Strategy and Revenue Growth Manager

JOB TITLEStrategy and Revenue Growth Manager
REPORTS TOFinance Director, PR Western Africa
DEPARTMENTFinance
LOCATIONLagos
SCOPEWestern Africa (incl. Nigeria, Ghana, Cameroon, Cote d’Ivoire, …)

Our Client a top FMCG multinational Company, is look to engage the Services of a seasoned professional to join

their network.

Responsibilities

  1. Strategic Planning and Analysis

Preparation and Coordination of the Clients 3-year plan process (starting in 2021)

  • Review trends and events that may have impacts on the Clients Western Africa business in coming months and years
  • Gather, challenge (and build) mid- to long term business assumptions
  • Support Management in building and presenting the affiliate’s 3-year plan in front of the Clients Management

Politic, economic and environment watch and ‘KYC’

  • Maintain PR Western Africa Intelligence database ensuring reliability of politic, economic and demographic data by country
  • Develop ways of sharing the collected data with the Clients stakeholders (e.g. BI dashboards)
  • Search and check background information on the company’s customers and suppliers (‘KYC’)
  • Prepare ad hoc analyses upon request from Management (e.g. update on Covid situation, map of Spirits and Wines associations and lobbying groups, etc.)

Competitive analysis and M&A

  • Screen competitors’ activities and performance (IWSR data, marketing and S&R initiatives, etc.)
  • Develop and maintain identity cards for all main actors of the alcohol industry in West and Central Africa
  • Review M&A opportunities and make recommendation

Ad hoc projects

  • Manage any ad hoc project requested by Management in order to develop the business (e.g. production expansion, set-up of new affiliates), ensuring coordination and collaboration among stakeholders and respect of timelines, gathering financial assumptions and considering legal aspects
  • Revenue Growth Management

Support to pricing strategy

  • Propose yearly or bi-yearly price increase based on recommended selling price vs competitors, market environment (inflation, FX) and value chain and the Client pricing guidelines
  • Formalize value chains and confirm prices for new products introduction

Trade terms, discounts and incentives schemes

  • Support Sales managers in defining annual trade terms and incentives for West Africa distributors and MOT customers; check compliance of customers against trade terms on a monthly basis
  • Update value chain analyses to guarantee accurate margin split between distribution stakeholders

Promotion effectiveness

  • Assess efficiency of in-trade promotions through development of pre- and post-evaluation tools
  • Assist Sales and Management in decision-making

Development of a Revenue Growth culture within teams

  • Develop relationship with other Revenue Growth Managers of to get more expertise and insights from other affiliates
  • Frequently review Client Revenue Growth pillars and launch revenue growth initiatives
  • Identify net sales and profitability gaps between brands and markets and propose mechanisms to reduce them
  • Sales analysis and Sales expansion
  • Provide support to Clients Sales and Market Activation teams in Nigeria, Ghana, Cameroon and Cote d’Ivoire (e.g. sales data analyses, definition of new Route to Market, formalization of sales strategies, etc.)

JOB REQUIREMENTS

Soft skills

  • Ability to foster collaboration in a multi-cultural environment, with people from different backgrounds and functions
  • Ability to self-organise, prioritize tasks, take initiatives, make recommendation while seeking advice and final approval from Management
  • Top presentation skills to be able to convey clear and synthetic messages (verbally or on paper)
  • Ability to work hard, under time pressure, in a demanding environment, while maintaining the highest professional standards. Willingness to add-value on a day-to-day basis

Hard skills

  • Degree in Finance, Strategy or any other relevant degree
  • Strong PowerPoint and Excel skills. Knowledge of Power BI is an advantage

Experience

  • 5 years in a strategic consulting firm, business development or data analysis department of an FMCG company
  • Experience(s) in multi-national companies much appreciated
  • If you meet the requirement kindly share CV to cv@fmcgsearch.com with S&R as subject of the mail, If you meet the requirement you will be contacted shortly.
Job Location: Lagos

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