Head of Revenue Growth Management - Global Travel - 6 months Fixed Term Contract starting July 2025
Context/Scope:
Global Travel (GT) is one of the most dynamic markets in Diageo, accessing ~2BN potential consumers traveling internationally each year across every corner of the globe. Within that, our ambition and strategy is to make Spirits the most dynamic and fast-growing category in the sector.
We are a diverse, entrepreneurial, and agile organisation. We have our market HQ in London, but operate from c20 different countries and have >30 different nationalities amongst our team. Our unique channels include travel retail / ‘duty free' sales across airport shops, border stores, on-board airplanes, cruises and international ferries.
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For Diageo Global Travel to achieve its ambitious growth profitably, we need to transform the way we develop, plan and execute our commercial plans. There is a particular focus required on Revenue Growth Management (RGM) to deliver a balance of growth across volume, pricing and mix that will drive sustainable value for Diageo, our customers and consumers.
Purpose of Role:
The Head of RGM is a key leadership role within the Global Travel Retail market. It is accountable for driving our growth and profitability agenda, with responsibilities across all the countries, channels and brands that GT manages. It aims to achieve the ‘triple win' for Diageo, our customers and our consumers. Developing strategies to manage pack, price, promotion and activation that best balance market share, revenue growth and profitability for all of our key brands. Delivery will be achieved via partnership with Commercial Account Managers, Commercial Finance & Marketing teams, covering trade investment, commercial planning, customer planning, and sales performance management.
Dimensions:
- Lead and develop a team with 3 direct reports. Partner across the GT Commercial, Finance and Marketing organisations.
- End-to-end planning, linking industry insights, market strategy, consumer planning, brand marketing and commercial sales to deliver an aligned strategy and plan
- Transform RGM capability at all levels: establish and embed a growth framework across customers and categories and supporting value creation via headline and net pricing opportunities.
- Managing complexity: working across all sales channels and functions to embed RGM discipline across their respective units, sharing and embedding best practices
Top Accountabilities:
- Partner with Commercial leaders to embed RGM ways of thinking and processes, including planning and Business Performance Management routines that monitor progress against the RGM agenda
- Understand and enable market decisions based on trade-offs between market share, volume, sales, price, mix and profit to deliver market results
- Help drive joint value creation conversations with our customers by grounding our thinking in driving value for Diageo, our customers and their customers based on shopper insights
- Partner with the global team to grow capabilities and share best practices
- Partner directly with the commercial and marketing teams to identify revenue and margin enhancement opportunities around pack, price, promotion, channels
- Develop RGM capability and processes across the market, including development of data tools, systems and processes
Qualifications and Experience Required
- Extensive experience in RGM, planning, and sales
- Proven track record of defining and delivering commercially oriented strategies and plans
- Strong commercial experience and financial acumen
- Excellent verbal, written and interpersonal communication skills
- Executive presence and ability to influence critical commercial decisions with senior stakeholders
- Ability to collaborate effectively with a cross-functional team to align and coordinate internal resources
- Highly independent thinking with strong analytical and problem-solving skills
- Able to manage multiple assignments and priorities simultaneously
Working with Us
Flexibility is key to success. From part-time and compressed hours to different locations our people work flexibly in ways to suit them. Talk to us about what flexibility means to you and we'll work together so that you're supported from day one.
We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world!
Feel inspired? Then this may be the opportunity for you!
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