Purpose of the Job
As a commercially savvy, insights-driven RMG analyst, you will generate transformative insights, identify new opportunities and proposals to unlock value. You will work with cross-functional teams to create strong, holistic revenue management (RMG) plans that fuel sustainable, profitable growth for HEINEKEN.
Key Responsibilities
- Support RMG strategy and priority initiative design and value growth delivery in line with the OpCo commercial strategy, including KPIs and action plans.
- Leverage advanced analytics to identify value-growth opportunities.
- Prepare commercial scenarios using advanced analytics, category insights and supporting research.
- Propose and ensure clear execution guidelines across RMG levers with Sales and Marketing to secure perfect execution.
- Prepare monthly OpCo RMG Councils with the RMG OpCo Manager and key stakeholders.
- Drive RMG opportunity identification for the region in collaboration with Finance, Category, Sales and Marketing, and track RMG performance.
- Apply global methodology to identify Price, PPA, Promotion, Mix, and D&TT opportunities across on- and off-trade channels.
- Assess Brand, Customer and Channel performance regularly and identify levers and actions to improve performance across the RSA region.
- Track competitor and leading CPG companies’ RMG strategies, including analysis and decomposition of revenue-per-hectolitre drivers.
- Identify opportunities for HEINEKEN and create implementation proposals.
- Provide full regional and functional RMG support, including upskilling and business case support.
- Run function-specific training programmes in the OpCo.
- Provide insights through performance dashboards, such as Cockpit where available.
- Support Sales teams in articulating clear sales arguments from RMG insights and plans.
Measures of Success
- RMG Bridge
- SNOW funnel
- Price versus non-price value contribution
- Penetration
- Volume
- Market share by volume and value
- Gross revenue
- Net revenue
- Gross profit
- Variable Selling Expenses
- Promotion ROI
- Total discounts
- Share of working discounts
- B-CHAMP analyses, including price ladders, price corridors, promotion calendar and mix drivers by brand, pack and channel
Job Requirements
- Bachelor’s degree in business, finance, economics or a related field; an advanced degree is preferred.
- 5–10 years of proven experience in RMG, promotion analysis or data analysis.
- Strong analytical skills and the ability to interpret complex data sets and derive actionable insights.
- Excellent understanding of market dynamics, pricing methodologies and revenue management best practices.
- Proficiency in revenue management tools.
- Strong business and financial acumen, with the ability to align revenue management strategies with overall business objectives.
- Exceptional communication and collaboration skills for working with cross-functional teams.
- Ability to adapt to changing priorities and work in a fast-paced environment.
- Results-oriented mindset focused on achieving revenue growth and improving operating margin.
HEINEKEN Behaviours
- Deliver: Play to win and celebrate success; deliver the goods.
- Shape: Think consumer first; make courageous moves.
- Connect: Champion a culture of belonging; learn, share and reapply.
- Develop: Have real conversations; embrace learning and growth.