Director, RGM

Location: Remote with requirement to travel for business needs

 

Role Purpose:

The Director, Revenue Growth Management (RGM) will lead and drive our organization’s enterprise-wide revenue optimization initiatives. This role is pivotal in shaping strategic pricing and commercial policies across brands and channels, with a strong focus on maximizing revenue, profitability, and long-term value creation. The Director will provide enterprise leadership across Strategic Pricing, Price Pack Architecture (PPA), Mix Management, Gross-to-Net (GTN), and Commercial Policy development. This role includes analyzing regional brand performance, identifying white space opportunities, interpreting consumption data, and crafting persuasive narratives that demonstrate the value of strategic RGM levers for the enterprise, customers, and consumers. The Director will also be responsible for overseeing trade spend, customer planning, and analytics to support sustainable business growth

 

Essential Duties and Responsibilities:

Enterprise RGM Leadership:

• Provide strategic leadership across the full RGM capability set: Strategic Pricing, Price Pack Architecture, Mix Management, Gross-to-Net, and Commercial Policies.
• Partner cross-functionally with Marketing, Sales, Finance, and Supply Chain to align RGM strategies with enterprise objectives.
• Act as a change agent, embedding RGM principles across the organization and leading governance around pricing and commercial decision-making.

Revenue Strategy Development:

• Lead the development and execution of comprehensive revenue growth strategies to drive profitability and share growth.
• Identify opportunities in pricing, promotion, mix, and assortment to unlock incremental revenue and margin.

Trade Spend & Customer Planning:

• Oversee trade investment strategy and execution to ensure alignment with enterprise goals and customer plans.
• Optimize trade spend effectiveness through analysis, modeling, and cross-functional collaboration to drive ROI.
• Lead customer planning processes that connect strategy to execution, leveraging RGM insights to inform negotiations and joint business planning.

Analytics & Insights:

• Leverage analytics to generate actionable insights into customer behavior, sales performance, and market trends.
• Develop dashboards and performance tracking tools to support transparency, agility, and accountability.
• Lead forecasting and scenario planning initiatives grounded in market and internal data.

Team Leadership:

• Build and lead a high-performing team across RGM, Customer Planning, Trade Fund Management, and Business Analytics.
• Foster a collaborative, analytical, and results-oriented culture focused on continuous improvement and capability building.

Qualifications

Education and/or Experience:

Required:

• Bachelor’s degree in Business, Marketing, Economics, Finance, or related field; MBA preferred.
• 10–12+ years of experience in the Consumer Packaged Goods (CPG) industry, with 3–5+ years of senior leadership experience in Revenue Growth Management.
• Proven success in leading cross-functional RGM initiatives including Strategic Pricing, PPA, Mix Management, GTN optimization, and Commercial Policy.
• Deep expertise in trade spend optimization, pricing analytics, and customer planning.
• Strong strategic thinking and analytical capabilities, with the ability to synthesize complex data into business insights.
• Demonstrated success in leading, mentoring, and developing high-performing teams.
• Proficiency in RGM tools, TPM systems, analytics platforms, and financial modeling.

 

Competencies and Proficiency Requirements:

• Revenue Growth Management Expertise – Advanced
  • Deep understanding of RGM pillars: Strategic Pricing, PPA, Mix Management, GTN, and Commercial Policies.
  • Ability to design and execute enterprise-wide RGM strategies.