Associate Director, Revenue Growth Management;收入增长管理副总监

Overview

Lead PepsiCo China Beverage RGM agenda. Drive RGM strategies to support system delivery of balanced, sustainable and consumer-centric growth across volume, net revenue, NRR, profitability and market share. Own China RGM roadmap across Opportunity mapping, Brand Ladder, OBPA / Price-Pack Architecture, Mix management, Pricing, Promotion effectiveness, Trading terms and Value realization. Translate consumer, shopper, channel and competitive insights into practical commercial strategies to be embedded in JBP, AOP, OCP, QBR and routine business reviews. Build a stronger One System RGM capability and culture with PEP, bottlers and cross-functional teams through clear ways of working, governance, tools, capability building and execution tracking. Act as the business lead for data-driven RGM transformation, leveraging analytics, price elasticity, promo ROI / PEA, GAH, GIS and future digital tools to support business decision making. Lead system RGM evolvement via future back insights, preparing PEP and bottlers toward next generation RGM frame, capability, tools and digitalization

Responsibilities

• Lead the China Beverage RGM agenda, setting the multi-year roadmap and annual priorities across opportunity mapping, brand ladder, OBPA / Price-Pack Architecture, mix, pricing, promotion, trading terms and value realization.

• Translate consumer, shopper, channel, customer and competitive insights into practical RGM strategies that support balanced growth across volume, net revenue, NRR, profitability and share.

• Develop and steward OBPA / PPA and brand ladder strategies by channel, pack role, occasion and price tier, balancing recruitment, affordability, premiumization and channel conflict management. Lead / support product and pack innovations via consumer-centric approach.

• Lead price management, mix management and value realization through fit for purpose RGM tools and methodologies, incl. price corridor governance, elasticity analysis, competitor price tracking, brand / pack / channel mix diagnostics, etc, leading to clear business recommendations and suggested actions.

• Build and empower bottler’s promotion effectiveness and trade investment capability through promo ROI / PEA, promotion guardrails, post-event analytics and assessment, customer value proposition with selling story, and action tracking.

• Embed RGM strategies into 3Y JBP with bottlers, AOP, OCP, QBR and routine business reviews, ensuring goals, initiatives, scorecards and decision governance are consistently adopted by PEP, bottler and cross-functional teams.

• Lead data-driven RGM transformation by accelerating adoption of GAH, GIS, price elasticity, promo ROI / PEA, mix optimization, trade price tracking and future digital / AI simulation tools.

• Collaborate with IB Commercial / RGM team to facilitate global RGM playbook landing, cross OU practices shring, and organizational RGM mindset reiteration via lift-and-shift.

• Build One System RGM capability and culture through clear ways of working, RGM health checks, toolkits, capability roadmaps and system culture building.

• Demonstrate strategic thinking, commercial acumen, financial analytics, analytical problem solving, senior stakeholder influence, change management, team leadership and strong execution empathy.

Qualifications

• Bachelor's degree or above in Business, Economics, Finance, Marketing, Statistics or related disciplines; MBA or advanced analytics exposure is preferred.

• 10+ years of progressive commercial, RGM, strategy, sales, category, pricing, trade marketing experience, ideally within top FMCG / strategic consulting firms. Finance / marketing knowledge and experience is a plus.

• Proven track record in developing RGM strategies and delivering measurable value across price, pack, mix, promotion, trading terms, JBP / AOP planning and customer / channel execution.

• Strong analytical and financial capability, with practical experience using elasticity, promo ROI / PEA, syndicated retail data, shopper insights, dashboards and digital tools to support business decisions.

• Strong stakeholder leadership and influencing skills, with the ability to align senior leaders, bottlers, Sales, Marketing, Finance, GTM and data / digital teams behind common growth choices.

• Understand franchise business, ways of collaborating with bottlers via influence skills and thought leadership.

• Experienced team leader who can coach RGM professionals, build capability across the system, create clear ways of working and lead transformation with execution discipline.

• Work well in a matrix organization and handle ambiguity and pressure with ownership and resilience.

• Fluent business English and Chinese communication, with strong executive presentation, structured problem solving and cross-cultural collaboration capability.