Lead- Revenue Growth

ROLE OVERVIEW

The Revenue Growth Lead will drive sustainable and profitable growth across channels by leading pricing strategy trade investment optimization and revenue management initiatives. This role is critical in shaping commercial policies improving price-pack architecture and unlocking growth through data-driven insights in a highly competitive FMCG environment.

KEY RESPONSIBILITIES

1. Pricing Strategy & Execution

• Develop and implement a 3-year pricing strategy aligned with brand positioning inflation trends and competitive benchmarks
• Define price-pack architecture (PPA) across channels and formats (GT MT E-commerce)
• Lead pricing actions in response to input cost inflation and market dynamics

2. Trade Spend & Discount Optimization

• Manage and optimize trade allowances discounts and promotional spend to improve ROI
• Drive effective trade promotion management (TPM) and ensure efficient allocation of investments across channels

3. Business Case & NPD Support

• Build strong financial business cases for New Product Development (NPD) pack changes and SKU rationalization
• Partner with Marketing and Innovation teams to evaluate profitability and scalability of launches

4. Policy Shaping & Market Unlock

• Design and implement trade and pricing policies to enable channel expansion and geographic penetration
• Identify whitespace opportunities and unlock growth in underdeveloped markets

5. Advanced Analytics & Insights

• Conduct price elasticity and demand modeling to support pricing decisions
• Leverage insights from Microeconomics and Macroeconomics to anticipate market shifts
• Build and maintain robust data models for scenario planning and revenue forecasting

KEY INTERFACE

Work closely with Sales Marketing Finance and Supply Chain teams to ensure alignment and execution of revenue growth initiatives.

KEY PERFORMANCE INDEX

• Apt gap analysis and opportunity identification Value Unlock A&D optimisation
• 3 years RGM roadmap yearly rolling updates by brand in pre-defined timelines
• Identify Micro battle grounds and performance tracking
• Excise policy framework development with adequate data back ups
• Effective use of Business Intelligence Tools (TPM etc)

PROFILE REQUIREMENTS

QUALIFICATIONS:

• MBA or equivalent in Finance Economics or Business Management CA

WORK EXPERIENCE:

• 8-10 years of experience in FMCG across RGM Commercial Finance or Pricing roles
• Experience in Trade Promotion Management (TPM) systems and pricing tools
• Demonstrated understanding of demand drivers. Experience or understanding of the role of policy/regulations in shaping demand/revenue would be added advantage
• Experience in setting up processes/systems from scratch in large organizations
• Delivered on roles/projects requiring high level analytics & problem-solving skills
• Influencer & stakeholder management

COMPETENCY ARRAY:

• Strong analytical and problem-solving skills with experience in data modeling and pricing analytics
• Sound understanding of Microeconomics and Macroeconomics principles
• Experience in price elasticity analysis and revenue management frameworks
• Excellent communication and presentation skills
• Ability to translate complex data into actionable business insights
• Strategic thinking with a strong commercial acumen

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