Overview
The main objective of this role is to develop and execute revenue management strategy for the Unit. They will work with the central revenue management team, and unit sales teams to track market trends, evaluate and recommend Price / Pack Architecture according to consumer insights and MC implications, ensure pricing effectiveness to maximize market share, NRR & profitability.
Revenue Manager will be critical in driving sustainable profitable revenue growth, taking into consideration the key levers of- Pricing, Pack Price, Trade Spend and Mix. The role would act as the extended RM team – reviewing key price plans and would ensure region centric revenue interventions. Hence, the role would work across unit functions to ensure integrated & effective strategies & plans to drive business growth.
The role is a member of the unit leadership team reporting to the Unit Head – for the region & will have dotted line reporting to RGM India BU Lead
Responsibilities
Sales Mix Management- Collaborate closely with Area Sales Managers (ASMs) and Zonal Managers (ZMs) to review and drive mix for Brand X Packs across channels.
Work closely with BU RGM team and drive key initiatives
Monitor sales performance and provide actionable insights to ASMs/ZMs for optimizing brand mix and meeting regional targets.
Competitive Intelligence and Market Insights- Proactively track and report on competitive actions, analyzing their potential impact on revenue and market share.
Regularly update ASMs/ZMs on competitive strategies and trends, enabling informed decision-making and timely adjustments in the field.
Pricing and Scheme Management- Stay current with pricing actions across markets and ensure alignment with company objectives.
Oversee outlet-level scheme uploads, monitoring scheme effectiveness and compliance.
Lead the design and review of promotional schemes tailored to specific channels and product packs, focusing on simplification and effectiveness.
Investment Tracking and Reporting- Track and report KPIs related to investment activities, providing regular updates on investment effectiveness and ROI.
Implement secondary channel tracking to capture additional revenue opportunities and ensure comprehensive performance monitoring.
Cross-functional Collaboration- Participate in cross-functional reviews led by HO (Head Office) teams, providing critical insights and feedback on revenue strategies.
Coordinate with sales, marketing, and finance teams to align revenue initiatives with organizational goals.
Strategic Analysis and Problem-Solving- Perform root cause analysis to identify revenue barriers and implement data-driven solutions.
Maintain a strategic approach to revenue management, employing analytics and insights to drive sustainable growth.
Engagement and Communication- Engage proactively with ASMs and ZMs, facilitating open discussions to resolve challenges and optimize sales effectiveness.
Serve as a point of contact for ASMs/ZMs, offering guidance and strategic support to ensure revenue targets are met.
Qualifications
- Premier B-School MBA with min 7 years of experience
- 1 traditional/ general trade ASM stint in FMCG is pre-requisite
- Strong analytical & presentation skills (MS Excel, PPT expert)
- Self-motivated, disciplined, passionate for the brand
- Sound attention for details
- Ability to work with different people and exert good organization impact with confidence
- Desire and capacity to coach and transfer skill/knowledge to others
- Excellent stakeholder management
- Excellent interpersonal skills and strong communication
