ABOUT DIAGEO
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Every day, over 30,000 dedicated people come together at Diageo to create the magic behind our much-loved brands. Join us and you'll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you'll build brands consumers love.
We value each other and celebrate different perspectives. In our inclusive culture, you'll have the backing you need to test new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let's unlock a brighter, more exciting future together.
ABOUT THE ROLE
The RGM Manager role is the critical enabler for facilitating and delivering Diageo's U.S. Spirits growth and pricing agenda. Ultimately responsible for driving distributor execution and ownership of our headline price and financial targets.
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RGM 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 NRM team and distributor partners
This role will identify, support, and drive the execution of insights into commercial action with our distributor and Diageo performance leads; realizing the value from the following activities: M&E, gap close, VPM, promotional plan and trade spend optimization, and demonstrating analytical tools
Purpose of role:
- Ensures the DIAGEO US Spirits pricing agenda and related RGM processes run efficiently for Diageo to optimize NA NSV / GP growth
- Identifies key market level NRM opportunities and ensures distributor executes against the appropriate business opportunities
- Improves trade spend efficiencies to drive net revenue and profitability
- Drives internal and external organizational capabilities, processes, and tools in the RGM space to accelerate data insights into commercial action
Decision Making
- 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 thinker who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans connection to plans with our distributor network
- Has the ability to identify key drivers and variances from VPM reporting, while being able to communicate and prioritize with distributor what to execute in the marketplace
- Understands the impact decisions will have on commercial landscape across the 3 tier Spirits industry
- Analytical thought partner who can determine which data is relevant to create actionable and measurable insights
Financial Responsibility
- Responsible for ownership and analysis of pricing and trade spend budgets across a geographic territory
- FOB price adjustments at a state level and analysis of appropriate market segment of total Diageo trade spend and suggested distributor discounts
- Owns price/mix/margin delivery of AOP targets
Management Responsibility
- Reports into the RGM Market Director
- Will handle a select number of markets, each with unique dynamics/challenges
- Assists market business performance leads and drives accountability with distributor partners to execute the RGM agenda
- Collaborates efficiently with central RGM team partners such as strategy group, systems team, etc.
- Will coordinate with COE to help with tactical elements of role, including reporting, and reconciliation, as well as analytical support where appropriate
Complexity of Role
- Work across multiple teams / stakeholders to drive pricing delivery: Commercial, Central and Distributor teams.
- Influences to make better decisions to maximize NSV and GP
- Work with DBS on development of next generation pricing analytics, tools, data, automation
Key Outputs/Deliverables
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
- Execute national price direction for both headline price and promotional guidelines
- Facilitate monthly distributor financial reviews, including deal level VPM reviews, reimbursement impact, and dNSV results
- Review and approve gap close programs and communicate impact to central finance
- Ensure team is using system-based M&E tool to make data backed decisions in gap close process as well consistent post M&E reviews
- Leverage Syndicated and TRAX data to inform annual price planning process as well as retailer profitability
- Ensure Revenue Management Anaplan price models are properly updated
- Works with distributor and central Rev Mgmt team to identify pricing opportunities
- Manages development, maintenance, and communication of price changes and promotional calendars to internal personnel and distributors
Analytics
- Creates insightful and actionable monthly analysis of pricing results
- Reviews trends and competitive activity throughout the year to identify additional suggested pricing opportunities or risks
- Drives deal level analytics, Diageo / Distributor suggested margin analysis, conduct project based analytics and scenario planning to make informed suggested pricing recommendations
- Resolves distributor inquiries on pricing process/data/reporting analytics
Systems
- Price Model Administration - maintain frontline price changes, support calendar, suggested price models and local pricing data (taxes, freight, etc) - multiple systems: VIP/DO, RM/Anaplan, MSBI, AIP/Qlik
Experience
- Undergraduate degree (BA/BS) required
- MBA/post graduate education a plus but not required
- Strong track record in analytic or commercial sales/finance roles, commercial acumen is key
- Demonstrated ability to perform analytics and use results to drive outcomes
- Able to build strong 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 data, financial data, and consumer data
Lean in to our "dial up behaviors" and core values
- Be externally curious
- Collaborate efficiently
- Experiment and learn
- Act decisively
Feel inspired? Then this may be the opportunity for you!
EEO Information Diversity statement
Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity. We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps us to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.
Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don't let anything stop you from applying.
Diageo is an Equal Opportunity Affirmative Action employer and is subject to federal regulations pertaining to employment. Diageo does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, marital status, Protected veteran status, or any other basis prohibited under federal, state or local laws governing non-discrimination in employment in every location in which the Company has facilities. Diageo also provides reasonable accommodation for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and any other state or local laws.