At Danone, we believe that every time we eat or drink, we vote for the world we want. As a leading food and beverage company, we make healthy, sustainably produced foods and beverages that nourish people's lives. As the largest Certified B Corporation in the world, we are committed to redefining business success to ensure that through our brands we create real benefits for people, our communities, and the planet.

The Senior Manager Revenue Growth Manager (RGM) will be responsible for optimizing the company revenue strategy by driving pricing, promotions, and trade terms across both reimbursed and self-paid product lines. This role requires a strong analytical mindset, cross-functional collaboration, and good knowledge of pharma pricing and commercial levers.

Key Responsibilities

1. Pricing Strategy

• Develop pricing models for both reimbursed and self-paid products, balancing volume, profitability, and market competitiveness.
• Ensure pricing compliance with reimbursement regulations and align with health authorities pricing policies.
• Optimize tender pricing for hospital contracts to enhance competitiveness while maintaining profitability.
• Conduct price elasticity analysis to adjust pricing based on market dynamics, competitive pressures, and consumer demand.

2. Promotions & Commercial Strategy

• Design promotion strategies for OTC products (e.g., in-pharmacy activations, seasonal discounts, bundling).
• Develop pharmacy-led promotional programs to drive sell-out and increase pharmacy engagement.
• Implement data-driven promotional efficiency analysis to maximize ROI on trade spend.
• Work closely with marketing & sales teams to align promotions with brand positioning and sales objectives.

3. Trade Terms & Wholesaler Management

• Define trade terms and discount structures to optimize wholesaler incentives while ensuring strong distribution.
• Collaborate with wholesalers and distributors to align incentives with growth priorities.
• Establish a trade spend governance framework to monitor and optimize discounts, rebates, and incentives.
• Analyze wholesaler pricing strategies to ensure alignment with company objectives and market realities.

4. Revenue Growth & Analytics

• Lead net revenue management (NRM) projects to optimize gross-to-net revenue across channels.
• Develop dashboarding and reporting tools to track pricing, promotions, and trade spend effectiveness.
• Conduct competitive benchmarking and market research to identify pricing and promotional opportunities.
• Partner with finance, sales, and marketing to drive a cross-functional revenue growth strategy.

Key Requirements

Experience & Background

• 6-8 years of experience in Revenue Growth Management, Pricing, Commercial Strategy, or Finance within the pharmaceutical or FMCG industry.
• Strong expertise in pricing models, promotions, and trade terms in both reimbursed and OTC markets.
• Prior experience in a pharmaceutical company, healthcare consultancy, or revenue management role in FMCG is highly preferred.
• Understanding of reimbursement frameworks, hospital tenders, and pharmacy distribution models.
• Experience working with wholesalers, distributors, and pharmacy chains is a strong advantage.

Skills & Competencies

• Strong analytical & financial acumen and ability to manage data, pricing models, and commercial P&Ls.
• Commercial mindset and ability to balance strategic pricing with competitive market dynamics.
• Cross-functional leadership and ability to work with finance, sales, and marketing teams.
• Excellent negotiation skills and experience in structuring trade terms and incentive programs.
• Advanced Excel, Power BI, data analytics proficiency and experience with revenue growth tools is a plus.
• Fluent in Spanish and English.

Working at Danone gives you the chance to impact more than 12 million consumers, where we lead the ranking of the most chosen brands in the country.
 
In addition, Danone is the largest BCorp company and that drives us every day to increase our efforts in sustainability, our impact on society and our workers.
 
And what’s next?
 
If you have come this far you will have already convinced yourself... Apply!!
 
"At Danone we are 100% committed to guaranteeing bias-free selection processes and equal opportunities. For this we have trained all the people who participate in them. Because to work with us, what matters to us is what you can contribute and nothing plus"

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