Director, Revenue Management

This role will be responsible for leading the strategic direction of Revenue Management with deep data and analytics, creativity, and structured thinking/decision making to generate revenue to continue to grow the business. This role will be responsible for pricing management of FreshPoint Mid Atlantic’s contract and local sales business, enable commercial strategy, drive profitable growth, and ensure supply chain initiatives deliver profit objectives. This role will be focused on determining price strategies and designing processes and measures, working collaboratively with Sales, Merchandising, Supply Chain, and Finance. Additionally, this role will be responsible for influencing business decisions, building alignment across business functions, and communicating with the executive team.

25% Margin & Revenue Optimization

• Partner with Sales and Merchandising to evaluate promotional strategies, customer contracts, and pricing decisions to ensure profitable growth.
• Collaborate with Supply Chain and Operations to assess cost-to-serve, product costing, and efficiency initiatives.
• Collaborate with Merchandising to ensure category strategy and market conditions are reflected in pricing strategy
• Manage performance of responsible product portfolio and monitor results to determine if the pricing strategy is working as expected
• Monitor competitive benchmarks and market trends to inform margin and growth initiatives.
• Pricing management:

• Proactively identify pricing opportunities and risks, develop recommendations, and implement solutions with cross-functional teams and field leaders
• Support the strategic vision and direction of the pricing analytics roadmap
• Approve pricing changes and evaluate margin impact

10% Strategic Financial Leadership

• Partner with business leaders to identify and execute strategies that enhance gross margin, improve operating efficiency, and accelerate revenue growth
• Provide actionable financial insights and scenario modeling to support pricing, product mix, and commercial strategies
• Drive the development and monitoring of KPIs related to margin improvement, revenue performance, and profitability.

10% Financial Planning & Analysis (FP&A)

• Analyze revenue drivers, customer profitability, pricing strategies, and cost structures to identify opportunities for improvement.
• Deliver clear, insightful reporting and presentations to executive leadership and business unit leaders.

10% Problem Solving

• Troubleshoot and resolve escalated issues and communicate resolution.
• Partner with Sales Leaders communicating results, share with other stakeholders as applicable and build out policy and controls to develop and/or improve policies on any new matters and provide training to teams

10% Financial Modeling

• Ability to pull data to create decision making opportunities, report results/tracking and/or model variations; Includes, but is not limited to, new / existing Corporate Account Customer Proposal modeling, lookbacks, and scenario-based profitability models

10% Performance Monitoring 

• Develop and review dashboards, KPI’s and analyze reports.
• Responsible for ensuring overall performance of Sales Segment & applicable initiatives, strategies, and goals. 
• Monitor and communicate key risks/opportunities each period ensuring alignment with other functions

10% Cross-Functional Business Partnership

• Act as a trusted advisor to senior leadership and commercial teams by translating financial insights into strategic actions
• Support investment decisions through business cases, ROI analyses, and post-implementation reviews
• Lead financial support for new product development, channel expansion, and strategic growth projects

15% Special Projects - Work on other ad-hoc projects requested by executive management and other leadership positions

Education

Degrees/Certificates

Minimum Required:

Bachelor’s degree in Business, Economics, Statistics, Finance, or another quantitative field

Experience

Years and type of experience

Minimum Required:

• 8 years professional experience in Pricing/Revenue Optimization/ Economics/Finance or 5 years relevant experience in professional consulting services
• 3+ years of management/supervision/leadership experience required
• 5 years minimum experience in revenue management, sales or finance/merchandising role; or working on a project, results driven or field engagement type role
• Strong technical proficiency in Excel (pivot tables, dashboards) and data analytics tools; ability to translate complex data into actionable insights
• Familiarity with pricing systems, enabling technologies, and performance measurement frameworks

Skills

Type and Proficiency

Minimum Required:

• Demonstrates well-developed influencing skills with the ability to easily connect credibly with others and leadership.
• Ability to translate complex data analysis into actionable business insights to support and drive decisions
• Strong understanding of business P&L assumptions, actual results, and profitability drivers
• Must be able to think conceptually, strategically, and creatively with little oversight or direction (i.e. display thought leadership vs. simply “do” or execute something that was developed or directed by someone else)
• Relationship-Building and Interpersonal Skills
• Able to build strong working relationships with internal and external stakeholders, partners, and colleagues across the enterprise
• Takes the initiative to suggest and implement ongoing improvements in own and others’ work
• Strong influencing skills, able to lead and drive results with and without formal authority
• Ability to adapt to different management, communication, and delivery styles (as needed) for different situations
• Proven experience to get work done in a complex matrix organization
• Ability to think strategically and tactically from customer perspective
• Ability to structure unique problems and lead cross-functional teams in a way that enables the organization to make significant progress quickly
• Strong ability to manage ambiguity and guide the organization through it towards clear and decisive action plans