Senior Manager, RGMX - Tea

The Senior Manager, RGMX Tea is responsible for leading Revenue Growth & Margin Expansion strategies for the Tea category in Japan. 

Reporting to the Senior Director of RGMX, this role involves translating OU LRP/ABP strategy into category-specific pricing, promotions, packaging and product mix strategies that drive sustainable topline growth, transaction expansion and margin improvement within the tea category. The role is fully accountable for the Tea category's OBPPC, ensuring that the P/L expectations for the Tea category are met within the total Japan business. 

This position partners closely with the Tea category team in Marketing and dotted-line reports to the Tea category head. The role also involves working closely with all channel leads, the team, Commercial Finance and Bottlers' RGM teams to ensure the disciplined execution of OBPPC strategies and value creation levers. The role combines strong analytical capability with in-depth category knowledge to optimize the competitiveness of the coffee portfolio across complex channel landscapes. 

Scope of Responsibility 

• Markets: Japan  

• Category: Tea (RTD Tea, Hot/Cold formats, Premium, Mainstream, Entry, Channel & Customer exclusive portfolio)  

• Channels: 

• Japan: CVS, Supermarkets, Drugstores, Discounters, E-Commerce, Eating & Drinking (Vending has the dedicated RGMX resource in Vending team) 

• Coverage: Full RGMX capabilities. Pricing strategy, promotion optimization, channel-pack-flavor mix strategy, SKU optimization, OBPPC architecture, Segmented execution, System economics 

• Stakeholders: OU RGMX, Marketing, Channels & Operations, Finance, Global RGM, Bottler RGM teams 

Key Responsibilities 

1. Category RGM Strategy - Tea 

• Develop and execute the Tea RGMX strategy to deliver OU LRP and ABP.  

• Develop Coffee category OBPPC framework across channel aligned with category and channel growth strategies. 

• Identify value pools across brands, price tiers, and channel segments to unlock profitable growth. 

• Bring RGMX insight into mid-term innovation pipeline development to ensure that Marketing and R&D team to prepare innovation launches to address RGMX opportunity.  

2. Pricing Strategy - Tea 

• Define pricing architecture across Tea SKUs, across channels in Japan including laddering and price-tier strategy. 

• Develop channel-differentiated pricing strategies considering competitive intensity and shopper missions. 

• Conduct elasticity and price sensitivity analyses to guide pricing decisions. 

• Support scenario-based pricing recommendations in response to commodity volatility and competitive actions. 

• Track the performance and course-correct in needs  

• Propose consolidated recommendations to function LTs to bring the strategy to life in market execution 

3. Promotional Strategy & Trade Spend Optimization 

• Lead Tea promotion strategy and evaluate ROI across channels. 

• Partner with Channel teams to design effective, data-driven promotional mechanics & guideline  

• Improve trade spend productivity by analyzing uplift, cannibalization, and margin impact. 

• Establish post-promo evaluation processes to embed continuous improvement. 

4. Portfolio & Mix Optimization 

• Drive premiumization and affordability strategies within Tea to improve quality transaction  

• Identify opportunities to rationalize pack architecture and channel-specific SKUs both from Future-Back view and BAU optimization view to improve operational efficiency and margin performance. 

• Balance core SKU growth with innovation scale-up and complexity reduction. 

5. Analytics & Insight Integration 

• Integrate data sources including volume, transactions, NSR, margin, market share, POS, shopper data and consumer insights. 

• Translate analytics into actionable recommendations for pricing, promotions, and mix. 

• Monitor Tea business performance against RGM KPIs and provide needed action plans to Category team and Channel team  

• Partner with analytics teams to refine elasticity models and portfolio simulations. 

6. Cross-Functional & System Collaboration 

• Serve as primary Tea RGM contact for Marketing and Channel leaders. 

• Partner with Bottler RGM teams to align pricing and promo execution discipline. 

• Ensure strong financial alignment with Finance on margin delivery and ABP/LRP targets. 

• Contribute to OU RGM capability-building initiatives. 

Qualifications & Requirements 

• Bachelor’s degree in Business, Marketing, Economics or related field. 

• 5~8+ years of experience in RGM, category management, commercial strategy, or commercial finance in FMCG/CPG. 

• Strong understanding of Coffee category dynamics and competitive landscape preferred. 

• Proven experience in pricing, promotion optimization, and trade spend analysis. 

• Strong analytical and financial acumen. 

• Experience working with cross-functional teams and franchise bottling systems preferred. 

• Fluent business in English and Japanese.