REVENUE GROWTH MANAGER: WCELLAR
Listing reference: woolw_001135
Listing status: Online
Apply by: 14 April 2025
Position summary
Industry: FMCG & Supply Management
Job category: FMCG, Retail, Wholesale and Supply Chain
Location: Western Cape
Contract: Permanent
Remuneration: MARKET RELATED
EE position: No
Introduction
To be responsible for maximizing revenue and profitability by driving sustainable growth strategies by optimizing pricing, promotions, portfolio and trade investments. The Revenue Growth Manager will collaborate cross-functionally to align strategies and deliver data-driven, actionable insights that support sustained revenue growth and profitability through strategic pricing objectives. The Revenue Growth Manager will be responsible for improving gross profit through mix and margin management, leveraging data-driven insights. Identify new revenue streams with a forward-looking view of the market. The role is expected to contribute towards establishing a viable Commercial Model and commercial best practice for WCellar.
Job description
Strategy development:
- Develop the commercial strategy for WCellar in line with OBPPC Framework (occasion, brand, pack, price and channel) to determine Pricing Strategy & guidelines, and Pack/Price architecture by channel (Alcoves, standalones & online) driving the 3-year WCellar integrated business plan.
Business Intelligence:
- Leverage the consumer insight data, tools and analytics to Identify price elasticity, demand drivers, and product preferences.
- Lead regular monitoring and assessment of portfolio pricing performance versus the category, development of strategic pricing recommendations (Price Tiering, strategic price versus category/competitor, etc.) to support the buying team.
- Develop data tools / processes to provide insightful recommendations to commercial teams via extensive analysis across Price, Promotion, and Trade Terms.
RGM Operational deliverables:
- Conduct regular performance analysis to measure the effectiveness of revenue management initiatives. Utilise data-driven insights to identify areas of improvement and make recommendations for optimization.
- Identify areas to improve ROI and deliver margin on trade spend.
- Manage Price & Value perception (benchmarking against competitors while maintaining brand equity and perceived value.
- Drive sustainable & profitable growth (align strategies with long term revenue growth, balancing volume and brand health)
- Analyze External and Internal Pricing Landscape on a periodic basis including:
- Monitoring Pricing Landscape and Pricing status across categories on periodic basis (e.g., Price Points, Price Tiers, Curves).
- Tracking competitors and multi-category pricing and pack architecture moves.
- Partner with the Buying team to drive 'Mix for Growth/Assortment', optimizing portfolio Product Mix plans by integrating customer/channel and financial performance in setting annual mix targets.
Commercial Planning:
- Serve as the Subject Matter Expert (SME) by embedding RGM principles into the commercial planning processes, and provide insights to support key business decisions, including business reviews, integrated business planning, budgeting, and more.
- Partnering with the buying team to develop everyday pricing & product mix guidelines.
- Develop RGM KPIs that are linked to WCellar growth ambitions (e.g. Revenue Growth, ACV, ABV, Profitability, etc.)
Minimum requirements
- Minimum of a 4-year degree / post grad qualification in business, finance, economics, mathematics or a related field
- Proven ability to drive profitable growth through data-driven pricing strategies and effective management of trade investments.
- Demonstrated ability in RGM, Finance or Category Management, preferably in the FMCG/Retail industry,
- 8 years of experience in RGM, pricing strategy, pack-price architecture, trade spend optimization, mix improvement, & margin optimization.
- Experience in the liquor category & adjacent categories is advantageous.
- Strong ability to interpret data into actionable recommendations to drive top-line and bottom-line growth.
- Ability to articulate complex concepts in clear, simple & logical terms & build compelling presentations & professional communications
- Ability to influence internal / external partners at all levels, with various backgrounds and expertise
- Resilience and ability to thrive in a fast-paced, high-pressure environment.
- Highly entrepreneurial and passionate about the Liquor category
- Advanced MS suite proficiency (Excel & PPT) and data visualization tools (e.g., Qliksense or QlikView, etc)
- Ability to travel nationally
