Revenue Growth Management Lead

Job Title: Revenue Growth Management (RGM) Lead

Reports To: Commercial Finance Director

Business Unit: ACCBC Corporate

Function: Finance

Location: Dubai, UAE

Grade: L08

Purpose of the Role

The RGM Lead is responsible for driving profitable revenue delivery through rigorous Gross-to-Net (GTN) management, pricing and pack optimization, and promotion efficiency across the Middle East region.

This role acts as the commercial finance co-pilot to BU General Managers and Finance Directors—ensuring that every commercial dollar spent delivers maximum financial return, and that pricing, trade terms, and mix are optimized to protect margins and fund growth.

Key Accountabilities

Gross-to-Net (GTN) Management

• Own the full GTN value chain (List Price → Net Sales Realization), ensuring transparency and accuracy across all discount and investment lines.
• Develop and maintain GTN tracking and mapping models by country, customer, and channel to monitor performance versus plan and prior year.
• Identify leakage points in trade spend and implement corrective actions to improve realization.
• Lead annual GTN target-setting process and ensure alignment with pricing strategy and budgeted margins.

Pricing & Pack Strategy Execution

• Support Category and BU teams on pricing decisions through elasticity analysis, competitive benchmarking, and scenario simulations.
• Recommend price adjustments based on input cost changes, inflation, or competitive dynamics while maintaining value perception.
• Lead implementation of OBPPC (Occasion, Brand, Pack, Price, Channel) projects to enhance revenue per liter or case.
• Monitor market price compliance and implement corrective actions to address pricing leakage.

Promotion & Trade Spend Optimization

• Develop and maintain promotion effectiveness dashboards to measure ROI by customer, channel, and pack.
• Drive standard pre/post-event evaluations and embed learnings into future planning cycles.
• Partner with Sales and Category teams to optimize promotion mechanics and frequency, reducing over-discounting while maintaining volume targets.
• Ensure trade spend allocation aligns with strategic priorities and channel profitability.

Mix & Margin Enhancement

• Analyze SKU, channel, and customer mix monthly to identify drivers of margin erosion.
• Recommend portfolio or pricing interventions to shift mix toward higher-margin segments.
• Collaborate with Supply Chain and Marketing to rationalize low-margin SKUs and optimize pack-price hierarchy.

Governance & Reporting

• Develop RGM tools and reporting platforms (RGM dashboards, GTN tracking models, promo ROI tools).
• Ensure data integrity and consistency in GTN definitions across markets.
• Support development of digital RGM capabilities and automation of manual analyses.

Key Performance Indicators (KPIs):

• % Improvement in GTN realization vs. prior year.
• Trade spend ROI improvement and efficiency of reallocation.
• Growth in Net Revenue per HL / per unit via mix and pricing optimization.
• Reduction in non–value-accretive promotions.
• Incremental revenue and margin expansion from pricing and pack architecture (PPA) initiatives.

Decision Rights

GTN target-setting:

• Lead and recommend targets
• Final approval by Commercial Finance Director & BU GM

Pricing adjustments:

• Recommend price changes based on analysis
• Approval required from BU GM & Commercial Finance Director

Promotion mechanics & trade spend allocation:

• Lead design and optimization of promotions
• Ensure alignment with ROI and strategic priorities

Portfolio / mix changes:

• Recommend SKU or mix adjustments
• Requires consultation with BU leadership

RGM dashboards & reporting tools:

• Approve development and updates
• Coordinate with IT / Data Analytics teams

Policy / process improvements:

• Recommend improvements to RGM processes
• Final approval by Commercial Finance Director

Cross-functional initiatives (OBPPC, mix optimization):

• Co-lead with Category & Supply Chain teams
• Escalate conflicts or major changes to BU leadership

Short-term corrective actions on GTN leakage:

• Approve operational corrective actions
• Escalate major adjustments to Commercial Finance Director

Requirements (Experience, Knowledge, Qualifications):

Education:

• Bachelor’s degree in business, Finance, Economics, or related field (MBA preferred).

Experience:

• 10–15 years of experience in Commercial Finance, Revenue Growth Management, or Pricing within FMCG.
• Proven track record in GTN analysis, pricing management, and trade spend control.
• Strong understanding of customer terms, promotion planning, and channel P&L.
• Experience across GCC or broader Middle East markets is essential.
• Advanced proficiency in Excel, Power BI / Tableau, and data modeling for pricing or GTN analysis.
• Working knowledge of SAP / BW / TPM systems preferred

Competencies Required

• Commercial Acumen: Strong understanding of revenue drivers, customer profitability, and value creation.
• Analytical Thinking: Highly data-driven, able to translate insights into practical actions.
• Strategic Orientation: Connects commercial initiatives with long-term business goals.
• Influencing & Collaboration: Partners effectively with cross-functional teams; drives consensus on RGM strategies.
• Decision Making: Uses evidence-based judgment to balance short-term results and long-term profitability.
• Innovation & Agility: Continuously seeks process improvements and digital automation.
• Execution Excellence: Follows through with high attention to detail and accountability for outcomes.
• Results Orientation: Focused on measurable financial impact and continuous performance improvement.

Role Positioning within Operating Model

• Strategic Direction: Acts as a commercial finance partner to BU GMs and Finance Directors; provides strategic insights on pricing, GTN, and trade spend to drive profitable revenue growth. Supports long-term portfolio and pack/pricing strategies aligned with business objectives.
• Operational Leadership: Leads day-to-day RGM activities including GTN tracking, promotion ROI evaluation, and pricing compliance. Ensures operational alignment between Finance, Sales, and Category teams across the Middle East region.
• Administrative Execution: Maintains accurate GTN models, dashboards, and reporting tools; ensures data integrity, compliance with governance standards, and timely submission of reports.
• Functional Support: Provides subject-matter expertise in pricing, trade terms, pack/mix optimization, and promotion planning. Supports other functions (Supply Chain, Marketing, Sales) in financial decision-making and RGM initiatives.

Career Path

Next Possible Roles (Upward / Lateral Progression):

• Upward: Head of Revenue Growth Management / Commercial Finance Director
• Lateral: BU Commercial Finance Manager / Pricing & Trade Strategy Manager