RGM Manager - EA & GAID (Nairobi Based)

Role Overview

This position sits at the centre of revenue growth management, connecting pricing, promotions, product mix, and trade investment into a single value-creation agenda. Day to day, the role converts market, customer, and financial data into practical choices that Sales, Marketing, and Finance can execute, while raising the organisation’s pricing and promotion discipline. Its work directly protects margin, improves the return on trade spend, and supports delivery of net sales and profit targets in a fast-moving consumer goods setting.

Key Responsibilities

• Own and refresh the pricing strategy, recommending strategic price mixes and leading price increase preparation with elasticity views, customer impact assessment, risk analysis, communication packs, and rollout tracking.
• Embed a revenue growth management mindset across the business through training, educational sessions, and ongoing cross-functional collaboration that strengthens pricing capability and commercial discipline.
• Drive the end-to-end promotion strategy across categories, channels, and customers, using regular reviews of market, customer, and category promotional activity to keep plans aligned with company priorities.
• Establish a structured promotion management cycle that complies with global and regional policies, country sales policy, and local regulations, and maintain the local promotion management tool for consistent planning, approval, execution, and evaluation.
• Analyse promotional mechanics and post-promotion results, tracking ROI, efficiency, pressure, and intensity with Nielsen and internal data, and turn findings into actionable insights and corrective actions.
• Deliver regular and tailored performance reporting, including monthly market and competitor overviews, promotion pressure reports, top-to-top and joint business review inputs, and materials for monthly category review meetings.
• Lead mix optimisation twice per year with Finance and Marketing, defining optimal product mix scenarios across portfolio, channels, and customers, then build and track cross-functional action plans that improve margin, net sales growth, and portfolio productivity.
• Partner with Sales and Finance to assess and improve total trade investment, spend efficiency, ROI, and cost-to-serve, ensuring governance over promotional spend, discounts, and customer investments while identifying value leakage and recommending corrective action.
• Support business planning, budgeting, and forecasting by helping sales leadership develop and deliver sales plans, budgets, and forecasts, recommending adjustments to pricing and promotion plans, and providing inputs into annual business planning, fast start, and forecast discussions.

Requirements & Qualifications

• 6–9 years of total experience in Commercial Finance, Revenue Growth Management, Trade Marketing, Sales Finance, Pricing, or Category Management.
• 3–5 years of hands-on RGM or commercial analytics experience with exposure to promotions, pricing, and mix decisions.
• Proven background in an FMCG or consumer-driven environment.
• Strong track record of working with cross-functional senior stakeholders across Sales, Marketing, and Finance.
• Experience analysing Nielsen, IRI, or equivalent syndicated data.
• Solid understanding of financial KPIs, P&L, and key business drivers.
• Strategic and analytical mindset, with the ability to translate complex data into clear insights that support value-based decisions and sustainable growth.
• Strong execution discipline and ownership, working in a structured, detail-oriented way while thriving in a fast-paced, results-driven environment.
• Influential cross-functional leadership, able to challenge constructively, build trust, and drive outcomes without direct authority.
• Excellent communication and presentation skills, simplifying complex topics and engaging stakeholders at all levels with clarity and credibility.
• High engagement and a can-do attitude, demonstrating courage, accountability, and resilience when navigating change.
• Strong stakeholder and collaboration skills, balancing autonomy with effective teamwork to deliver shared priorities.
• International and open mindset is an advantage, showing adaptability, cultural sensitivity, and a holistic FMCG business perspective.
• Formal education requirements are not specified; the employer prioritises demonstrated commercial finance or RGM experience and proven analytical capability.