Revenue Growth Management (RGM) Manager

We are Reckitt

Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.

​Sales​

Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.

About the role

The incumbent will take a managerial role in the development, integration, and overall planning of Revenue Growth Management capabilities across US Core Reckitt brands.  As part of annual and daily strategic planning, RGM tools will be developed to assist in effective trade strategy development and implementation for Categories/Brands across all Customers & Classes of Trade.  Incumbent will train and lead the customer marketing and sales team in conducting analysis, developing best practices, monitoring RGM initiatives to include promotional ROI optimization, trade investment optimization, strategic pricing/sizing/price pack architecture, and working with the RGM Team Lead to spearhead annual RGM/productivity initiatives during the annual Sales planning process. 

 

Your responsibilities

• Act as the key subject matter expert for the RGM function within Reckitt, connecting global resources to local solutions.
• Deploying training and running deep dive workshops across the RGM levers
• Drive our sustainable op model, whereby business decisions incorporate RGM principles
• Convert RGM activity into tangible business opportunities to fulfil their productivity ambitions
• Own and manage established Promotion ROI process between Sales, Customer Marketing & Finance.
• Track progress and summarise – highlight success and escalate blockages and issues to ensure resolution
• Use data gathered through research/analysis to develop category 4Ps strategy for customer strategy implementation. 
• Develop/understand RGM best practices and ensure transfer of knowledge to Sales for implementation.  
• Work with Customer Marketing Leadership Team to deliver best in class RGM workstreams via ownership of specific elements of the RGM levers
• Continual improvement of tools and templates used to conduct effective RGM analysis and improved sales/trade execution
• Establish and deliver clear productivity/RGM KPIs: Ensure positive development of the key RGM KPI’s of Trade Investment % of Gross Sales, Gross Margin % Net Revenue, positive net price, positive Gross Margin per dose, and product mix 
• Deeply integrate with Customer Marketing teams to drive sustained RGM process & governance based on the following RGM levers: Pricing, Promo, Assortment, & Trade Investment
• Manage partners, both internal and external for central reporting of RGM related performance tools.
• Net pricing opportunities based on gap to floor methodology
• Price, volume and mix opportunities based on GMVA methodology 
• Set strategy for the development of national and/or local account-specific promotional programs/key events.
• Collaborate with Finance to assess and implement category trade effectiveness practices for maximized trade ROI

 

This role is not currently sponsoring visas or considering international movement at this time.

The experience we're looking for

• Bachelor's degree required, MBA preferred.
• 5-years Direct Sales or Trade Marketing experience with cross-functional exposure to other business Operations.  
• Must have revenue growth management/pricing/trade marketing/sales planning background.
• Proficient in P&L management and understanding
• Commercialization process management 
• Proven leadership and ability to train/develop/lead.
• Good understanding of US retail customer management process & timelines
• Must be able to demonstrate strong analytical skills and enjoy data analysis.  Ability to review data, draw conclusions and implement learnings is a must.
• Deep knowledge of Syndicated Data (Nielsen/IRI, Spectra, Numerator Panel Data, A&Us)
• Strong oral, written communication, and presentation skills