As the NRM cum IBP Manager, you will play a dual-role driving both commercial growth and business planning excellence. This role is critical in unlocking sustainable Net Revenue (NR) and Net Revenue Realization (NRR) through pricing, mix, and trade strategies, while also leading the Integrated Business Planning (IBP) process to ensure strategic alignment across demand, supply, and financial planning.

I. Net Revenue Management (NRM)

1. NRM Strategy & Deployment

• Lead the execution of PepsiCo’s global NRM playbooks across pricing, mix, and trade investment to maximize revenue and margin.

• Partner with BU and sector NRM leads to identify and quantify growth opportunities, translating insights into actionable business strategies.

• Support the development of long-term NRM strategy, aligning with future growth drivers and strategic investment priorities.

2. Price Pack Architecture (PPA)

• Conduct diagnostics to define optimal pricing tiers and pack strategies by channel and occasion.

• Translate price index findings into actionable pricing at SKU and shelf level.

• Collaborate with the Insights team to validate PPA strategy through research and in-market testing.

3. Mix Management

• Analyze mix performance across geographies and channels to identify high-impact SKU opportunities.

• Develop and track mix optimization plans to improve Net Revenue and Variable Contribution (VC).

• Adjust execution plans based on real-time performance insights.

4. Trade Investment Optimization

• Drive promo effectiveness analysis, establishing ROI benchmarks and promo guardrails.

• Define trade spend strategy by channel/account to align with brand and commercial priorities.

• Monitor execution and recommend corrective actions to protect profitability.

II. Integrated Business Planning (IBP)

1. IBP Process Leadership

• Lead the monthly IBP cycle, aligning demand, supply, and financial plans across functions.

• Ensure alignment of market plans with BU guidance and corporate objectives.

• Facilitate cross-functional forums to identify and close performance gaps.

2. Performance Management & Business Reporting

• Oversee tracking of key KPIs such as volume, revenue, profit, forecast accuracy, and service levels.

• Support AOP cascade and ensure transparency on Risks & Opportunities (R&O) across planning forums.

• Provide strategic insights to senior leaders for timely decision-making.

3. Risk and Scenario Planning

• Identify potential planning risks and work with stakeholders to develop mitigation plans.

• Lead scenario-based planning to respond to demand shifts, supply disruptions, and market dynamics.

• Promote proactive, data-driven planning to improve agility and execution.

4. Stakeholder Engagement

• Act as a key partner to cross-functional and BU leaders, driving clarity, alignment, and accountability.

• Serve as the escalation point for demand/supply issues and ensure resolution through structured governance.

• Champion continuous improvement in planning discipline and system adoption.

Key Skills/Experience Required:

• 7+ years of commercial & analytics experience, across NRM, Commercial, Finance, and/or Consulting in the FMCG space with 3+ years of direct experience in Revenue Management preferred
• Business Management (MBA / Bachelors)
• Strong background in Revenue Management with multi-channel experience preferably in established FMCG
• In-depth understanding of various NRM analytics techniques (pack price curves, cross price elasticity, NRR waterfall, promo ROI, cannibalization, commodity GM impact, NRM actions VC impact, etc.)
• Strategy Expertise – Strong record in CPG Strategy and Consulting practice with minimum 5 years of CPG experience. Proven track record demonstrating strategic thinking and problem solving
• Commercial Acumen – Broad multi-channel experience preferably in established FMCG and/or Retail. Strong commercial and analytical ability required to manage both the operational and strategic agenda and interrogate complex, incomplete, or ambiguous data with ease
• Analytical Expertise – Exceptional analytical skills. Ability to review complex data, pulling out key insights & translating into high-level executive summaries, storylines & concise practical plans for execution
• Communication – Excellent communication skills and can articulate complex issues in an easy-to-understand way
• Leadership – Proven leadership and people development skills. Cross-functional collaboration experience and working in a matrix organization
• Influence – Demonstration of ability to influence both internal and external agenda at the Senior Leadership level and across a wide stakeholder group in Functions, Sectors, and BUs. Ability to influence at a high level without authority.

Differentiating Competencies Required

• Accountability and responsibility
• Attend to details and multi-tasking
• Complex problem solving
• Presentation – Ability to visually present thoughts, storylines, facts & figures in a compelling way and adapt content to a variety of senior leadership and middle management audiences – specifically including strong PowerPoint and Excel competence
• Motivated self-starter with demonstrated success in achieving results in an ambiguous environment
• Strong results orientation, track record of hitting and exceeding targets
• Intellectual curiosity and ability to ensure independency
• Ability to effectively plan, prioritize, execute, and follow up promptly and anticipate problems and roadblocks.