JOB DESCRIPTION

The RGM Market Manager role is the critical enabler for facilitating and delivering the DIAGEO US Spirits Revenue Growth Management and pricing agenda. This role is responsible for driving pricing and trade spend execution in the market.

RGM Market Managers will support the development and execution of DIAGEO suggested consumer and trade pricing plans at a market level via the AOP price planning process, with both our central RGM team and distributor partners.

This role is encouraged to identify, support, and drive the execution of insights into commercial action with our DIAGEO performance leads; realizing the value from the following activities (not limited to): pricing M&E, gap close programming, VPM reporting, promotional plan and trade spend optimization.

Ensures the DIAGEO US Spirits pricing agenda and related RGM processes run efficiently in order for Diageo to optimize Diageo NA NSV / GP growth.

·         Identifies key market level RGM opportunities to drive share growth in the market.

·         Improves trade spend efficiencies in order to drive net revenue and profitability for DIAGEO.

·         Drives internal capabilities, processes, and tools in the RGM space in order to accelerate data insights into commercial action.

·         Independent thought starter responsible for market level headline price and trade spend/promotional plan budget. Facilitates the evaluation of where and how we spend our pricing investments.

·         Creative problem solver who can support gap close conceptualization sessions along with bridging strategy channel.

·         Has the ability to identify key drivers and variances from VPM reporting

·         Understands the impact decisions will have on the commercial landscape.

·         Analytical thought partner who can determine data is relevant to build useful and measurable insights. 

·         Responsible for ownership and analysis of pricing and trade spend budgets across the geographic territory.

·         FOB price adjustments at a state level and analysis of appropriate market segment of total Diageo trade spend and suggested discounts. 

·         Owns price/mix/margin delivery of AOP targets.

·         Reports into the RGM Market Director

·         Will be responsible for the markets of OH/IA/VA/WV/AL/MS each with unique dynamics.

·         Assists market performance leads and drives accountability to implement the RGM agenda.

·         Collaborates efficiently with central RGM team regarding strategy, systems, etc.

·         Will coordinate with COE to help with tactical elements of role, including reporting, and reconciliation, as well as analytical support where appropriate.

·         Work across multiple teams / partners to drive pricing delivery: Commercial, Central and Control Performance Management

·         Influences to make better decisions to improve NSV and GP.

Performance Management:

·         Deliver RGM value through price and mix that is ahead of the industry.

·         Leads the development of annual FOB price, discount plans, and promotion calendar.

·         Drives Market Level RGM Optimization Missions

·         Implement national price direction for both headline price and promotional guidelines.

·         Review and approve gap close programs and communicate impact to central finance.

·         Ensure team is using appropriate M&E tool to make data backed decisions in gap close process as well consistent post M&E reviews.

·         Manages development, maintenance, and communication of pricing actions.

Analytics:

·         Creates insightful and practical monthly analysis of pricing results.

·         Reviews trends and driven activity throughout the year to identify additional suggested pricing opportunities or risks.

Experience:

·         Undergraduate degree (BA/BS) required.

·         MBA/post graduate education a plus but not required.

·         Strong background in analytic or commercial sales/finance roles, commercial savvy is key.

·         Proven ability to perform analytics and use results to drive outcomes.

·         Able to build positive relationships, excellent influencing skills.

·         Expertise in one or more of: pricing / promo analytics, tool development, syndicated data, trade terms optimization, promotional effectiveness, finance

·         Familiarity with multiple data sources e.g., syndicated sales, financial, and consumer data