DX Promo Manager

Overview

Lead the DX Promo agenda across BCCA (Belarus, Caucasus, Central Asia), driving promotional effectiveness through a unified promotion strategy, governance framework, and end-to-end planning and execution excellence. 

As a newly established strategic capability, this role will build and institutionalize the DX Promo function across the region, creating the missing link between Sales, Revenue Growth Management, Sales Finance, Marketing, Supply Chain, IBP, and DX Planning.

The role will establish the governance, processes, and ways of working required to bring consistency, transparency, and accountability to how promotional investments are planned, executed, and optimized across BCCA. Acting as the owner of the promotional operating model, the DX Promo Manager will define clear ownership and decision rights across functions while integrating promotional plans into AOP, SOP, SOE, and Demand Acceleration processes.

The DX Promo Manager will own the development of channel-specific promotional strategies across OT, TT, AFH, and E-commerce, ensuring promotional investments are aligned with commercial priorities, customer strategies, marketing initiatives, and long-term value creation.

While Sales teams remain accountable for in-market execution, this role will provide governance, performance visibility, execution oversight, and continuous optimization to ensure promotions are delivered in line with agreed standards and business objectives.

This is a unique opportunity to build a new capability, shape key commercial decisions, and define Promotional Excellence standards across BCCA.

Responsibilities

Own Promo Strategy & Commercial Integration 

• Define and lead the promotional strategy across OT, TT, AFH, and E-commerce channels.

• Own promotional budget planning in partnership with Revenue Growth Management and ensure alignment with commercial priorities and AOP commitments.

• Ensure promotional plans are fully aligned with customer strategies, Marketing calendars, innovation launches, and Demand Acceleration priorities.

• Partner closely with DX Planning to embed promotional opportunities and risks into the growth agenda.

Build Promo Governance & Operating Model

• Establish and govern the end-to-end promotional management process across BCCA.

• Define clear ownership, decision rights, and ways of working between DX Promo, RGM, Sales Finance, Sales, Marketing, Supply Chain, IBP, and DX Planning.

• Implement governance standards, planning routines, and performance reviews that improve promotional decision-making, accountability, and business outcomes.

Drive Promo Planning, Execution Excellence & Performance

• Own the promotional calendar across customers, channels, and key promotional levers.

• Work in close collaboration with the Business Development team to manage and monitor the timely launch of promotional campaigns in digital systems, ensuring accurate execution across customers and sales channels.

• Lead the monthly promotional re-planning cycle, incorporating business performance, supply constraints, customer requirements, and market dynamics.

• Monitor promotional execution and in-flight performance against agreed plans and standards, identifying risks, compliance gaps, and corrective actions.

• Partner with Sales teams on competitive promotional monitoring and ensure insights are reflected in future plans.

Build Promo Excellence Capability

• Lead post-promotion evaluation and embed learnings into future planning cycles.

• Develop Promo Excellence standards, playbooks, and channel-specific guidelines for commercial teams.

• Drive continuous improvement of promotional effectiveness, execution quality, and trade investment ROI.

• Lead and develop the DX Promo team while fostering a culture of accountability, collaboration, and performance excellence.

Success Measures

Business Impact

• AOP delivery support through effective promotional planning, execution, and optimization.

• Improved promotional ROI and trade investment effectiveness.

• Realization of promotional growth opportunities and mitigation of commercial risks.

• Incremental Net Revenue generated through optimized promotional investments and actions.

Capability & Process Development

• Successful establishment of the DX Promo capability across BCCA.

• Adoption of Promo Governance, standards, and ways of working across markets.

• Effective integration of DX Promo into AOP, SOP, SOE, and Demand Acceleration processes.

• Implementation of channel-specific promotional strategies and Promo Excellence standards across OT, TT, AFH, and E-commerce.

Organizational Impact

• Clear ownership and accountability model across DX Promo, RGM, Sales Finance, and Sales.

• Enhanced cross-functional alignment and decision-making effectiveness.

• Adoption of Promo Excellence standards and best practices across BCCA markets.

• Strong DX Promo–DX Planning partnership, ensuring promotional levers are fully embedded into growth delivery and Risks & Opportunities management.

Qualifications

Higher education in Economics, Business, Finance, Marketing, or a related field.

Minimum 5 years of FMCG experience across Commercial Planning, Revenue Growth Management, Sales Finance, Trade Marketing, Category Management, Commercial Excellence, or related functions.

At least 2 years of people management experience.

Strong understanding of promotional management, trade investment optimization, commercial planning, and business performance drivers.

Proven track record of building processes and cross-functional ways of working in complex organizations.

Strong analytical and commercial acumen with the ability to translate insights into business actions and recommendations.

Excellent stakeholder management and influencing skills, with experience working across senior cross-functional teams.

Advanced Excel and PowerPoint skills; experience with analytical and reporting tools (e.g., Power BI) is a plus.

English proficiency at Upper-Intermediate level or higher.