Revenue Growth Lead International

We Go Places! How about you?
Immediate Superior: Ramona Sewlal
Location: Stellenbosch, Cape Town
Function: HBI Sales 
Type of Contract: Permanent
Reference Number: 126204​​​​​​​
Closing Date: 16/12/2024

Drive the HBI RMG agenda by  acting as a strategic partner to the LTI as well as the Commerce, Finance, Export Logistics and Marketing functions to deliver the HBI ambition related to sustainable Revenue/hl realization, GP% expansion and value market share gains.

You will be responsible to deliver a compelling Revenue Management Strategy and support implementation collaboratively to ensure profitable revenue growth and shaping and Delivering the HBI RMG strategy via aligning with stakeholders re. the optimal combination of RGM Levers to leverage, namely:

• • Brand and Portfolio pricing

  • Mix management

  • Pack price architecture / Strategic portfolio optimization

  • Promotional optimization

  • Trade Terms optimization

Growing RGM maturity in HBI by embedding a RMG mindset/ethos and common language through RGM Enablers, namely:

• • Developing people

  • Implementing RGM disciplines, processes and tools to govern and ensure course corrective actions

  • Introducing and monitoring RGM specific KPIs and incentives

  • Driving continuous improvement and implementing HEINEKEN Global best practice

Key responsibilities:

Lead the RMG team to deliver across the RMG levers:

Drive net price realization through Brand and Portfolio pricing and Mix management

• Advise on category and SKU specific pricing and mix strategies and execution by channel and region

• Consider macroeconomic trends, consumer value perceptions and price elasticity, brand equity, category and market dynamics, SKU landscape, relative SKU and category profitability, supply chain constraints, cross-elasticities and internal / external cannibalization, brand and pack ladders, price gaps to competitors, competitor strategy and blended category trade margins etc.

• Proactively drive the desired target mix via promotions and trade terms, sales incentives and resource allocation

• Monitor net price realization and by SKU/channel or region and propose course corrective initiatives where necessary

Support the Pack price architecture / Strategic portfolio optimization (SPO) process

• Utilize analytical frameworks that incorporate volume, revenue, relative profitability and strategic pack roles by channel and region to analyze the overall SKU portfolio to identify opportunities to cut the tail and focus on growing the head

• Support the innovation agenda with relevant analysis and insights

• Leverage Heineken Global and HBSA best practice and case studies

• Network and drive initiatives cross-functionally, specifically with the Commercial, Finance and Export and marketing teams.

Maximize Promotional investment returns

• Develop in-house capability to create and maintain granular promotional related quantitative and qualitative data bases and continuously track promotional performance

• Expand promotional metrics, analyses and simple trackers to include (at a minimum) weighted ROI, weighted uplift, promo intensity, equity trends, internal and external cannibalization, share of system margin, depth, frequency, duration, timing, co-promotions, the impact of ATL and BTL/in-store activities as well as TV campaigns, broadsheets and shopper campaigns

• Align insights with relevant teams and issue holistic promotional guardrails and standard dealing parameters by SKU and customer, funded by the regular promotional budget (dependent on data availability)

• Establish rigorous governance processes, including the establishment of the Promotional and Dealing Council to govern over and above strategic promotional initiatives through the Strategic Pricing fund

• Set and track KPIs related to weighted ROI and uplift improvements as well as adherence to promotional guardrails, dealing parameters and governance processes

Trade Terms optimization

• Develop and implement a flexible, fit for purpose (RTC driven), sustainable and financially prudent Trade Terms structure for Heineken Beverages

• Ensure that the structure is underpinned by Heineken Beverages stated guiding principles and SMART KPIs

• Ensure that systems, processes and org design enable the administration and governance of the new Terms structure

Lead the RMG team to deliver across the RMG enablers and improve the HBI RMG maturity by:

• Evaluating the level of HBI RGM maturity and identifying key initiatives to create a multi-year RGM capability building roadmap (including data, systems and processes)

• Building, developing and coaching the RMG team to best-in-class capability – positioning the team at the heart of pricing, promotions, SPO and mix decisions

• Embedding RMG in existing key HBI processes, including SP/AP/RoFo/ICP and CS&L/S&OP

• Tracking & monitoring RMG performance throughout the year vs. targets and guardrails via the RMG waterfall, key reports and integration into HBI decision making forums

• Shaping RMG Data and Tools strategy to ensure fit-for-purpose solutions for all RMG levers

• Driving continuous improvement

• Implementing HEINEKEN Global best practice and case studies

• Developing RMG training material to create RGM awareness and capability within the wider Commerce and HBI

Requirements:

• Minimum Honours and/or post degree qualification (e.g. CA) in Business Science / Finance / Economics / Econometrics / Marketing

• Masters degree in Business Science / Finance / Economics / Econometrics / Marketing and/or MBA preferable

• 15+ years direct RMG and Financial/Commercial experience in sizeable multi-national FMCG companies, preferably experience in alcoholic as well as other CPG categories, including 5+ years of leading a team

• Experience of OpCo commercial and financial systems and governance

• Experience of leveraging consumer and shopper data (Nielsen/IRI/EPOS/panel data/Kantar/GfK etc.)

• Experience in managing external partners and consultants

• Customer/account facing experience an advantage

• Vast experience in international best in class RGM analytical frameworks, techniques, tools, processes and practices

• Strong strategic analytical and modelling skills – ability to review complex, ambiguous/incomplete data, seeing the big picture and distilling key insights

• Intellectual curiosity and self-starter - ability to search out insights and opportunities without prior process/guidance

• Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience – making the complex simple

• Commercial acumen - understanding the consumer, customer and market landscape to translate RMG insights to implementation at outlet level

• Ability to network across functions and teams and driving change by leveraging social capital

• Strong interpersonal/communication/influencing skills to win support and drive decision making at senior levels within the HBI.

• Data-Driven Decision making using specific tools and technologies such as advanced data analytics platforms (e.g., Power BI, Tableau, or advanced machine learning models) . Predictive analytics for future pricing, promotions, and market demand could be an area for expansion.

• Customer-Centric Strategy with a strong customer-specific revenue growth strategies. In advanced RGM systems, key account management and leveraging customer-specific pricing models are essential.

• Digital and E-Commerce Integration: A growing focus in FMCG is the digital transformation of sales and marketing processes. E-commerce and digital platforms are increasingly central to revenue management, including responsibility for optimizing digital sales channels, e-commerce pricing, and online promotions would align with the broader industry trend.

• Change management and organisation/prioritisation skills are also key

• KPIs & ROI on RGM Investments:

• Expanding on the ROI-focused metrics, with clearer examples of how RGM actions translate into tangible business outcomes (e.g., gross profit margin, market share growth, volume uplifts, etc.)

• Leadership, Agility in decision-making, and a strong growth mindset could be further emphasized to highlight leadership expectations

• Collaborate with key functions (sales, marketing, trade marketing) in arriving at the ideal solutions to win against major competitor SKU’s, by brand, channel and region

• Enjoy challenges and work well under pressure

• Experience in successfully guiding and managing teams

• Desire for continued professional development

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.