What is


Having taken shape over the last ten years, this space has developed from the need to ensure maximum ROI from commercial and marketing activity. An exciting, changeable and function-linking place to be with routes in from finance, sales, insights and brand and onward to almost anywhere within a consumer product focused business.

After working in National Accounts, Marketing, Field Sales & Supply chain I got the opportunity to move into a Revenue Management to use all my experience and learn the art of designing and delivering the commercial plan.

Someone more experienced and senior told me Think of it like working in Air Traffic Control you can see the whole picture and anticipate the conflicts, or accelerate where we are winning, before they happen. It was great advice! I loved being at the heart of things;solving complex problems, convincing senior stakeholders how we could adapt and improve our plan and learning how to use a blend of passion and facts to convince the sales team to execute what we had designed in the way we wanted it done. I learned quickly the importance of cutting to the facts to diagnose performance so that you had more time to think about what you wanted to happen and then design back from there.

Much like Air Traffic Control I also learned that timely, accurate and clear communication was the secret ingredient to success. Some people needed to know what the KPI was they had to beat, others needed to hear that they were doing a great job.Most of all, working in Revenue Management is about accepting that no matter how great the plan looks on paper you've got to be dynamic enough to flex its delivering in real life!

Industry Voice

Joe Gosney

Category Development Director


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