Location: Bangalore
Role Overview:
The Senior Manager RGMX & Affordability leads system-wide implementation of Revenue Growth Management and Affordability strategy to drive sustainable revenue growth, margin expansion, volume, transactions and share gains across HCCB. This role will work closely with the Central Integrated RGM team across all RGM frameworks and will be accountable for:
- Driving the implementation of portfolio, pack price architectures and pricing strategies with guidance from the Central Integrated RGM team
- Leading the design and implementation of trade promotion/ spend and mix management strategies with the bottler
- Supporting design and implementation of the Affordability and Counter Insurgent Brands agenda across the system.
This role serves as the single point of accountability for the HCCB system for the above RGM frameworks, leading to economic value delivery, competitiveness across price segments and consistent and disciplined execution across the system.
Focus, Scope & Impact
- Own and drive systemwide RGM and Affordability implementation, linking topline growth, margin expansion and share gain for the system
- Ensure strong integration of RGM with Commercial, Marketing, Finance, Supply Chain throughout the system delivering execution excellence
Key Responsibilities:
- Revenue Growth Management (RGM) and Segmentation:
Design segmented BPPC execution plans in collaboration with the Central Integrated RGM team and bottling partners based on robust business cases, integrating distribution, velocity, and required execution support (e.g., equipment deployment, Salesforce training).
- Capability Development & Execution Excellence for RGMX:
Lead the development of execution excellence tools and processes for RGMX and affordability
- Digital and Data Optimisation:
- Utilize digital tools and outlet-level data to identify optimisation opportunities at a granular level. Own the IE diagnostic, ensuring RGM insights are communicated effectively to senior stakeholders, including bottlers and GMs, and driving solution-oriented actions.
- Metrics and Insights:
- Use metrics-driven approaches to inform commercial planning, enhance system collaboration, and enable fact-driven decision-making.
Impact Of The Role:
This role is central to accelerating revenue growth, delivering share gain and improving system margins for the HCCB business. The success of this role will be measured by growing topline and share, expanding NSR, and system margin.
Experience:
Qualifications& Requirements:
- 8+ years in RGM, commercial planning, sales or channel strategy with strong expertise in portfolio and innovation strategies. Experience of working with the bottler is highly desirable
Skills:
- Strategic and Analytical Skills: Ability to think from planning to execution with system commercial, and brand management proficiency.
- Leadership and Influence: Proven ability to drive alignment and collaboration across multifunctional system teams.
- Digital/Data Competency: Familiarity with advanced analytics that connect execution insights to actionable strategies.
SubjectMatter Knowledge:
- Demonstrated expertise in RGM, segmentation, OBPPC (Occasion-based Portfolio and Pricing), channel/shopper marketing, and system economics.
- Functional Skills:
- Commercial Planning: Ability to integrate commercial strategies with operational execution.
- RGM & Segmentation: Strong command of revenue growth levers to drive segmentation strategies.
- System Economics: Deep understanding of operational dynamics and their impact on commercial success.
- Advanced Analytics: Proven ability to leverage data for meaningful insights, driving growth and efficiency.
Skills
Communication; Execution Excellence; Business Integrations; Market Dynamics; Business Planning; Channel Management; Negotiation; Revenue Growth Management; Value Chain Economics
Annual Incentive Reference Value Percentage:15
Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
