Revenue Manager

Overall Responsibility

The Revenue Manager is responsible for driving sustainable revenue and margin growth through pricing strategy, trade investment optimization, revenue analytics, and commercial performance management. The role provides data-driven insights to support decision-making across sales, marketing, and finance to maximize net revenue and profitability. 

Key Focus Areas

Focus Area 1: Revenue Growth Management (RGM)

• Develop and implement pricing strategies across channels, regions, and product categories.


• Optimize trade spend, discounts, and promotional investments to maximize return.


• Analyze price elasticity and demand patterns to guide pricing decisions.


• Manage price pack architecture (PPA) to ensure optimal product mix and profitability.

Focus Area 2: Commercial Performance Analysis

• Monitor gross revenue, net revenue, and margin performance versus budget and forecast.


• Identify revenue leakage (discounts, rebates, trade terms).


• Develop revenue dashboards and performance reports for leadership.


• Analyze performance by customer, channel, brand, and SKU.

Focus Area 3: Pricing & Trade Investment Management

• Own the pricing governance framework.


• Evaluate promotional effectiveness and ROI.


• Provide guidance on trade terms, rebates, listing fees, and discounts.


• Work with sales teams to structure profitable commercial deals.

Focus Area 4: Strategic Planning & Forecasting

• Support annual budgeting and long-term planning for revenue and margin.


• Develop revenue scenarios based on market conditions and volume assumptions.


• Provide insights into mix improvement opportunities.

Focus Area 5:  Cross-Functional Collaboration

Partner closely with:

• Sales teams – pricing strategy and trade investment


• Marketing – promotion and portfolio strategy


• Finance – profitability analysis and budgeting


• Supply Chain – demand planning and product availability

Focus Area 6: Data Analytics & Insights

• Leverage data tools to analyze:
  
  
  
  • Pricing effectiveness
  
  
  • Promotional performance
  
  
  • Channel profitability
  
  
  
  


• Build
  predictive models and revenue insights.

Minimum Requirements

• Bachelor’s degree in: Finance, Economics, Business, Data Analytics, Marketing

• MBA or equivalent is advantageous

• 5–8 years’ experience in: Revenue Management, Commercial Finance, Pricing, Sales Analytics
  


• Previous experience in FMCG / Beverage / Retail industries


• Proficiency in Advanced Excel, Financial Modelling, Power BI, Tableau, and other data analytics too


• Experience in pricing and margin analysis, with exposure to commercial forecasting preferred

Skills and Competencies

• Strategic thinking


• Strong analytical capability


• Stakeholder management


• Negotiation support


• Communication & presentation