The Revenue Strategy & Operations Lead (RevOps) is a strategic leader responsible for driving sustainable revenue and profit growth across multiple markets. The successful candidate will have demonstrated a deep understanding of effective commercial strategies and commercial planning as well as sales operations, analytics, forecasting and finance. The ideal candidate will have a proven track record of building commercial operations to deliver high revenue growth, profit optimization and client satisfaction. through innovative frameworks and commercial strategies.
WHAT YOU WILL DO:
Revenue Growth Management:
Develop and execute a comprehensive growth strategy, including go-to-market strategies for new products, ideal customer profile (ICP) refinement, and messaging optimisation
Refine and optimize the commercial team's process, coaching sales leaders and frontline teams (AMs, CSMs) to maximize performance.
Own revenue goals and provide strategic direction for achieving them
Troubleshoot deal challenges and provide ad-hoc guidance to the commercial teams
Lead the development and implementation of Revenue Growth Management (RGM) frameworks, processes, and tools across multiple product categories
Identify opportunities for revenue growth and margin expansion through focused deep dive sprints and RGM analytics.
Customer Lifecycle Management:
Oversee the strategic management of the end-to-end customer lifecycle to drive customer acquisition, retention, and expansion
Orchestrate cross-functional collaboration to create seamless customer journeys across systems and touchpoints
Leverage data and technology to optimize sales operations, enhance customer experience, and drive upsell and cross-sell opportunities.
Integrated Business Planning:
Support businesses in embedding Integrated Business Planning processes and systems to drive long-term value growth.
Transform ways of working to enhance business planning and forecasting capabilities.
Business Transformation:
Drive capability transformation across the region in collaboration with local and above-market teams.
Develop and execute capability assessment tools to improve RGM practices and share best practices across the organization.
Revenue Operations and Analytics:
Lead the development and implementation of RGM frameworks, processes and tools to optimize revenue and profitability.
Drive Integrated Business Planning (IBP) processes to enhance forecasting accuracy and align cross-functional teams.
Build and leverage a robust analytics infrastructure to identify growth opportunities, measure performance, and optimize resource allocation.
Partner with finance to manage unit P&L, conduct financial analysis, and support business decision-making.
Finance and Strategic Planning:
Oversee unit P&L management, value chain analysis, pricing strategy, and business planning.
Conduct scenario analysis, business case development, customer profitability analysis, and coordinate audits and governance reviews.
Team Leadership and Development:
Build and lead a high-performing Revenue Operations (RevOps) team, fostering a culture of innovation, continuous improvement, and a customer-first mindset.
Collaborate with global executive teams, regional leadership, and cross-functional teams to ensure strategic alignment and achieve key business objectives.
Conduct on-the-ground client meetings to understand trends and needs, working closely with General Managers (GMs) and commercial leads.
Track and report on performance, progress, gaps, and opportunities, while managing team incentives to support organizational growth objectives.
WHAT IT TAKES:
Bachelor's degree in communication, economics, finance, or related field. A Master's degree or MBA is preferred.
Minimum of 5 years of experience in revenue growth management, business planning, and commercial strategy, with at least 4 years in a leadership role.
Proven track record in driving revenue growth, leading capability transformation and implementingRGM practices.
Strong analytical, forecasting, and financial modeling skills.
Self motivated, go-getter, forward thinking with a can-do attitude
Experience in Supply Chain, Logistics or Trade industries is highly desirable.