Revenue Management Manager

PepsiCo; Gurugram District; On-site; INR 4,000,000 - 6,800,000; Full time

Job summary

PepsiCo Inc. is seeking a senior Manager, Revenue Growth Management to lead the development and execution of the RGM agenda across markets.

The role focuses on unlocking sustainable revenue growth through pricing, price-pack architecture, mix optimization and trade investment effectiveness. You will partner with Franchise, Category, Finance and Bottler teams to drive cross-functional alignment and realize measurable business impact.

Qualifications

• Postgraduate degree (MBA or equivalent) preferred; strong undergraduate degree with relevant experience can also be considered.
• Minimum 9 years of experience across Commercial, RGM, Finance, Strategy or Consulting, including at least 3 years in FMCG/CPG.
• Strong understanding of FMCG economics and commercial levers; knowledge of Beverage FOBO/COBO operating models and bottler economics.
• Knowledge of pricing, Price-Pack Architecture, mix optimization, promotion effectiveness, trade investment and Net Revenue Realization.

Responsibilities

• Lead RGM agenda across markets, shaping growth opportunities with Bottlers and CU leadership.
• Develop pricing scenarios and Price-Pack Architecture balance with value and margin.
• Provide strategic recommendations for structural market changes like taxes and inflation.
• Own assessment of pack performance, translating insights into actions for revenue realization.
• Lead transformation by deploying RGM capabilities, AI-enabled tools and governance solutions.
• Establish governance across RGM initiatives with Pricing Councils and performance reviews.

Skills

Pricing

RGM

Financial modelling

Strategic thinking

Analytical skills

Leadership

Project management

Digital analytics

BI tools

Education

MBA or equivalent

Undergraduate degree

Tools

Excel

PowerPoint

BI platforms

Job description

Overview

Role - L10

Role Purpose

The Manager, Revenue Growth Management will lead the development and execution of the RGM agenda across markets, with accountability for unlocking sustainable revenue and profit growth through pricing, Price-Pack Architecture, mix optimization and trade investment effectiveness.

The role will shape strategic commercial choices, assess implications across consumer value, competitive positioning, PEP and Bottler economics, volume and market share, and translate advanced analytics and market insights into actionable recommendations.

Acting as a strategic partner across Franchise, Category, Finance, Commercial and Bottler organizations, the incumbent will drive cross-functional alignment, execution governance and value realization to ensure RGM initiatives translate into measurable and sustainable business impact.

Responsibilities

Key Accountabilities :

Lead RGM Agenda Across Markets : Shape and drive the RGM agenda across AOP, PSP and strategic business priorities, leveraging pricing, price-pack architecture, mix management and trade investment optimization to identify, quantify and align growth opportunities with Bottlers and CU leadership. Ensure initiatives deliver sustainable Net Revenue growth and support NRR and VC/NR commitments. Provide a forward-looking perspective on market opportunities, risks and commercial interventions required to strengthen business performance.

Pack Price : Lead the development and evaluation of Price-Pack Architecture and pricing scenarios across markets, balancing:

• Consumer and shopper value
• Competitive positioning
• Volume and market share implications
• PEP and Bottler profitability
• Revenue realization and margin delivery
• Channel and occasion requirements

Develop strategic recommendations in response to structural market changes including Excise Tax, VAT, inflation, currency devaluation and other macroeconomic pressures.

Ensure pricing and PPA decisions reflect both immediate business requirements and the longer-term portfolio and market strategy.

Pack Performance & Mix Optimization : Own the assessment of PEP and competitor portfolio performance across pack volume, NWSP, channel, customer and market dynamics. Identify emerging trends and translate insights into actions that improve revenue realization, strengthen portfolio mix and create differentiated pack-price propositions by channel. Partner with Franchise, Category and Commercial teams to identify opportunities across recruitment, affordability, frequency, premiumization, stock-up and consumption occasions.

Build Bottler RGM Capability & Lead Transformation : Accelerate Bottler RGM maturity by leading the deployment and adoption of advanced RGM capabilities, including AI-enabled tools, analytics platforms, third-party studies and core governance solutions such as NRR Scorecards, SKU optimization and Promo Effectiveness. The role will own project delivery and change management end to end, ensuring strong Bottler engagement, effective adoption of new ways of working, and translation of capability investments into sustained commercial impact.

Planning, Governance & Value Realization : Establish strong governance across RGM initiatives through pre/post evaluations, Pricing Councils and performance reviews. Partner closely with Finance and Franchise teams to ensure financial reconciliation, track value delivery, course-correct performance gaps and embed robust RGM initiatives into AOP and PSP plans.

Global Best Practices & Capability Development : Build strong connectivity with Sector and Global RGM communities to identify emerging capabilities, tools and best practices. Translate relevant external and internal learnings into scalable solutions that strengthen RGM maturity and competitive advantage across the markets.

Qualifications

Key Skills/Experience Required:

Educational Credentials : Postgraduate degree (MBA or equivalent) preferred; strong undergraduate degree with relevant experience can also be considered.

Work Experience : Minimum 9 years of experience across Commercial, RGM, Finance, Strategy or Consulting, including at least 3 years in FMCG/CPG. Prior experience in Revenue Growth Management, pricing, commercial strategy or category/customer strategy strongly preferred.

Business Understanding : Strong understanding of FMCG economics and commercial levers; knowledge of Beverage FOBO/COBO operating models and bottler economics.

RGM Expertise : Knowledge of pricing, Price-Pack Architecture, mix optimization, promotion effectiveness, trade investment and Net Revenue Realization, with the ability to assess implications across revenue, margin, volume and share.

Strategic & analytical capability: Strong quantitative, financial modelling, problem-solving and strategic thinking skills, with the ability to translate complex analysis into clear commercial recommendations.

Transformation & program leadership: Demonstrated ability to lead complex projects, deploy new tools and capabilities, manage change and embed new ways of working across markets and partner organizations.

Digital & AI orientation: Data and digital literacy with the ability to lead adoption of advanced analytics, AI-enabled RGM tools and third-party analytical solutions. Experience with visualization/analytics platforms is an advantage.

Project & governance capability: Program/project management skills, including prioritization, governance, value tracking, risk management and delivery across multiple workstreams and markets.

Tools: Advanced proficiency in Excel and PowerPoint, including strong financial/commercial modelling skills; familiarity with BI, analytics, pricing or RGM platforms is preferred.

Language: Full professional proficiency in English; additional regional language capability can be considered an advantage where relevant.