Head of Revenue & Growth Management (RGM)

About us

Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose – Celebrating life, every day, everywhere – has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value!

About the role

The new Revenue & Growth team will be accountable for controlling and deploying total customer investment allocation and building the optimum commercial activation calendar by channel. This team will build a data bank of M&E and understand the short- and long-term Return of Investment of all discretionary customer investment, tasked with driving higher investment ROI.

The role is designed to embed the RGM Golden Rules across Iberia by using external and data-backed pricing, fully funded promotional strategies, consumer-led assortment decisions, and trade investment governance to deliver the Triple Win.

The team will also understand the impact of all NRM and GM levers across pack, channel, price, and promotion and will use this to orchestrate the business approval of the one commercial plan that drives what we sell and implement.

The team will work closely with the marketing, commercial and finance directors and facilitate the O&R (Opportunities and Risks) process with the commercial director, to ensure plans are constantly optimised delivering the needs of brands, customers and Diageo. The decision-making for all customer spend will sit with this team, with alignment requirement by commercial, marketing and finance.

The role will lead a team of 5 direct reports.

Your Key Responsibilities

• Lead the development of the one commercial plan for Diageo Iberia (Spain & Portugal) that combines the needs of brands, channels, customers and Diageo’s short- and long-term market share and financial goals.

• Develop a deep understanding of the short- and long-term ROI of all customer investment drivers, building a data bank for ongoing optimisation.

• Lead the development of best-in-class trade terms architecture and constantly seek to optimise to minimise exposure and improve the ROI of all investments.

• Independently own the P&L Trade Investment & A&P Investment spend fully, including day-to-day spend accountability, forecasts, O&Rs, Advantage approvals, AOP & Commercial Planning.

• Lead category and brand sprints to define revenue and margin enhancement opportunities around pack, price, promotion and channel, embedding RGM Golden Rules into the commercial plans:

• Use strategic price indices and heuristic scorecards to guide price positioning.

• Ensure promotions are fully funded, ROI-positive and aligned to joint business planning with customers.

• Apply consumer- and occasion-backed assortment strategies, optimising range via triple-win logic.

• Link Trade Investment to strategic priorities, using “more-for-more” performance principles.

• Ensure appropriate governance and controls for all customer investment, backed by best-in-class processes, data and tools.

• Coach, develop and manage a team of 3 direct reports.

About you 

• 8+ years of relevant RGM experience (Promo Strategy, Price Pack Architecture, and ideally Category Platforms Expansion)

• Highly valued On Trade experience

• Judgement, drive and influence competences

• Combination of commercial expertise and finance driven

• Outstanding ability to build and maintain genuine relationships based on mutual trust & respect 

• Successful management of senior stakeholders at all levels, resulting in strong and positive outcomes

• Being able to excel when handling ambiguity, complexity and working within a fast-paced, entrepreneurial and matrixed environment 

• Deep personal accountability for great performance 

• Strong end to end commercial FMCG understanding, alongside high levels of numerical savvy and attention to detail 

• Experience leading a team, whether directly or indirectly 

• Experience working across multiple countries/geographies/cultures 

• Proficient in Englis