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Head of Revenue Growth

Finance - Stockley Park

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Overview & Job Purpose

The Head of Revenue Growth – GB&I role will work closely with the GB&I ExCom (in particular the Finance Director and the Transformation Director) and the regional Revenue Growth Director to drive the long-term revenue management strategy for LRS, ensuring that we have revenue plans in place to drive the sustainable profitable growth of the business. 

Key Responsibilities, Scope for Decision Making & KPIs

  • Develop and implement the long term Revenue Growth strategy for LRS across the five pillars of Price, Promotion, Trade Investment, Pack Price Architecture, and Mix Management to ensure consistent year-on-year revenue accretion and to improve results across GB&I
  • Develop the Revenue Growth plans to deliver the revenue necessary to mitigate the impact of forthcoming environmental regulation on the Soft Drinks industry (e.g. Deposit Return Schemes, Packaging Taxes)
  • Lead the Pack Price Architecture work stream to deliver a sustainable and profitable format strategy
  • Engage and work with a wide range of key stakeholders across the business and region to unlock these Revenue Growth plan across the five pillars to deliver agreed revenue growth targets for GB&I
  • Build cross functional collective ownership of the Revenue Plans and drive decisions that build a sustainable growth model
  • Lead the Revenue Growth team consisting of one Revenue Growth Controller and two Revenue Growth Managers
  • Implement agreed reporting/tracking and agreed project management methodology for GB&I
  • Advance the revenue management capability across the organisation, including through coaching and development
  • Support the establishment and operation of the regional and global Revenue Growth Centre of Excellence
  • Share and utilise best practice with the Revenue Growth Centre of Excellence for roll out in the other Business Units in the Region
  • Be the Chief Meaning Officer in respect of Revenue Growth for GB&I – be the conduit to connect Vision to the plans
  • Revenue Growth performance is tracked on the progression of the following KPIs:
    • Net Sales per Litre
    • Gross Profit per Litre
    • Absolute incremental Gross Profit delivery

Primary Interactions

  • Given the need to engage across the organisation in order to unlock the long term Revenue Growth plans, interactions and key stakeholders will come from across the business:-
  • GB&I ExCom
  • SBFE Revenue Growth Director
  • Sales – Retail, OOH, Insights and Commercial Strategy & Planning teams
  • Marketing – Brand teams
  • R&D – local and regional teams
  • Supply Chain – local and regional teams
  • Finance – Commercial, Supply Chain & FP&A teams
  • Ireland ExCom
  • Regional & Global Revenue Growth Centres of Excellence
  • Other BUs as appropriate from time to time

Qualifications & Professional Experience

  • Senior Revenue Management experience gained in FMCG/Soft Drinks
  • Proven track record of delivery of Revenue Growth / Net Revenue Management (NRM) strategy into practise
  • Change Management
    • Creating organisational capability and behaviours
    • Investing in the right people to lead the change with passion
    • Drive a common goal with aligned communication throughout the organisation
    • Build the structure and business processes to integrate Revenue Growth into the DNA of the organisation
  • Coaching skills
  • Demonstrable influencing and leadership skills

Key Competencies & Skills

  • As well as a strong ability to influence at all levels, the following Suntory Leadership Competencies will be key in this role:-
  • Commercial Acumen
  • Strategic Thinking
  • Providing the vision
  • Leading Change
  • Delivering Results
  • Developing People
  • Driving Innovation
  • Humble Determination