Head Of RGM And Trade Marketing

About DEOLEO:

We´re a multinational company based in different locations (Italy, North Europe, USA, Canada, Mexico, India) with Spanish headquarter (Madrid).

Deoleo is the world’s largest olive oil company with world leading brands such as Bertolli, Carapelli, Hojiblanca, Carbonell or Koipesol among others. We bottle our oil in Spain and Italy and distribute our brands from Australia to Alaska.

Our mission is to inspire everyone involved in olive oil to make a positive difference, every day.

Our vision is to lead olive oil into a sustainable future, enabling all our stakeholders to commit to a process of adding value to olive oil, from the tree to the table.

Your Opportunity with us:

We are looking for an ambitious and talented profile to join our Sales Department as Head of RGM & Trade Marketing, located at our offices in Mumbai (India).

Role Mission:

A key strategic role driving the company’s commercial growth, Head of RGM and TM will deliver sustainable revenue and profitable growth by building and executing strategies across the business value chain encompassing Trade, Consumer, Shopper, & Customer. It demands high energy, structured focus, and alignment with the company’s strategic vision, serving as the vital link between category ambitions, market dynamics and commercial priorities.

Key Responsibilities:

1. Revenue Growth & Pricing Strategy

• Design and implement Price-Pack Architecture aligned with consumer needs, competitive landscape, and brand positioning.
• Develop revenue growth frameworks to balance volume, value and profitability across categories and channels.
• Partner with Finance and Category teams to define annual revenue, margin and trade investment targets.
• Partner with Supply Chain Team to drive effective demand planning in line with ABP ambition.
• Continuously monitor price elasticity, shopper insights and competitor pricing movements to recommend proactive, data-driven pricing actions.

2. Trade & Promotion Planning

• Create a strategic trade investment model with clear guidelines on spend allocation, investment guardrails and ROI metrics.
• Develop a Promo Architecture that protects profitability while driving category penetration and shopper conversion.
• Standardize discounts, rebates, and trade terms across channels (General Trade, Modern Trade, E-commerce and QComm).
• Lead post-promo evaluations and embed learnings to refine future promotional strategies.

3. Customer Strategy & Planning

• Create business strategy customized to win competitively across customer cohorts.
• Build a robust category management and assortment play book.
• Design and execute the perfect store playbook to win with shoppers and consumers at the first moment of truth.
• Create a compelling shopper activation strategy for both MT & E-comm to accelerate category development and consumer acquisition.

4. Go-To-Market (GTM) & Route-to-Market Optimization

• Shape GTM strategies to ensure efficient coverage, optimized distribution, and improved channel profitability.
• Lead Route-to-Market (RTM) transformation, ensuring differentiated approaches for urban, rural, and modern trade markets.
• Drive channel/customer segmentation to prioritize investments based on potential and profitability.
• Ensure alignment between GTM, Sales, and Supply Chain for seamless market execution and availability.

5. Sales Tech Transformation & Analytics

• Champion sales technology transformation to enhance data visibility, forecasting accuracy, and performance tracking.
• Establish RGM dashboards and analytics tools for real-time decision-making and performance monitoring.
• Introduce predictive planning models for price/promo simulations and optimization.
• Build data-driven insights for market trends, shopper behaviour, and competitive intelligence.

6. Leadership & Cross-Functional Collaboration

• Lead and mentor the team to drive unified commercial outcomes.
• Act as a strategic partner to Marketing, Finance, Supply Chain and other key stakeholders to ensure cohesive business planning.
• Build RGM capabilities and frameworks to embed revenue growth thinking across the organization.
• Foster a culture of high energy, disciplined execution, and accountability within the team.

7. Strategic Market Impact

• Serve as the critical connector between category growth ambitions, market realities, and commercial priorities.
• Influence long-term category growth strategies through in-depth market insights and profitability modelling.
• Drive innovation in pricing, trade investment, and promo models to gain competitive advantage.
• Ensure alignment between India’s business strategy and global commercial frameworks (where applicable).

Individual Key Performance Indicators:

• Delivery of profitable top-line growth
• Clear, actionable price-promo architecture
• Improve trade investment efficiency
• Strengthened GTM execution and channel strategy

Skills:

• MBA in Sales & Marketing
• 15+ years in FMCG/Consumer Goods, with 6+ years in Revenue Growth Management, Commercial Strategy
• Proven track record in pricing strategy, trade promotions, and GTM execution
• Strong exposure to sales tech and analytics tools (Power BI, Nielsen, SAP, FA, DMS, etc.)

Competencies:

• Strong strategic thinking with sharp commercial and financial acumen
• Proven expertise in pricing, promotions, and trade investment optimization
• Highly analytical with a data-driven and solution-oriented mindset
• Confident in influencing and engaging senior stakeholders with impact
• Collaborative team player who builds strong cross-functional partnerships
• Brings high energy, resilience, and a structured, results-focused approach
• Inspiring leader with the ability to guide and develop multi-functional teams in a dynamic FMCG environment
• Cross-functional alignment and disciplined execution