RGM Manager

Overview of Role

• The RGM Manager role is the critical enabler for facilitating and delivering the DIAGEO US Spirits growth and pricing agenda. This role is ultimately responsible for driving distributor execution and ownership of our headline price and financial targets

• 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 is expected to 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 using analytical tools

Purpose

• 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 problem solver who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans 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 resolve that the 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 be responsible for 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

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 NSV 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 accurately updated

• Works with distributor and central Revenue Management 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 background 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