Senior Director, Revenue Growth Management - Trade Management Lead

Fresh-Squeezed Legacy, Bold New Chapter

Tropicana Brands Group is a $3B startup aiming to revolutionize the beverage category. Formed in 2022 as a joint venture between PAI Partners and PepsiCo, our portfolio includes iconic brands like Tropicana, Naked, KeVita, Izze, Copella, and Punica. With over 76 years of global leadership in the orange juice category, we’re committed to preserving this legacy while driving innovation in other areas. From reimagining orange juice to creating functional smoothies and driving afternoon refreshments, we are striving to become the undisputed global leader in fresh and chilled beverages.

The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.

Your Next Pour: The Opportunity

Tropicana is seeking a Senior Director, Revenue Growth Management (RGM) to join our Commercial Strategy Team. This role will serve as a strategic architect and enterprise thought leader for trade, pricing, and promotional effectiveness, owning the end-to-end RGM agenda to drive sustainable, profitable growth.

The Senior Director, RGM will shape and execute customer centric revenue strategies, integrating pricing, trade investment, and promotional optimization to maximize ROI, margin, mix, and revenue realization. This leader will partner closely with Sales, Category Management, Marketing, Supply Chain, and Executive Leadership to influence decision making and deliver measurable business impact across national and major customer accounts.

We are looking for a highly strategic, data driven leader with the ability to influence at the executive level, thrive in ambiguity, and translate insights into actionable, scalable strategies that elevate performance across the organization.                                                     

 

Key Responsibilities:

Strategic Leadership & Revenue Optimization

• Own the enterprise Revenue Growth Management strategy, aligning pricing, trade investment, and promotional guidelines with Tropicana’s long‑term growth and margin objectives
• Develop multi-year and annual RGM roadmaps that optimize trade spend efficiency, price realization, and promotional ROI across customers, categories, and brands
• Serve as the executive subject matter expert on trade strategy, revenue models, and customer economics

Trade Investment & Promotional Effectiveness

• Lead scenario planning and develop clear, actionable recommendations to deliver trade savings targets, optimize trade promotion guidelines, and reallocate trade funds toward highest return opportunities
• Oversee trade investment governance for assigned national and major retail customers, ensuring disciplined execution and alignment of customer go‑to‑market strategies
• Drive continuous improvement in TPM processes, tools, and capabilities, leveraging data and analytics to enhance decision quality and transparency

Pricing & Revenue Architecture

• Lead the design and implementation of pricing strategies and revenue models to prioritize customer, category, and brand opportunities
• Guide analysis of elasticity, mix, margin, and competitive dynamics to inform price execution and promotional depth/frequency decisions
• Ensure pricing and trade strategies are integrated into customer negotiations and joint business planning

 Analytics, Insights & Performance Management

• Lead deep dive analysis of trade promotion events and event level ROI to uncover insights and identify scalable best practices
• Establish KPI frameworks, scorecards, and post event reviews to track performance and drive accountability
• Ensure accrual accuracy and financial integrity by partnering closely with Finance and Sales Operations

Cross‑Functional Influence & Planning

• Play a leadership role in annual and quarterly customer planning, shaping commercial strategies and investment choices
• Partner with Sales, Marketing, Category, and Supply Chain to align RGM decisions with brand strategy and customer execution
• Influence executive stakeholders with fact based storytelling, clear recommendations, and strong executive presence

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