Role Overview
This role aims to drive profitable revenue growth and demand accuracy for the Hygiene, Baby, and Beauty Category portfolios by integrating advanced demand forecasting with Revenue Growth Management (RGM) tools and strategies. The role ensures an optimal balance between volume growth, pricing power, promotion effectiveness, assortment optimization, and margin protection in a dynamic FMCG environment characterized by inflation, retailer consolidation, and shifting consumer preferences. This role reports to the Head of Revenue Growth Management.
Principal Accountabilities
Demand Planning & Forecasting
- Develop, own, and continuously improve integrated demand forecasts (short-term 1 – 6 months, long-term 7 – 30 months) rolling at SKU/channel/customer level for Personal Care, Homecare, and Baby Care categories.
- Lead monthly Forecast Consensus IBP meeting, collaborating with Supply Chain, Sales, Marketing, and Finance to align forecasts with business plans, promotional calendars, and new product launches.
- Analyze historical sales, POS data, syndicated data (Nielsen, Kantar, etc.), shopper insights, and external factors (weather, economic trends, competitor activity) to enhance forecast accuracy (target: >65% at SKU level).
- Identify and mitigate demand risks, including stockouts, overstocks, and obsolescence, especially for seasonal or promotional SKUs in baby care and homecare.
Revenue Growth Management (RGM)
- Design RGM systems, processes and execute strategies across the five core levers: Pricing, Promotions (ROI optimization), Assortment/Product Mix, Pack-Price Architecture, and Trade Terms/Distribution.
- Conduct regular price elasticity, promotion effectiveness, and margin leakage analyses to recommend actions that maximize net revenue and gross margin.
- Optimize trade spend efficiency — ensure promotional investments deliver positive ROI while supporting category growth and brand health in modern trade, general trade, and e-commerce channels.
- Support portfolio rationalization and innovation pricing for new product launches.
- Partner with Sales Channel Leads, Category & Brand Management and Trade Marketing Teams to embed RGM thinking into annual business planning, brand plans, and customer joint business plans (JBPs).
Analytics, Insights & Reporting
- Build and maintain dashboards (Power BI/Tableau) tracking key RGM & demand KPIs: forecast accuracy, revenue growth, gross-to-net realization, promotion ROI, price/mix impact, and category profitability.
- Leverage consumer/shopper insights and advanced analytics (including AI/ML where available) to identify growth opportunities and risks in Personal Care (e.g., haircare/skincare trends), Homecare (Dishwash), and Baby Care.
- Provide clear recommendations and "what-if" scenarios to senior leadership and cross-functional teams.
Cross-Functional Collaboration & Implementation
- Act as a business partner to Sales, Marketing, Finance, and Supply Chain teams.
- Build business tools that influence decisions on pricing, promotions, and assortment.
- Support with commercial insights that support customer negotiations on trade terms and promotional calendars with key retailers.
- Drive capability building — train commercial teams on RGM principles and tools.
Key Performance Indicators (KPIs)
- Demand forecast accuracy (MAPE or similar metrics)
- Revenue growth vs. target (value & volume)
- Gross margin improvement / protection
- Promotion ROI and trade spend efficiency
- Net revenue realization (reduction in leakage)
- Successful implementation of RGM initiatives
Qualifications and Experience Needed
- Education: Minimum B plain KCSE; A bachelor’s degree in Computer Science, Information Management, Statistics, Business, Economics, or any other related discipline.
- Work Experience: 4–6+ years in FMCG/CPG, with at least 2–3 years in Demand Planning/Forecasting combined with Revenue Management or Commercial Analytics. Direct experience in Hygiene, Baby and Beauty categories is highly preferred.
- Technical Skills: Deep expertise in demand forecasting tools, advanced analytical skills with visualization tools (Power BI/Tableau), and data analysis languages (SQL, Python, and R). Proficiency in Excel (advanced) is required.
- Advantageous Knowledge: Familiarity with SAP ERP (BWP, APO & ECP), RGM software, or AI-driven tools. Strong exposure to East African or emerging markets.
Soft Skills
- Leadership and problem-solving abilities.
- Excellent interpersonal, communication, and presentation skills.
- Results-driven with a strong work ethic and attention to detail.
- Ability to simplify complex data insights for non-technical audiences.
How to Apply
Interested and qualified candidates should apply online through the PZ Cussons career portal on Workday. Visit the following link to submit your application: Apply for RGM Analytics & Demand Manager
