especially Revenue and category Growth, pricing, Promo optimisation, Mix management and trade investment roles at global or regional roles within a multinational.

• Ideally cross-functional experience across Category Development, Category Management, marketing, sales and/or finance

• Experience of using RCG recommendations as part of broader customer negotiations

• Leadership skills - demonstrated significant initiative, tenacity, and leadership in prior job.

• Able to build strong relationships, with good stakeholder management, alignment and influencing skills

• Ability to distil massive amounts of data form various sources into a clear and compelling customer story/ insight.

• Able to actively coach and develop others to enable performance and to address the future talent needs of the business,

• Ability to move seamlessly between high level strategy and operational execution

• Evidence of brilliant 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

• Evidence of successfully having driven change / or a major transformation and embedding new ways of working

• Project Management experience and MS office - excellent Excel and PowerPoint skills

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this. We believe the most inclusive and diverse culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.

Join us, and you'll be part of an organisation that embraces 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 - an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this. We believe the most inclusive and diverse culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.

Join us, and you'll be part of an organisation that embraces 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 - an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.