Head of RGM

Job Description :

Purpose of Role

Diageo’s RGM ambition is to deliver a sustainable balance of volume and Price / Mix growth that delivers value for Shoppers, Distributors and Customers as well as Diageo.

The Diageo approach to RGM is grounded in turning Shopper and Consumer understanding and insight into Category Growth actions that result in more people choosing to purchase more often, spend more and choosing Diageo brands more often.

This means making sure the right products are available in the right outlets at the right price with the right incentives.

To achieve this, the Diageo Way of RGM applies a 5-lever approach to develop recommended commercial actions that will address key category and business issues and opportunities to be addressed in a specific Category in a Country:

• Strategic Pricing: Does the Price positioning of our portfolio of Brands reflect our business objectives? Is it aligned to Shopper willingness to pay?
• Pack & Format Architecture / Pack Price Architecture: Do we have the right packs and formats to meet key consumption occasions and shopping missions across all channels; does the pricing of each format support our Strategic Pricing for the brand?
• Trade and Portfolio Mix / Active Mix Management: Are we investing in areas where we have a right to win profitable market share? Are our Availability and Investment strategies aligned to Brand strategies and Profit Headroom opportunities?
• Promotion Effectiveness: Do we want to invest more, less or the same? Where do we want to invest to drive profitable growth? What are we trying to achieve with our investment? What are the most effective mechanics to deliver the outcomes we are seeking? What is the appropriate timing, duration and frequency?
• Trade Terms: does our Trade Terms structure support our commercial strategy and ensure conditionality; are we incentivising our customers to support our commercial strategy (always in a legally compliant manner).
• The outcomes and decisions that come from applying the 5-lever approach are taken and inform business decisions taken through Business-as-Usual processes such as Commercial Planning, AOP (Annual Operating Plan), Customer Joint Business Planning, and Promotion Planning and M&E.

Role Responsibilities

Enable joint value creation conversations with Customers. Challenge to drive different commercial decisions to be made which maximise revenues and profits for Diageo and our Customers in the short and long term through the execution of RGM processes and activities.

Lead cross-functional approach to development of commercial strategies and decisions that drive sustainable growth for Diageo and our Customers / Distributors based on shopper insights using the Diageo Way of RGM 5-lever approach

Drive improved RGM capability across organisation (All functions at all levels)

• Drives development and implementation of RGM Strategies by leading the 5-lever Framework ‘Sprint’ approach:
  • Gain engagement and lead a cross-functional team Brand, Finance, Customer Marketing, Consumer & Shopper Insights, Supply Chain, Sales, etc.) to deliver analytics-based recommendations for commercial decisions and actions across all 5 RGM levers that drive a Triple Win (Customer, Shopper/ Consumer, Diageo)
  • Lead the delivery of RGM Sprint (Category strategy development) workshops:
    • Drive alignment with senior cross-functional stakeholders on key category and business issues / opportunities to be addressed
    • Develop hypotheses on drivers of issues
    • Turn available data into insights to prove or disprove the hypotheses using RGM analytics.
    • Drive recommended commercial decisions and actions in relation to Strategic Pricing, Pack & Format architecture, promotional investment and plan guiderails, and distribution & assortment plans
    • Ensure recommendations drive incremental value for all parties in the value chain – Diageo, our customers / distributors and our consumers.
    • Develop compelling Customer / Distributor selling propositions which position Diageo as being seen as an expert in this space and facilitate Joint Value creation conversations with our Customers (Distributors and/or Retailers as appropriate)

RGM informs decision-making through Business-as-Usual Processes (Planning, Do and Review):

• Marketing Business Planning: Inputs RGM insights and recommended actions for Strategic Price & Pack Price Architecture into Marketing Business Plans.
• Commercial Planning: ensures recommended commercial actions based on analysis done using the 5-lever framework in the RGM Strategy Development Sprints, are the backbone of Commercial Plans. These will balance implementing the Trade and Portfolio Strategic direction and brand ambition with hitting annual targets. They will directly inform outlet execution standards.
• Joint Business Planning: support sales teams in using RGM initiatives and thinking as variables in Customer negotiations.
• AOP: together with Customer Marketing (CP&A) and Commercial Finance, ensure AOP targets including Price Mix are related to Commercial plan actions / decisions and Trade and Portfolio Strategic direction
• Performance Management (Business Performance Management and Customer Performance Reviews):
  • Participate in monthly reviews to understand performance of decisions and their financial outcomes vs plan
  • Ensure RGM approach is at the core of course- correction thinking and decision-making process, making recommendations as appropriate
  • Understands the volume, price and mix drivers of NSV growth, using VMPC tools
• Trade Investment M&E: Ensures the RGM approach & thinking helps drive recommendations for decisions on future Trade Investment choices: given what the investment is being used to achieve, what are the right mechanics, duration, frequency and timing of promotional investment to achieve the desired outcomes.
• Innovation/ trade terms/ price harmonization – partners with wider teams to identify opportunities and create commercial recommendations as needed

• Drives improved capability and ways of working across the local market:

• Builds broader organisation capability both through formal training (in partnership with Regional and Global Team) and on-the-job coaching
• Drives transformation to embed RGM as part of Business-as-Usual ways of working and decision-making to achieve business targets

Qualifications & Experience Required

QUALIFICATIONS

• BCom, BTech – Economics, Accounting, Finance, Marketing & Sales or relevant business qualification
• Experience in FMCG is advantageous.
• Strong commercial, strategic and financial acumen

EXPERIENCE

• 7+ years’ experience cross functional experience, mostly commercial, finance and strategy.
• 5 years management role with ability to demonstrate successes in leading, building and developing strong teams.
• Leadership of matrixed teams operating in complex, multi-channelled settings
• Strong knowledge & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations and strategy development

SKILLS

• Inspirational leadership; people management and leadership
• Strategic data and market analyses for decision-making
• Talent acquisition; coaching; networking and influencing; communication.
• Storytelling – putting data into action
• Business acumen, planning; negotiating; training and development; performance management; systems and problem solving

Barriers to Success in Role

• Lack of subject matter expertise or ability to engage and influence the countries and markets in this agenda
• Low levels of stakeholder management, alignment and influencing skills
• Lack of commercial and financial depth
• Limited experience of change management
• Inability to deal with ambiguity or pivot when market circumstances change (lack of agility in decision-making)

Are you ready to join us on our journey to create history in South Africa and beyond?

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace 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 and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Worker Type :

Regular

Primary Location:

Waterfall

Additional Locations :

Job Posting Start Date :

2025-02-17