RGM Analytics & Demand Manager at PZ Cussons
General Objective
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 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.
Reporting:
This role reports to the Head of Revenue Growth Management
Contacts:
Heads of Sales
Head of Marketing
Head of Sales Operations
Trade Marketing Managers
Category Brand Managers
Brand Managers
Regional Sales Managers
Key Accounts Managers
Territory Sales Managers & Customer Development Executives
3rd Party Agencies
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)
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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
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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 (e.g., pricing or pack changes)
Internal & External Relationships:
Trade Marketing Teams
Sales Teams
Marketing Teams
Customer Service Teams
Customers
Sales Operations Teams
Supply Chain Teams
Knowledge, Skills & Experience Needed:
Qualification & Experience required:
Education requirements:
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.
Proven track record of delivering profitable growth through RGM levers in a multi-category environment.
Strong exposure to East African or emerging markets is an advantage.
Skills & Competencies:
Deep expertise in demand forecasting tools and methodologies (statistical + judgmental).
Possess a solid foundation in statistics, advanced analytical skills and practical experience with visualization tools e.g. Excel (advanced) Power BI/Tableau etc. and data analysis languages including SQL, Python, and R.
Familiarity with SAP ERP – BWP,APO & ECP, RGM software or any AI-driven tools will be an added advantage
Commercial acumen with strong understanding of pricing, promotions, and trade dynamics in FMCG.
Excellent stakeholder management and influencing skills — ability to translate complex analytics into actionable business insights.
Data-driven mindset with attention to detail and ability to handle ambiguity.
Exhibit exceptional analytical abilities to compile, structure, examine, and present substantial data sets with precision and thoroughness.
Capable of critically evaluating data to derive meaningful, actionable insights.
Demonstrate superior communication and presentation capabilities, adept at simplifying complex data insights for audiences without a technical background
Proficiency in English; additional local languages are a plus.
Soft Skills
Leadership, Problem solving, Attention to detail, Results driven, Great communication skills, Continuous learning, Adaptability, Great work ethic, Team Player, Excellent interpersonal skills, Excellent organisational skills, Aggressive/assertive and Excellent Analytical Skills, Great report writing and presentation skills (proficiency in Ms Word, Ms Excel, and Ms PowerPoint)
