The Revenue Growth Team (RGM) is a strategic function which sits centrally in the Nomad business to drive long-term profitable growth by identifying and delivering revenue growth initiatives across all European markets. The organisation is embarking on a significant transformation across all functions with RGM a key platform and growth lever.
The role of the team is to embed a commercial mind-set throughout the organisation. This includes building local capability, developing frameworks, identifying opportunities for profitable growth and then partnering with local markets to deliver the initiatives, as well as working with central teams to strengthen their strategies based on commercial knowledge. Our ambition is for each market to develop Commercial Strategies for all Must Win and Secondary battles in order to create, capture and retain value for the business. This will be achieved through the choices we make at a brand, pack, price, promotion, terms and range level.
This is a highly visible role with a Global remit, working with senior stakeholders including the exec and local market management teams.
The central RGM team has developed a commercial strategy process which guides everything we do, as well as a number of key areas for progression within this
1. Pack Price Architecture (PPA)
Move from PPA as a lever to recovering cost price increases, to a consumer/shopper/provider-based range architecture to maximise profitable penetration growth
Move from limited promo analysis to a full end-to-end promotions management with a clear ROI on all promotions, and annual guidelines detailing the optimum promotional strategy by product group, with resulting profit improvements. Plus, process and governance that surrounds this.
Move from a COGs based internal view of pricing, to a set of recommendations based on external market data, mix benefits, elasticity and strategic ambitions that maximises value sales in the category.
Taking a broader, multi-market approach to select the best portfolio based on what the shopper CSP* values from a portfolio. Then aligning this where possible across markets in order to maximizes factors such as expected return, and efficiencies, but also minimizes costs
5. Trade Terms
Setting the blueprints across the business for Trade Terms optimisation for both Nomad and our customers – partnering and supporting the sales organisation
6. Commercial strategy
Move from a ‘desire to grow every metric’ for every battle, to making strategic choices based on a sound internal and external situational analysis to prioritise which metrics we should grow (e.g. volume, net sales, profitability) in order to grow the whole business in the most efficient and effective way
The role of the Head of Revenue Growth Management is to build and run the group RGM Centre of Excellence (CoE). This will entail partnering with our lead markets on new processes, capabilities and tools to roll out across the group whilst also guiding our other markets on specific initiatives and projects across the RGM levers
Additional projects such as connections with the senior leaders in the business, local market training, annual planning, and deep dives into newly acquired companies may also become part of the role
You will lead critical aspects of the Group RGM agenda, including –
And then secondarily…
You will be targeted on Net sales and Profit delivery linked to battle targets