Senior Director, Revenue Growth Management (RGM)

Position Overview

The Senior Director of Revenue Growth Management (RGM) serves as a strategic leader responsible for developing and embedding a transformative RGM capability aimed at driving sustained, profitable growth. This role leads the vision and execution of RGM initiatives that improve pricing strategies, optimize trade investments, boost promotional effectiveness, enhance portfolio mix, and expand margins across all sales channels and customers. Engaging collaboratively with Sales, Finance, Marketing, Supply Chain, and Executive Leadership, the individual ensures RGM principles are integrated into enterprise planning, from long-term strategies to annual operating plans and ongoing commercial governance, moving decision-making towards a more disciplined, data-driven, and margin-focused approach.

Key Responsibilities

• Craft and direct a 3-year RGM strategic roadmap aligned with the company’s growth and profit targets.
• Establish scalable RGM infrastructure, governance, and tools that facilitate both national and international business expansion.
• Embed RGM principles across pricing, promotions, trade investment, and product portfolio strategies.
• Lead organizational development efforts to incorporate RGM into everyday commercial practices.
• Advise executives on revenue quality, product mix health, and long-term margin enhancement strategies.
• Oversee enterprise-wide pricing strategies, including price-pack design, elasticity assessments, and channel-specific frameworks.
• Drive initiatives to improve net price realization by eliminating pricing leaks and enhancing revenue quality.
• Implement pricing governance structures defining decision authorities across customers and channels.
• Coordinate cross-functional efforts to manage strategic price changes, product size adjustments, and premiumization projects.
• Develop and execute gross margin growth plans with clear financial goals and accountability.
• Optimize trade spend relative to Net Sales Value, ensuring disciplined allocation and clear ROI monitoring.
• Enhance promotional ROI evaluation methods to distinguish genuine incremental growth from discounted volumes.
• Identify structural inefficiencies in trade management and implement corrective measures.
• Lead portfolio mix optimization initiatives to improve margin per SKU, case revenue, and channel profitability.
• Analyze SKU performance to determine opportunities for rationalization that reduce complexity and margin erosion.
• Collaborate with Marketing and Innovation teams to align pricing and packaging strategies with long-term brand equity and growth objectives.
• Adjust assortment strategies according to channel dynamics and retailer requirements.
• Integrate RGM guardrails into Annual Operating Plans and long-term financial planning.
• Establish and maintain recurring RGM performance reviews with key executive stakeholders.
• Develop and monitor KPIs including net price realization, gross margin expansion, trade spend as a percent of NSV, promotional ROI, mix optimization, and forecasting accuracy.
• Improve forecast precision by aligning RGM insights with demand planning processes.
• Enforce accountability through structured governance and clearly defined decision-making frameworks.
• Lead and mentor a high-performing team specialized in RGM and commercial analytics.
• Influence senior commercial leaders and executives with data-driven insights and actionable recommendations.
• Act as a change leader fostering disciplined, profit-focused commercial growth.
• Partner closely with Sales to balance retailer relationships with margin objectives.
• Serve as a trusted advisor to Finance on revenue quality and margin forecasting.

Qualifications

• A minimum of 12 years of experience in Revenue Growth Management, Commercial Strategy, Finance, or Category Leadership within the consumer packaged goods industry; beverage industry experience is strongly preferred.
• Proven success in building and scaling enterprise RGM functions.
• Extensive expertise in pricing strategy, trade economics, margin analysis, and commercial governance.
• Experience integrating RGM processes within Annual Operating Plan and long-range strategic cycles.
• Strong financial skills including executive-level P&L management.
• Advanced analytical expertise involving pricing elasticity, trade ROI analysis, mix modeling, and forecasting.
• Effective influence and communication skills with C-suite and senior commercial leaders.
• Demonstrated leadership in organizational change and capability development.
• Preferred education includes an MBA or advanced business degree.

Benefits

• Comprehensive Medical, Dental, and Vision coverage.
• Long-term and short-term disability insurance.
• Life insurance coverage.
• 10 vacation days per year, subject to accrual policies.
• 11 company-paid holidays.
• 401(k) retirement plan with company matching.
• Identity theft protection and legal service benefits.

Diversity and Inclusion

The company is committed to fostering a diverse, equitable, and inclusive workplace and extends equal employment opportunity regardless of age, ancestry, citizenship, color, gender identity or expression, marital status, disability, veteran status, race, religion, sexual orientation, or other protected characteristics. Employees and applicants can request reasonable accommodations during the recruitment process.

Additional Information

The role involves collaboration with digital and campaign teams to develop creative brand strategies and design concepts, including supporting photo shoot processes, helping to visually realize the brand’s vision.