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Opportunity Details

Revenue Manager UK&I

Posted: 2018-02-21
United Kingdom, Luton, Porter T
About the role:

At the heart of our dynamic global growth is a simple belief: nothing should come between incredibly talented people and an accelerated career.

That’s why we dream big. Why we look to the future, not the past. Why we value talent over title. And why we hire people that can be better than ourselves.

At AB InBev you’ll join a driven team that shares your desire to grow, your courage to challenge and commitment to act. In return, we’ll reward your achievements.

The opportunity is here. Make it yours!

Purpose of Role
The Country Revenue Manager has the responsibility of ensuring that ABI is able to drive revenue growth, while improving margins and supporting category expansion by leveraging best-in-class RM techniques.
  • Responsible for ensuring that the Revenue Management strategic plan is implemented and respected on a country level.
  • Provides RM support and insights to find sell-in stories for ABI Customers as part of annual Contract negotiations.
  • Oversees and controls Revenue Management Reporting and ensures correctness of data.

Key Tasks and Accountablities
  • As the country Revenue Manager for UK & Ireland you will be responbile for four main pillars: Price optimisation, Mix Management, Discount Efficiency and Margin Pools.
1. Price Optimisation
Objective: Grow Topline and protect brand equity by capturing the optimal prices that consumers are willing to pay for our brands guaranteeing balance between volume and profitability.

  • Development of the Country Pricing Architecture, reference price guidelines & the governance processes aligned with Sales Excellence Program & Sales Critical Processes.
  • Support the development of the price increase planning process to ensure clear recommendations at required granularity, price changes should be planned with fact based analysis, approved according to the Zone aligned process.
  • Identify gaps and opportunities in the portfolio through Packs / Brands / Customers / Channel analysis, ensuring the correct price policy reflecting consumer willingness to pay.
  • Lead, develop and maintain Competitor analytics to understand their Price Strategy & expected pricing behavior in the market to help identify opportunities and risks to ABInBevs pricing strategy.
  • Lead the development of conjoint studies as well as implementation of insights for the UK business.
2. Mix Managament
Objective: Grow operating profit by strategically shifting volume mix within ABI portfolio through pricing, execution or innovation initiatives.
  • Increase the weight of more profitable and/or more incremental items while managing less profitable ones. 
  • Support the creation of visibility on mix contribution to profitability per hector litre growth & identify how to optimise value.
  • Work with Commercial teams to develop plans to leverage positive mix contribution and implement tracking & monitoring of those plans.
  • Identify the profitable packs by Brand, use switching info to optimise the range & identify with Pack-price curves how prices should differ by pack size to drive switching behaviour to higher ROI packs & differentiate Customers by Brand-pack to avoid value destructive behaviour.
  • Perform consumer studies in order to identify the most profitable promotions to maximise top line.
3.Discount Efficiency Objective: Improve Volume and Topline through efficient promotions and investments.
  • Works with the Country’s Leadership team in order to optimise Net Revenue and increase ROI of trade investment and promotions. 
  • Ensure that discounts are executed with intelligence without harming the market (i.e cross channels).
  • Develop a structured pricing framework along with sales leadership.
4.Margin Pool Analysis Objective: Protect ABI share of margin pool and support Topline growth with Pro business Agenda, Incentive Alignment, and PTC Excellence executed in a sustainable way.
  • Works with innovations and brands to optimise profit pools for new and existing products and ensure ABI margin pool is maximised.
About the candidate:
Qualification, Experience, Skills
  • University Degree in Applied Economics / Applied Statistics /Business /  Finance or equivalent degree
  • Business experience in Commercial Finance / Account Management /   Revenue Management
  • Excellent strategical, analytical and problem-solving skills
  • Thorough understanding of elasticity modelling, including cross-price & category elasticity & implications
  • Knowledge about promotional landscape and promotional optimisation techniques
  • Knowledge of trade investment optimisation techniques

  • Proactive approach to solving business problems
  • Independence and ability to self-guide as per agreed plan
  • Confident to challenge and advice Senior Commercial Managers
  • Good leadership skills
  • Strong drive for superior performance
  • Ability to be a business partner
  • Strong impact and influence skills

About the Company


We are AB InBev. Committed to driving growth that leads to better living for more people, in more places. Through brands and experiences that bring people together. Through our dedication to brewing the best beer with the best ingredients. And through our commitment to helping farmers, retailers, entrepreneurs and communities grow. We are building a company to last. Not just for a decade, but for the next 100 years. Through our brands and our investment in communities, we will bring more people together, making our company an integral part of our consumers’ lives for generations to come.

Our brewing heritage dates back more than 600 years, spanning continents and generations. From our European roots at the Den Hoorn brewery in Leuven, Belgium; to the pioneering spirit of the Anheuser & Co brewery in St. Louis, US;  and  the creation of the Castle Brewery in South Africa during the Johannesburg gold rush. Now, with operations in over 50 countries, and our brands sold in over 100, we are truly a world leader, and our diverse portfolio of well over 400 beer brands includes global brands Budweiser®, Corona® and Stella Artois®.