Sr. Director, RGM

Position Overview

The Senior Director, Revenue Growth Management (RGM) is a strategic enterprise leader responsible for architecting and institutionalizing the company’s RGM capability to unlock sustainable, profitable growth.

This role owns the long‑term RGM vision and transformation agenda—driving pricing excellence, trade investment optimization, promotional effectiveness, portfolio mix improvement, and margin expansion across all channels and customers.

Operating at the center of Sales, Finance, Marketing, Supply Chain, and Executive Leadership, this leader ensures that Revenue Growth Management is embedded into enterprise planning processes—from long‑range strategy through Annual Operating Plan (AOP) execution and ongoing commercial governance.

The Senior Director will elevate commercial decision‑making from reactive to disciplined, data‑driven, and margin‑accretive.

• 12+ years of experience in Revenue Growth Management, Commercial Strategy, Finance, or Category Leadership within CPG (beverage strongly preferred).
• Proven track record building and scaling enterprise RGM capabilities.
• Deep expertise in pricing strategy, trade economics, margin modeling, and commercial governance.
• Experience leading RGM integration within AOP and long‑range planning cycles.
• Strong financial acumen with executive‑level P&L fluency.
• Advanced analytical capability (pricing elasticity, trade ROI, mix modeling, forecasting).
• Demonstrated ability to influence C‑suite and senior commercial leaders.
• Experience leading organizational change and capability building.
• MBA or advanced business degree preferred.

• Define and lead the 3‑year RGM roadmap aligned to enterprise growth and profitability ambitions.
• Build scalable RGM infrastructure, tools, and governance frameworks to support national and international expansion.
• Institutionalize RGM discipline across pricing, promotion, trade investment, and portfolio strategy.
• Drive organizational capability building to embed RGM into daily commercial behavior.
• Serve as executive thought partner on revenue quality, mix health, and long‑term margin strategy.

• Own enterprise pricing strategy, including price‑pack architecture, elasticity modeling, and channel‑specific pricing frameworks.
• Drive net price realization initiatives to close pricing leakage and improve revenue quality.
• Establish pricing governance and decision rights across customers and channels.
• Lead cross‑functional alignment on strategic price increases, pack resizing, and premiumization efforts.

• Develop and deliver gross margin expansion roadmap with clear financial targets and performance accountability.
• Optimize trade spend as a percentage of Net Sales Value (NSV), ensuring disciplined allocation and ROI transparency.
• Elevate promotional ROI frameworks to distinguish incremental growth from subsidized volume.
• Identify structural inefficiencies in trade architecture and implement corrective strategies.

• Lead mix optimization initiatives to improve margin per SKU, revenue per case, and channel profitability.
• Evaluate SKU performance and rationalization opportunities to reduce complexity and margin dilution.
• Partner with Marketing and Innovation to ensure pricing and pack strategies support long‑term brand equity and profitable growth.
• Align assortment strategy to channel economics and retailer expectations.

• Embed RGM guardrails into Annual Operating Planning (AOP) and long‑range financial planning processes.
• Establish recurring RGM performance reviews with executive leadership.
• Develop KPI dashboards tracking:
• Net Price Realization
• Gross Margin Expansion
• Trade Spend (% of NSV)
• Promotional ROI
• Mix Optimization
• Forecast Accuracy
• Improve forecast accuracy through tighter integration between RGM insights and demand planning.
• Drive accountability through structured governance and decision‑right frameworks.

• Lead and develop a high‑performing RGM and commercial analytics…