RGM Analytics & Demand Manager

About the Company

PZ Cussons operates with a purpose of being for everyone, for life and for good. The company places sustainability and the wellbeing of people, families, and communities at the centre of its work. Established in 1884, it develops products designed to care for, nourish, and delight consumers across Hygiene, Baby, and Beauty categories. Its well-known brands include Carex, Cussons Baby, Sanctuary Spa, and St. Tropez.

Role Summary

The RGM Analytics & Demand Manager is responsible for strengthening profitable growth and improving forecast accuracy across the Hygiene, Baby, and Beauty portfolios. The position combines demand planning with Revenue Growth Management to help balance volume growth, pricing, promotion performance, assortment decisions, and margin protection within a fast-changing FMCG environment affected by inflation, retailer consolidation, and evolving shopper preferences.

Reporting Line

This position reports to the Head of Revenue Growth Management.

Key Stakeholder Relationships

• Heads of Sales
• Head of Marketing
• Head of Sales Operations
• Trade Marketing Managers
• Category Brand Managers
• Brand Managers
• Regional Sales Managers
• Key Accounts Managers
• Territory Sales Managers and Customer Development Executives
• Third-party agencies
• Trade Marketing teams
• Sales teams
• Marketing teams
• Customer Service teams
• Customers
• Sales Operations teams
• Supply Chain teams

Responsibilities

The role covers demand forecasting, RGM execution, commercial analytics, and cross-functional business partnering.

• Develop and continuously improve integrated demand forecasts at SKU, channel, and customer level for short-term and long-term horizons, covering Personal Care, Homecare, and Baby Care.
• Lead the monthly Forecast Consensus IBP discussion with Supply Chain, Sales, Marketing, and Finance to align forecasts with business plans, promotions, and new launches.
• Review historical sales, POS information, syndicated datasets such as Nielsen and Kantar, shopper insights, and external factors like weather, economic conditions, and competitor actions to improve forecasting quality, with a target of more than 65% accuracy at SKU level.
• Spot and reduce demand risks such as stock shortages, excess inventory, and product obsolescence, especially for seasonal and promotional items.
• Develop and execute RGM processes and strategies across pricing, promotional ROI, assortment and mix, pack-price structure, and trade terms/distribution.
• Carry out price elasticity, promotion effectiveness, and margin leakage analysis to identify actions that improve net revenue and gross margin.
• Improve trade investment efficiency by ensuring promotion spend generates positive returns while supporting category growth and brand strength across modern trade, general trade, and e-commerce.
• Contribute to portfolio streamlining and pricing decisions for new product introductions.
• Work with Sales Channel Leads, Category and Brand Management, and Trade Marketing teams to include RGM practices in annual plans, brand plans, and customer joint business plans.
• Build and maintain dashboards in Power BI or Tableau to track forecast accuracy, revenue growth, gross-to-net realization, promotion ROI, price/mix contribution, and category profitability.
• Use consumer and shopper insights, plus advanced analytics and AI/ML where available, to identify opportunities and risks in Personal Care, Homecare, and Baby Care.
• Provide clear recommendations and scenario-based analysis to senior leaders and cross-functional partners.
• Act as a commercial partner to Sales, Marketing, Finance, and Supply Chain teams.
• Create business tools that support decisions on pricing, promotions, and assortment.
• Support customer negotiations by providing commercial insight on trade terms and promotional calendars.
• Help build capability by training commercial teams on RGM concepts and tools.

Key Performance Indicators

• Demand forecast accuracy measured through MAPE or a similar metric
• Revenue growth against target in both value and volume terms
• Gross margin improvement and protection
• Promotion ROI and trade spend effectiveness
• Net revenue realization and reduced leakage
• Successful rollout of RGM initiatives such as pricing or pack changes

Requirements

The ideal candidate needs strong FMCG commercial analytics and demand planning experience, along with the ability to influence business decisions through data and insights.

• A bachelor’s degree in Computer Science, Information Management, Statistics, Business, Economics, or another related field is required; a minimum B in KCSE is also stated.
• At least 4–6+ years of experience in FMCG/CPG is needed, with 2–3 years spent in demand planning/forecasting alongside revenue management or commercial analytics.
• Experience in Hygiene, Baby, and Beauty categories is strongly preferred.
• A proven history of delivering profitable growth through RGM levers in a multi-category setting is expected.
• Exposure to East African markets or other emerging markets will be an advantage.
• Strong command of demand forecasting methods, both statistical and judgment-based, is required.
• Advanced analytical capability and a solid grounding in statistics are essential.
• Hands-on experience with Excel at an advanced level, Power BI, Tableau, SQL, Python, and R is required or highly desirable.
• Knowledge of SAP ERP tools such as BWP, APO, and ECP, as well as RGM software or AI-based tools, will be a plus.
• Commercial understanding of pricing, promotions, and trade dynamics in FMCG is necessary.
• Excellent stakeholder management and influencing ability is needed to turn analytics into practical business actions.
• A data-led approach, attention to detail, and comfort with ambiguity are important.
• Strong ability to structure, analyse, and present large data sets accurately and thoroughly is required.
• Capability to judge data critically and extract useful, actionable conclusions is expected.
• High-quality communication and presentation skills are essential, especially the ability to explain technical findings to non-technical audiences.
• Strong English proficiency is required; additional local languages are a plus.
• Soft skills include leadership, problem solving, results orientation, adaptability, teamwork, interpersonal strength, organisation, assertiveness, continuous learning, strong work ethic, and detailed reporting/presentation capability.

Eligibility

Applications are suitable for experienced professionals with a background in FMCG, commercial analytics, demand forecasting, or revenue management, particularly those who can operate in a cross-functional, data-driven environment in Nairobi.

Additional Information

This role sits in a dynamic FMCG environment where inflation, retailer consolidation, and changing consumer behaviour make disciplined forecasting and revenue management especially important. The company also emphasises sustainability and positive impact on communities as part of its wider purpose.

Brand Context

The role supports categories and brands across Hygiene, Baby, and Beauty, including Carex, Cussons Baby, Sanctuary Spa, and St. Tropez.

Application Note

PZ Cussons describes itself as large enough for you to make an impact and small enough for the role to feel personal.