Title:  Revenue Margin Growth Manager

We Go Places! How about you?

Location: Kiambu
Function: Commerce
Sub Function: Commerce - Sales - Functional Management
Type of Contract: Permanent
Closing Date: 16-04-2025

Join KWAL and be a part of something bigger, as we accelerate excellence as a proud member of the HEINEKEN global family.  While we unlock new opportunities and shape the next chapter of our journey, KWAL is embedding a high-performing, agile business driven by innovation and purpose. If you're energized by transformation and inspired to make a meaningful difference, this is your moment to lead change and grow with a business that’s going places – fast!

Job Purpose

This position is responsible for driving development and implementation of revenue growth and margin management strategies through effective pricing strategy, mix and margin improvement, promotional effectiveness, trade terms management to maximise the potential of KWAL brand portfolio and drive sustainable profitable growth. 

Main Responsibilities

Revenue Growth

• Implement Revenue Management Road map for KWAL
• Lead the development and implementation of end to end pricing and promotional strategies for the business
• Develop and implement a flexible, RTC driven and sustainable Terms of Trade structure for KWAL
• Constantly analyse and track promotional efficiencies through ROI, uplifts, equity trends and market share
• Steer operational delivery of revenue and gross profit targets via robust tracking and influencing corrective actions
• Embed RMG in existing key processes including Integrated commercial planning, Strategic planning, Annual planning, Sales & Operations and RoFo
• Support the innovation agenda with relevant analysis and insights
• Develop RMG training materials to create RGM awareness and capability within the wider Commercial function and business
• Leverage Heineken Global and HBI RGM best practices and case studies
• Network and drive initiatives cross -functionally, specifically with Commercial, Finance and Marketing Teams
   

Business case development

• Develop and maintain financial models to support strategic initiatives and business cases, linked to commercial revenue growth

Stakeholder management & reporting

• Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally
• Work with key functions to develop category and brand insights to unlock sustainable value and volume growth
• Use data and data analytics to formulate create revenue dashboards and guide the business to prioritise interventions
   

Promotion management

• Analyse and optimize promotions to enhance margin growth
• Use advanced models to optimize promo ROI and trading terms
   

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Master’s degree in Accounting, Commercial, Finance or business related field
• Bachelor’s degree in Accounting, Finance or business related field

Professional Qualifications

• Professional qualification in Finance or Accounting such as Certified Financial Analyst (CFA), Certified Public Accountant of Kenya (CPA-K) or equivalent is a plus
• Must hold a professional membership with Institute of Certified Public Accountant (ICPAK); Association of Chartered Certified Accountant (ACCA) or Chartered Institute of Marketing (CIM)

Experience 

• At least 7 years, 3 years’ experience in management role in finance or commercial 
• Experience in senior financial planning / senior commercial finance role function in FMCG industry or manufacturing is an added advantage
• Practical experience in the use of MS packages and ERP systems
• Proficiency in financial modelling, forecasting, and budgeting
• Excellent understanding of market dynamics and Route to Market (RTM)
• Ability to gather market intelligence

Competencies

Technical Competencies

• Skilled in evaluating investment opportunities, analysing financial data, and making informed decisions to maximise returns and manage risks
• Proficient in using Enterprise Resource Planning (ERP) systems to streamline financial processes, enhance data accuracy, and improve overall efficiency
• Capable of preparing and presenting financial reports, providing insights and recommendations to support decision-making and strategic planning
• Proficient in creating and analysing financial models to support business decisions, evaluate scenarios, and forecast future financial performance
• Skilled in analysing business data, identifying trends, and providing actionable insights to drive business performance and strategic initiatives
• Proficient in managing relationships with internal and external stakeholders, ensuring effective communication and collaboration to achieve business objectives
• Proficient in financial planning and analysis, developing budgets, forecasts, and strategic plans to support business growth and performance
• Demonstrate the ability to collaborate with various business units, providing financial insights and support to drive strategic initiatives and achieve business goals
• Understanding margin drivers of the P&L and how to impact them
• Strong commercial acumen to understand drivers of growth, commercial levers
• Ability to perform profitability analysis of external RTC partners (distributors, key accounts)
• Promo analysis & tooling

Behavioural Competencies

• Proficient in analysing complex data and information to make informed decisions.
• Lead and motivate teams to achieve organisational goals by providing clear direction, support, and development opportunities to ensure team members are engaged and productive.
• Support the professional growth of employees through guidance and feedback around RMG topics
• Make informed and timely decisions that align with the company’s strategic objectives, balancing short-term needs with long-term goals and considering the impact on all stakeholders.
• Utilise analytical skills to identify issues and develop effective solutions ensuring minimal disruption and optimal outcomes.
• Effectively communicate and effectively present marketing information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations
• Employ logical reasoning and critical analysis to evaluate information and make sound decisions.
• Demonstrate a deep commitment to understanding and meeting customer needs.
• Effectively manages relationships with internal and external stakeholders, including employees, customers, suppliers, and regulatory bodies.
   

Kenya Wine Agencies Limited (KWAL) was incorporated in 1969 and over the years KWAL has become a leading East African beverage champion in the manufacturing, exporting and importation of a wide range of alcoholic and non-alcoholic beverages. KWAL is a HEINEKEN OpCo.