Vice President, Revenue Growth Management (RGM)

Job Description

Position Summary:

As the Head of Revenue Growth Management at Constellation Brands, Inc.’s Beer Division, you will play a crucial role in setting the overall vision and strategic direction for the RGM function and its support of Division Goals. You will be responsible for growing and leading the team developing the Beer Division’s pricing, promotion, and price pack architecture strategies – and operationalizing them in local markets to realize Division financial objectives. You will serve as the voice of RGM with Beer and Finance leadership to ensure executive buy-in for RGM efforts, as well as develop cross-functional partnerships with key stakeholders across the Division and CBI more broadly. The position requires deep knowledge of consumer goods and specifically beverage alcohol industry dynamics; a strong analytical mindset and orientation; and exceptional communication skills, particularly translating analytical insights into compelling, influential narratives.

Responsibilities:

Set vision and strategic direction: Define, communicate, and implement strategic roadmap for RGM organization to deliver Division financial and RGM goals. Strategic priorities for RGM include but are not limited to maximizing Division sales and profitability; expanding and maturing RGM strategy, operations, and analytical capabilities; deepening market-specific connectivity and knowledge; and embedding RGM throughout key business processes across functions.

Collaborate cross-functionally within Beer Division and across CBI: Build relationships and work closely with key functions within the Beer Division and across CBI, including Sales, Finance, Marketing, Growth & DBA, and IDS to develop RGM strategies and deliver Division financial goals. Collaborate closely with teams generating key data insights (market, competitor, consumer) to ensure connectivity with RGM analysis and recommendations. Maintain close coordination with BU Sales National Accounts to develop pricing / product proposals for key accounts.

Develop and operationalize pricing, product, and channel strategy: Manage RGM Center of Excellence that develops integrated and data driven pricing, product, and channel / customer strategies that align with the Beer Division’s overall business goals and priority growth areas. Ensure COE strategies incorporate actionable insights to inform strategy design, opportunity quantification, and evaluation / test & learn. Partner with Market Team to cascade strategies into market-specific opportunities in BUs and/or with key customers.  

• Pricing: Collaborate with Market Team and Sales utilizing pricing analytical tools and techniques to optimize national pricing strategy recommendations, guiding the team to identify market and/or customer-specific opportunities. Evaluate the risk profile of proposed pricing tactics / initiatives.

• Promo: Develop and implement Promo playbook to identify Promo guidelines as well as strategic promotions that support overall Beer Division strategic goals.

• Price Pack Architecture (PPA): In coordination with Marketing, Sales, and other Beer Division stakeholders, develop and implement PPA playbook to identify, quantify, and implement PPA opportunities in key markets and/or accounts.

Develop and communicate actionable consumer and market / competitive insights: Guide team to identify key opportunities / insights across financial, market, competitor, and consumer data. Guide team to translate insights into actionable and compelling recommendations. Influence both CBI Sales teams and key customers / accounts to implement the recommendations in market.

Deepen connectivity in-market with Beer Division teams and key customer stakeholders: Support the development of a RGM Market Team to drive RGM strategies in specific BU and/or customer accounts.

Oversee key RGM tool implementation and reporting: Partner with IDS and COE Tools & Reporting Leads to ensure RGM’s data analysis tools and reporting are a source of competitive advantage for the Beer Division. Represent RGM’s needs and requirements in key technical builds and implementations

Build team capabilities and influence: Lead RGM team to expand / deepen capabilities across priority RGM pillars, better leverage data analysis tools and reporting, and more effectively influence market/customer stakeholders. Create inclusive, high-performing team environment and professional development opportunities / career path options for RGM team

Qualifications

• Bachelor's degree in business, finance, marketing, or related field; MBA/advanced degree a plus

• 8-10 years of strategic Revenue Growth Management and/or related finance experience