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Head of Category and Customer – FMCG

Head of Category and Customer – FMCG

Service SolutionsWestern Cape, Cape Town City
8 days ago
Job description

Key Responsibilities

Strategic Leadership

  • Define and execute the overall Category, Customer, and RGM strategy in line with corporate and brand objectives.
  • Drive collaboration between Marketing, Sales, Finance, and Supply Chain to deliver integrated commercial plans.
  • Translate brand and business strategies into actionable shopper and trade programs.

Customer & Category Development

  • Lead category growth strategies across key channels and customers using market, shopper, and consumer insights.
  • Conduct category reviews and partner with retailers to shape assortment, shelving, and merchandising strategies.
  • Collaborate with Marketing to create the annual Growth planning dialogue to present to Board members.
  • Collaborate & Lead the Sales planning dialogue (SPD) with Sales to execute joint business plans with strategic customers.

    • Revenue Growth Management (RGM)

  • Lead the development and execution of RGM strategies including pricing architecture, promotional strategy, pack-price mix, and channel / customer profitability.
  • Optimize trade investment effectiveness through rigorous post-evaluation and ROI tracking.
  • Analyze revenue drivers and recommend pricing, promotion, and assortment adjustments to improve margin and volume growth.
  • Establish revenue growth KPIs and dashboards in collaboration with Finance and Sales teams.

    • Team Leadership

  • Build and lead a high-performing team across trade marketing, shopper marketing, category management, and RGM functions.
  • Inspire a data-driven and customer-centric culture, fostering continuous learning and performance development.

    • Budget & Performance Management

  • Own the Customer and Trade Marketing budgets, ensuring alignment with financial targets and investment effectiveness.
  • Lead the measurement and reporting of all trade and RGM initiatives with actionable insights and continuous improvement plans.

    • Innovation & Insights

  • Leverage advanced analytics and shopper insights to drive innovation in promotions, trade tools, and shopper engagement.
  • Keep ahead of market trends, channel evolution, and competitor strategies to inform growth initiatives.

    • Requirements

  • Strategic Mindset & Strong Commercial Acumen
  • Revenue Growth Optimization
  • Strong Leadership & Cross-functional Collaboration
  • Ability to adapt to a good and diverse working culture
  • Category & Shopper Insight
  • Analytical & Data-Driven Decision Making
  • Trade Execution Excellence
  • Change Management & Innovation
  • Strong ability to manage Conflict

    • Qualifications / experience

  • Bachelor’s degree in marketing, Business, Finance, or related field
  • 6–8+ years in Trade Marketing, Category Management, or RGM, ideally within FMCG, Retail, or Consumer Goods.
  • Strong commercial acumen with proven experience in revenue growth initiatives and trade spend optimization.
  • Experience managing cross-functional teams and leading projects across multiple channels / customers.
  • Advanced knowledge of data analytics tools (e.g., Nielsen, Circana, Power BI)
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    Of Category Customer • Western Cape, Cape Town City