Revenue Growth Manager

4 weeks ago

Dubai, United Arab Emirates Beiersdorf Middle East FZCO (Dubai) Full time

At Beiersdorf, we want to help people feel good about their skin - and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live a culture of inclusion, respect and trust that is strongly aligned with our values CARE, COURAGE, SIMPLICITY and TRUST. We embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

**Role Purpose**:
The role of the Revenue Growth Manager (Lead) is to maximise revenue and profit by delivering the right assortment at the right price in the appropriate channel through the development (following consultation with Category / Marketing / Sales teams) of commercial strategies by channel and category. There are three major functions to this role:

- Runs comprehensive analyses of price, promotions, mix, and TTC across the NIVEA portfolio and all categories to identify opportunities for revenue and profit growth.
- Defines recommendations and estimated impact to BDF and the retailer and develop the executional roadmap and action plan including sell-in stories for retailers for RGM lead initiatives.
- Drives RGM implementation across MU and locally via enabling analytical deep dives, active leadership within the organization, and ensuring delivery.

**Main Accountabilities**:
**Pricing**

Owns effective pricing execution locally (on-time and right pricing with active market monitoring) and gatekeeps excellence in pricing execution across ME. The objective is to set pricing and inform potential moves through a deep understanding of the overall category, trends, and BDF’s evolution:

- Perform price & assortment analysis to understand pricing and identify opportunities across channels, categories, and brands.
- In collaboration with business teams, gain leadership team endorsement of product pricing and channel assortment plans.
- Work cross functionally with Category, Marketing, Controlling, Sales to translate into commercial plans.

**Promotion Management**

Leads the center of excellence for ME in order to deliver efficient promo management (right promotions to accomplish both competitive advantage and profitability) via a hands-on approach:

- Perform analysis to understand performance of promotions and identify opportunities for improvement, focused on the triple win (shopper, retailer, BDF).
- Provide recommendations on promotional tactics and estimate the impact for BDF and the retailer by working cross functionally with Sales and Controlling.
- Create strategies based on the key learnings and insights generated from analysis at a key customer level to achieve current business objectives.
- Ensure promotion management principles are implemented with specific focus on ROI, frequency, and depth.

**Mix Management**

Manages landing of optimum level of profitability delivered through right mix (product and customer) and its integration into customer planning across ME.

**TTC**

Gatekeeps right allocation of resources to right customers (only in Lead market):

- Tracks whether TTC deconstruction plan is fully executed. Ensures the right budget allocation across categories and customers
- gatekeeps if the decisions are made according to the local customer segmentation in place (local only).

**Category Analysis and Review**
- Analyse MIQ and B.one data for input into sales strategies and to provide ongoing review of strategy effectiveness
- Conduct analysis to assist in the development of category growth in the following areas:
i. Promotional intensity / depth / frequency
ii. Category trends
iii. Competitor activity & strategy
iv. Identification of underperforming products / segments
v. Prepare and present detailed data analysis as required
- Provide continual evaluation on trade support activities implemented, so as to ascertain the best go to market execution and future strategy direction for our brands and categories.
- Assist with Deep Dives into categories to gain deeper, cross functional understanding and alignment to explore opportunities and gaps.

**Lead & Activation**
- Navigates matrix organization to deliver full RGM execution across ME.
- Continuously in contact with Activation markets to fully understand the market dynamics and intervene/support promptly when required.
- Runs monthly meetings with Activation markets to gatekeep RGM execution.
- Locally >> Part of local S&CM team as the owner of and sole contact for all RGM practices within the organization (ME).

**Additional information**:
Have a look at our benefits: What we offer - Our Benefits | Beiersdorf

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