Director of Revenue Growth Management

Director, Revenue Growth Management (RGM)

Location: Hybrid Reports To: VP Sales Industry: Consumer Packaged Goods (CPG) - Health & Wellness Function: Revenue Growth Management / Commercial Excellence

Position Summary

The Director of Revenue Growth Management (RGM) is responsible for developing and leading the company's revenue growth strategy across pricing, promotion, trade investment, assortment, pack architecture, and channel optimization. This leader will drive profitable growth by translating consumer, customer, and financial insights into actionable commercial strategies that maximize revenue, margin, and market share.

The Director will partner closely with Sales, Marketing, Finance, Category Management, Supply Chain, and Executive Leadership to establish a best-in-class RGM capability that accelerates growth across the portfolio while enhancing customer and consumer value.

This role is particularly critical in a fast-growing health and wellness organization where innovation, premium positioning, evolving consumer behaviors, and dynamic channel shifts create significant opportunities for value creation.

Key Responsibilities

Revenue Growth Strategy

• Develop and execute the company's enterprise-wide Revenue Growth Management strategy.
• Identify and prioritize growth opportunities across pricing, promotion, assortment, mix, and distribution.
• Build long-range revenue and profit growth plans aligned with corporate objectives.
• Serve as the organization's thought leader on value creation and commercial effectiveness.

Pricing & Price Pack Architecture

• Lead pricing strategy across brands, categories, channels, and customers.
• Develop pricing frameworks that balance volume growth, margin expansion, and competitive positioning.
• Evaluate elasticity, price thresholds, and competitive pricing dynamics.
• Optimize pack architecture to improve consumer accessibility, premiumization, and profitability.

Trade Investment & Promotion Effectiveness

• Establish trade investment governance and promotional effectiveness measurement.
• Analyze customer-specific trade spending and ROI.
• Develop annual promotional strategies and event frameworks.
• Identify opportunities to improve trade efficiency and reinvest savings into growth initiatives.

Channel & Customer Strategy

• Partner with Sales Leadership to develop channel-specific growth strategies.
• Optimize assortment and distribution across Grocery, Mass, Club, Drug, Convenience, E-Commerce, Foodservice, and Specialty channels.
• Develop customer profitability analyses and strategic growth recommendations.
• Support annual customer planning and Joint Business Planning processes.

Analytics & Insights

• Lead advanced analytics leveraging syndicated data, shopper insights, POS, loyalty, and internal financial data.
• Establish dashboards and KPIs that provide visibility into growth drivers and commercial performance.
• Translate complex data into actionable recommendations for senior leadership.

Trade Promotion Management (TPM) Ownership

• Serve as business owner for the company's Trade Promotion Management (TPM) platform.
• Lead TPM strategy, governance, process design, adoption, and continuous improvement.
• Partner with Sales, Finance, and IT to ensure TPM supports planning, forecasting, deduction management, accrual accuracy, and ROI measurement.
• Develop standardized promotion planning and post-event evaluation processes.
• Ensure TPM data integrity, compliance, and reporting accuracy.
• Drive utilization of TPM insights to improve trade spend effectiveness and forecast accuracy.

Preferred TPM Experience

Experience leading or administering platforms such as:

• Salesforce Consumer Goods Cloud
• TELUS Trade Promotion Management
• Blacksmith TPM
• SAP Trade Promotion Management
• Exceedra

Organizational Capability Building

• Build and develop a high-performing RGM team.
• Implement RGM tools, processes, and capabilities across the organization.
• Educate commercial teams on RGM principles and best practices.
• Foster a data-driven culture focused on profitable growth.

Cross-Functional Leadership

• Partner with Marketing on innovation pricing, portfolio strategy, and consumer value propositions.
• Collaborate with Finance on forecasting, budgeting, and margin optimization.
• Work with Supply Chain and Operations to align commercial strategies with operational capabilities.

Qualifications

Education

• Bachelor's degree in Business, Finance, Economics, Marketing, Statistics, or related field.
• MBA strongly preferred.

Experience

• 10+ years of progressive experience in CPG, consumer health, food & beverage, nutritional products, or wellness industries.
• 5+ years leading Revenue Growth Management, Commercial Strategy, Pricing, Sales Strategy, Category Leadership, or related functions.
• Proven experience building and scaling RGM capabilities.
• Experience partnering with major retailers including Walmart, Target, Kroger, Albertsons Companies, club, and e-commerce channels.
• Demonstrated success driving both top-line growth and margin improvement.

Technical Expertise

• Revenue Growth Management methodologies
• Pricing and elasticity analysis
• Trade promotion optimization
• Assortment and portfolio strategy
• Financial modeling and P&L management
• Syndicated data platforms (Circana, NielsenIQ)
• Advanced Excel, Power BI, Tableau, and analytics tools

Leadership Competencies

• Strategic Thinking
• Executive Presence
• Commercial Acumen
• Data-Driven Decision Making
• Change Leadership
• Cross-Functional Influence
• Talent Development
• Results Orientation
• Consumer-Centric Mindset
• Innovation and Growth Mindset

Success Profile

The ideal candidate is a commercially-minded strategist who can connect consumer behavior, retailer dynamics, and financial outcomes to drive sustainable profitable growth. They possess the analytical rigor of a finance leader, the consumer understanding of a marketer, and the customer orientation of a sales executive.

This individual thrives in a fast-paced health and wellness environment, embraces ambiguity, challenges conventional thinking, and builds strong partnerships across the organization to unlock growth opportunities.