Sr. Director, RGM
2 weeks ago
As the Sr. Director, Revenue Growth Management (RGM) at Ajinomoto Foods North America, you will play a critical role in developing and setting up a new RGM organization and implementing RGM strategies to maximize revenue and profitability to achieve business objectives across the CPG division product portfolio. You will be responsible for leading a team that will operate as a strategic, centralized commercial function to identify and prioritize demand levers across the CPG business unit, collaborate with cross-functional teams to optimize demand shaping and investment/spend decisions, and act as a conduit between Supply Chain and the Category teams in managing the consolidated volume forecast. This position requires a strong analytical and strategic mindset, exceptional communication skills, a creative and a self-starter with a passion for driving business results. The ideal candidate will have deep experience in revenue growth management principles for FMCG food products, specifically within the retail channel.
Responsibilities:
RGM Strategy Development and Deployment: Lead the development and executive buy-in of revenue growth management and demand shaping strategies that align with the company's overall business goals, objectives, and channels/categories to grow. Leverage analysis of current state performance, market dynamics, customer demand, and the competitive landscape to identify growth and margin maximizing opportunities and risks.
Budget and Spend Allocation: Facilitate and lead the development and execution of planning and allocation activities, identifying opportunities to optimize allocation based on expected ROI and alignment with strategic priorities.
Forecasting and Demand Shaping: Lead a robust forecasting review process to accurately identify performance variances and drive a cross-functional demand shaping process; continuously refining strategies based on performance metrics and market feedback.
Commercial Processes and Data Governance: Lead key business partners (i.e., IT) in centralizing and standardizing commercial data, tools, and processes used in deploying RGM capabilities across the CPG business unit.
Pricing and Promotion Strategy: Collaborate with commercial teams to develop optimized pricing strategies (including customer, channel, and package/configuration optimization). Guide pricing analysis and scenario modeling and identify opportunities for revenue growth and margin improvement. Define key levers and guardrails in assessing promotional outcomes to increase promotional efficacy and support account-specific promotional and trade planning.
RGM Performance Monitoring: Lead design and development of dashboards and reports to monitor the performance of RGM demand levers and KPIs.
New Strategy Development: Drive innovation in revenue generation through the identification of channel strategy and white space opportunities that capitalize on market and consumer trends.
Cross-Functional Collaboration: Work closely with the C-suite and teams across functions, such as Sales, Category Management, Supply Chain and Finance, to drive revenue growth initiatives.
Team Leadership and Development: Establish and lead a team of revenue growth management professionals, providing mentorship, coaching, and opportunities for skill development for team members.
Qualifications:
Education: Bachelor’s degree in business, finance, marketing, or a related field. MBA or advanced degree is a plus.
Experience: 7+ years working in revenue growth management or a related function within the consumer-packaged goods industry.
Strategic Leadership: Proven track record of strategic leadership in revenue growth management or related roles, with a demonstrated ability to drive transformative change and deliver sustainable revenue growth in dynamic market environments.
Analytical Acumen: Strong analytical skills with the ability to derive hypothesis-based actionable solutions from complex data sets, informing strategic decision-making and driving competitive advantage.
Collaborative Influence: Exceptional interpersonal and executive communication skills (written and oral) with the ability to galvanize teams, collaborate effectively with diverse stakeholders, and influence decision-making at all levels of the organization including the C-Suite
Industry Expertise: Tenured leader in the consumer-packaged goods landscape, with a deep understanding of cross-channel market dynamics across all retail channels.
RGM Knowledge: In-depth understanding of Revenue Growth methodologies, strategies, tools, and CPG systems and data sources across Trade, Promotions, Pricing, Assortment, and Sales Forecasting.
Results Orientated Self-starter: Results-oriented with a focus on driving measurable outcomes and achieving performance targets. Ability to lead amidst ambiguity, adapting quickly to changing market dynamics and business priorities, while establishing a best-in-class RGM organization and delivering on strategic objectives
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