GN - SONG - Sales - Revenue Growth Management - Manager

Job Title – Revenue Growth Management - Manager

Management Level: 07 - Manager

Location: Mumbai, Bangalore, Gurgaon

Must have skills: RGM strategy and commercial transformation; proven ability to lead pricing, promotional strategy, mix management, and trade terms engagements across CPG clients — combining deep domain knowledge with consulting delivery skills.

Min. 4–5 years hands-on RGM experience across at least 3 of the five levers: Pricing, Price Pack Architecture, Promotional Strategy, Mix Management, and Trade Terms — within a CPG company and/or consulting.

Good to have skills: Experience working with global CPG companies (e.g. Unilever, P&G, Nestlé, PepsiCo, Coca-Cola, Reckitt, Mondelez, AB InBev).

The Practice – A Brief Sketch

The Industry and Processes Global Network Song practice is aligned to the Global Network Song Practice of Accenture and works with clients across their commerce, marketing, sales and services functions. As part of the team, you will provide transformation services driven by key offerings like Marketing, Commerce, Sales, and Services. These services help our clients become living businesses by optimizing their Revenue Growth Management strategy, thereby driving revenue enhancement, customer satisfaction, cost optimization and impacting business metrics in a positive manner.

Job Summary

As a Revenue Growth Management Manager, you will lead strategic RGM engagements and deliver strategic and operational consulting to global CPG clients, with a minimum of 4–5 years directly in RGM or pricing across CPG industry and consulting, and deep expertise across the five core RGM levers: Pricing, Price Pack Architecture (PPA), Promotional Strategy, Mix Management, and Trade Terms. The role requires a strong blend of CPG commercial domain expertise, consulting leadership, RGM value chain understanding, promotional and pricing strategy execution experience, stakeholder management, and business development capabilities to shape and deliver scalable, future-ready RGM solutions.

Roles And Responsibilities

• Lead end-to-end RGM strategy and transformation programs for CPG clients across all five levers — pricing strategy, price pack architecture, promotional guardrail design, mix management, and trade terms optimisation — from capability assessment and commercial roadmap definition through to implementation, in-market execution accountability, and client capability building. Pressure test pricing scenarios, promotional mechanics, and mix strategies with client teams; translate outputs into corridors, guardrails, and retailer-specific recommendations the client can defend in a buyer meeting or JBP session.
• Partner with Finance, Category, Marketing, and Supply Chain teams alongside commercial leads — embedding RGM logic into annual operating plans, brand P&L decisions, and cross-functional planning cycles so that pricing, mix, and trade investment decisions are commercially coherent and financially sound.
• Define and embed RGM governance frameworks — pricing approval processes, trade terms review cycles, mix performance KPIs, and promotional guardrails — that connect RGM strategy to field execution. Pricing, PPA, mix, and trade terms are managed directly by RGM; promotional guardrails and investment frameworks are the primary point where RGM strategy flows to Key Account Managers, equipping them to negotiate confidently with retailers on trade events, mechanics, and funding.
• Build client-side RGM capability — train commercial teams on RGM principles, pricing logic, promotional ROI frameworks, and mix diagnostics; run working sessions and embed playbooks that raise the client's ability to make faster, more consistent commercial decisions without consulting dependency.
• Drive workstreams spanning RGM process design, KPI definition, and commercial decision-flow mapping — managing the cadence of quarterly pricing reviews, promotional planning cycles, range reviews, and trade terms assessments so that client commercial teams always know what is coming, when, and what decisions need to be made at each stage. Establish and refine RGM playbooks, governance models, and process guardrails that create commercial discipline across the client organisation.
• Act as a trusted advisor to RGM, category, and commercial teams — earning a seat at the table where pricing, promotional, and portfolio decisions get made. Understand each client's planning calendar, line review cycle, and the retailer conversations they are preparing for; bring a point of view to those moments rather than waiting to be asked. Lead discovery workshops, executive solutioning sessions, and working group discussions that shape strategy, not just report on it.
• Lead the development of RGM consulting assets and thought leadership — including pricing governance models, PPA decision trees, promotional guardrail frameworks, and mix scorecards — that strengthen practice IP and support market differentiation. Hold a position and challenge client thinking when commercial evidence supports it.
• Drive business development — identify new RGM opportunities, shape propositions, develop proposals, and own solution narratives for CPG commercial engagements. Actively look for adjacent problems within existing accounts across the RGM agenda before the client asks.
• Apply and advise on AI-powered RGM tools — dynamic pricing engines, promotional scenario simulators, and mix optimisation platforms — in a client advisory context; help clients understand what these tools enable commercially, where they constrain execution, and how to embed them into existing planning and governance processes.
  
  

Professional & Technical Skills:

• Commercial RGM expertise: direct execution experience across at least 3 of the five RGM levers — Pricing, Price Pack Architecture, Promotional Strategy, Mix Management, and Trade Terms — with the ability to lead client workstreams independently across each.
• Strong understanding of how CPG commercial decisions are made across the RGM value chain — including annual pricing review cycles, price pack architecture governance, promotional planning and guardrail design, post-promotional performance management, mix and portfolio strategy, and trade terms negotiation and review.
• Cross-functional fluency: able to partner effectively with Finance, Marketing, Category Management, and Sales — understanding how RGM decisions connect to brand P&L, trade investment budgets, and customer-level profitability.
• Analytics fluency: able to direct analytics teams, frame the business question, interpret outputs — elasticity models, promotional ROI, mix diagnostics, POS and syndicated data — and translate findings into client-ready commercial recommendations without building models.
• CPG pricing and promotions expertise: strong grounding in pricing architecture (price corridors, pack-price roles, gross-to-net leakage, pocket price waterfall) and promotional effectiveness measurement (incremental volume, ROI, baseline vs. uplift, cannibalisation, trade spend efficiency).
  
  

Familiarity with RGM and TPM platforms (e.g. Anaplan, SAP TPM, Visualfabriq) as a strategic user — understanding what they enable and where they constrain execution. Ability to evaluate RGM solutions based on business needs, commercial priorities, integration with sales and finance systems, and long-term value.

Commercial operating model design: proven ability to translate RGM strategy into governance frameworks, decision-flow processes, and capability programmes that become embedded in how client commercial teams operate day to day.

• Senior stakeholder management: demonstrated ability to engage Commercial Directors, CFOs, and CDOs — driving alignment, securing buy-in on RGM investment and strategy, and holding a position under executive challenge.
• Business development: track record of identifying and shaping new RGM opportunities, developing proposals, and owning commercial engagement narratives — with the commercial credibility to open doors independently.
• Team leadership: able to coach, guide, and develop consulting teams — building RGM commercial knowledge and consulting craft, and ensuring team members understand the CPG business context behind every deliverable.
  
  

AI and tool literacy: practical understanding of AI-powered RGM tools — dynamic pricing engines, promotional scenario simulators, mix optimisation platforms — and ability to advise clients on adoption, integration into planning cycles, and realistic commercial impact.

Additional information:

• 8–10 years of progressive industry and/or consulting experience in CPG commercial, Revenue Growth Management, trade marketing, or strategy roles — with a minimum of 4–5 years directly in RGM or pricing across industry and/or consulting.
• MBA from a Tier 1 institute strongly preferred; or equivalent degree in Business, Commerce, Economics, or Strategy.
• Demonstrated experience leading CPG commercial and RGM transformation engagements — including pricing strategy, promotional guardrail design, trade terms review, and mix management — from strategy definition through to implementation and capability building within client commercial teams.
  
  

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