RGM Manager, GTR (London, LND, GB)

What makes this a great opportunity?

The primary purpose of the role is to implement the GTR Revenue Growth Management (RGM) Execution plans for Global Accounts & Americas through the levers of Pricing, Promotional effectiveness, Trade Terms Strategy and Mix.

This role will help drive insights through analytics to support the Global Travel Retail RGM strategy and requires proactive collaboration with other functions in GTR and with other RGM teams in the company.

Role Responsibilities

Support the Center of Excellence for Revenue Growth Management (RGM) in GTR • Implement the 1year RGM plan for the region in pricing, promotion guidelines and other RGM levers to optimize value creation for the business • Champion best practices in RGM for GTR and embed RGM framework to capture revenue realization opportunities • Integrate and lead the RGM agenda in the commercial cycle of the region by implementing the tools and formats for commercial cycle e.g. Customer segmentation, Promo analysis etc • Lead the RGM Business review in the region by running monthly/Quarterly reviews, implementing the formats/tools/process • Support the growth planning sessions with GTR marketing and brand houses • Process Simplification/ Improvement for pricing where applicable

Maximise pricing opportunities through headline & customer pricing improvement • Implement the End-to-End Pricing process for the GTR for Innovations, annual Pricing revisions etc to ensure alignment to GTR strategy and brand objectives • Ensure the pricing are within the guidelines (NSV/cs & GM by sub channel I3Ns (airports, wholesalers etc) • Monitor the Pricing across the key locations and take corrective action along with commercial team if needed

Optimise activity to convert shoppers to purchase at the right level of investment (TPM) • Implement the TPM tool in the region and ensure the information is updated & accurate as per the aligned process • Assess / evaluate individual promotion performance (e.g. uplift, ROI, customer margin, etc.) to deliver the promotion objectives

Drive conditionality in investment to deliver our brand and commercial strategy (G2N) • Implement the G2N model developed by providing the support to commercial teams through analysis and modelling • Track the execution to ensure compliance with agreements, Implement ongoing tracking and governance of Trade Investment plan execution • Develop the Annual G2N plans with the commercial teams and adjust the plans to deliver the regional plans • Liaise with the all the functions (commercial, RGM, Marketing, legal etc) to understand the needs and align on the business outcomes

Embed Mix optimization and a balance focus between volume & value; margins & topline growth • Utilize PVM and Traffic light graphs to understand all price volume & mix risks & opportunities • Ensure correct prioritization of brands using Customer/ Channel Segmentation and other analytics

Qualifications

Qualifications & Experience

8-10 years of experience in analytical roles – with 2-3 years of revenue management experience preferred. Previous roles in sales/ commercial finance preferred. Strong in building financial models and data analytics Cross Functional Working – proven experience in working proactively across commercial functions to deliver total business performance solutions Stakeholder Engagement and Management – demonstrated experience in influencing and managing multiple stakeholders across geographies, building mutually beneficial, profit-focused business relationships

Job Specific Competencies

Tenacity, agility, and rigor Strong planning and problem-solving skills Strong commercial skills and high level of business acumen Excellent verbal, written communication, and interpersonal skills Culturally sensitive attitude and approach Strong time management, able to prioritize a diverse workload and deadlines Demonstrate a ‘drive for results’ mentality

Behavioural Competencies

Entrepreneurial approach Creating innovative solutions Beating the competition together