Rgm Lead Slac

Job Description:
Context/Scope:
For Diageo to achieve its ambitious growth and profitability agenda across the world, markets need to transform the way they develop, plan and execute their commercial plans. There is a particular focus required on customer planning, customer performance management and revenue management to increase our current performance by delivering a sustainable balance of volume and price / mix growth that drives value for Diageo, our customers and their customers.

This role will elevate the importance of “customer”, and customer plans, to the same level as “brand” and brand plans have today. Additionally, it will embed a holistic Revenue Growth Management (RGM) approach within our company processes.

Our approach to RGM at Diageo aims to ensure we plan, execute and track to deliver a sustainable balance of volume, price and mix:

- Our products are optimally priced by channel & customer to drive revenue and shopper behavior goals
- Our pack & format architecture is structured to meet key consumption occasions and shopping missions across all channels; pricing & promo mechanics between pack types maximizes revenue and shopping behavior goals
- We are making choices about which parts of our portfolio to drive in which channels/customers to win profitable share (through distribution, assortment, and promotion investment decisions)
- Our trade spend investment is effective and efficient to drive desired shopping behavior goals and maximize revenue for Diageo and its customers
- Our trade terms structure supports our commercial strategy; we are making trade investment level choices based on this strategy

The RGM Leader will therefore be expected to;
- Partner with local senior stakeholders to embed RGM ways of thinking and processes into the local market Planning and Business Performance Management routines, grounded in an analytical approach
- Act as a mini GM of a multi-functional team to develop and execute holistic business plans that drive a sustainable balance of volume and price mix growth using the outputs from RGM thinking and processes (including headline price, pack & format architecture, trade & portfolio mix, promo effectiveness and trade terms).
- Understand and make decisions based on trade-offs between market share, volume, sales, price /mix and profit.
- Help drive joint value creation conversations with our Customers by grounding our thinking in driving value for Diageo, our Customers and their customers based on shopper insights
- Partner with Regional/ Global RGM to grow capabilities and share best practices

Scope: The scope of this role is SouthLAC (Argentina, Chile, Peru, Ecuador, Bolivia, Paraguay & Uruguay).

Purpose of role:

- RGM:_ The mission of RGM at Diageo is to deliver a sustainable balance of volume, price, and mix. The target is to arrive to a price/mix positive.

Ensure revenue plans are holistic and reach the targeted levels of NSV and price/mix Overall accountability for end to end delivery of RGM services and business outcomes in line with strategic and operational objectives. Maximize revenues and profits from brand and product portfolios in the short and long term through the execution of RGM processes and activities Create fact-based insights and facilitate insight-driven discussions to create and implement strategies and tactics which can grow revenues and profits to deliver customer/channel/country financial targets in the short and long term Drive, manage, and coordinate the end to end monthly/annual RGM processes Build and maintain effective relationships with stakeholders across functions and at all levels Advise and coach others on the RGM opportunity and their role in it Be the catalyst for change: champion the opportunities available from exploiting RGM strategies and tactics to grow revenue and profitability Drive a holistic approach to RGM capability improvement with a cross-functional and organization-wide perspective Measure, monitor, and report on the achievement of the RGM strategy

Key outcomes of the role:

- Develops and implements RGM Strategies, through partnering with other functions:

- Deliver analytics-based RGM insights and align across functions (Brand, Finance, Customer Marketing, Consumer & Shopper Insights, Supply Chain, Sales, etc.) on key outputs and opportunities to exploit across the NRM levers.
- Support the delivery of RGM workshops to share findings, gain input, and drive decision making
- Support the creation of selling stories that positions Diageo as an expert in this space
- Overall performance management:

- Understands the volume, price and mix drivers of NSV growth, using VMPC tools
- Understands drivers of Win With 6 RGM KPIs
- Partner with commercial planning/ finance/ marketing function to deliver robust AOP plans that will meet the price/mix targets

Completes or oversees/ guides other team members on RGM analytics to make holistic recommendations to deliver RGM targets.
- Market context:

- Ev