Senior Manager, Revenue Management; RGM

Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates.

Senior Manager of Revenue Growth Management (RGM)

The Senior Manager of Revenue Growth Management (RGM) is a strategic leadership role responsible for driving profitable growth across Clorox’s portfolio through pricing, promotion, assortment, and trade investment optimization. This role sits at the intersection of Commercial, Finance, and Analytics, serving as a key partner to Business Units (BUs) and Sales to embed best‑in‑class RGM capabilities.

• Develop and execute pricing strategies aligned to category roles, brand positioning, and competitive dynamics
• Lead price‑pack architecture (PPA) design to optimize price gaps, pack sizes, and trade‑up strategies for key retailers
• Conduct scenario analysis to inform pricing and assortment decisions at retailers
• Partner with BUs to implement price changes and track performance vs. expectations

• Drive trade investment effectiveness across EDLP and High‑Low channels
• Establish guardrails for promotional depth, frequency, and timing
• Design and implement pay‑for‑performance (P4P) trade programs, linking trade spend to measurable outcomes (e.g., incremental volume, display compliance, distribution gains) and ensuring accountability through clear KPIs and post‑event validation
• Evaluate ROI of trade programs and recommend reallocation to maximize returns
• Partner with Sales to design customer‑specific strategies that align with enterprise RGM principles

• Optimize SKU assortment based on profitability, velocity, and strategic role
• Identify opportunities to improve mix (premiumization, larger pack sizes, innovation)
• Leverage purchase structure insights to understand switching behavior and minimize cannibalization

• Leverage econometric models, demand curves, and simulation tools to build optimized trade plans
• Translate complex analytics into clear, actionable business insights
• Build “what‑if” scenarios to guide decision‑making under different market conditions (e.g., inflation, competitive moves)

• Act as a strategic partner to Business Units, Sales, Finance, and Supply Chain
• Influence senior stakeholders on pricing and trade decisions through data‑driven storytelling
• Drive alignment across teams to ensure consistent execution of RGM strategies

• Champion RGM best practices and tools across the organization
• Establish KPIs and performance tracking for pricing and trade effectiveness
• Lead training and capability‑building efforts to elevate RGM maturity across Clorox

• Bachelor’s degree in Business, Economics, Finance, or related field
• 7–10+ years of experience in CPG, consulting, or related field
• Deep experience in pricing, trade promotion, or revenue management
• Strong analytical skills (econometrics, elasticity modeling, scenario simulation)
• Proven ability to influence cross‑functional stakeholders and senior leaders

• MBA or advanced degree
• Experience with trade promotion management (TPM) and advanced analytics tools
• Familiarity with syndicated data sources (e.g., Nielsen, IRI/Circana, Stackline)
• Experience leading teams or managing cross‑functional initiatives

• Strategic Thinking:
  Connects analytics to enterprise growth strategy
• Influence & Communication:
  Translates complex insights into clear recommendations
• Results Orientation:
  Drives measurable impact on revenue and profit
• Collaboration:
  
  Builds strong partnerships across functions
• Innovation Mindset:
  Continuously improves tools, processes, and approaches

• Net Sales and Gross Profit growth
• Price realization and margin expansion
• Trade ROI improvement
• Mix and portfolio optimization
• Adoption of RGM capabilities across Business Units

Workplace type:
Hybrid

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