Director, Revenue Management

Tropicana Headquarters
525 W Van Buren St
Suite 1100
Chicago, IL 60607, USA

Fresh Squeezed Legacy, Bold New Chapter

Tropicana is seeking a Director, Revenue Growth Management (RGM) to join our Commercial Strategy organization. This role will lead the development and execution of revenue growth strategies across pricing, trade investment, and promotional effectiveness, translating data-driven insights into profitable growth opportunities. The Director will partner closely with Sales, Finance, Marketing, Category Management, and Supply Chain to optimize trade investments, improve pricing execution, and maximize ROI across key customers, categories, and brands.

This individual will serve as a strategic thought partner while maintaining ownership of key commercial initiatives and driving execution against the company's growth and profitability objectives. We are looking for a highly analytical and commercially minded leader who can influence senior stakeholders, navigate complexity, and balance long-term strategy with operational excellence.

The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.

Additional responsibilities include:

• * Lead the development and execution of Revenue Growth Management strategies across pricing, trade investment, and promotional effectiveness.
• * Develop scenarios and actionable recommendations to achieve trade savings targets, optimize trade promotion guidelines, and improve trade fund allocation.
• * Partner with Sales and Finance to align commercial investments with growth, margin, and profitability objectives.
• * Identify and prioritize customer, category, and brand opportunities that drive revenue realization, mix improvement, and ROI enhancement.
• * Serve as a key subject matter expert on pricing strategy, trade optimization, customer economics, and promotional effectiveness.

• * Manage and optimize trade investment strategies across assigned national and major customer accounts.
• * Lead analysis of trade promotion performance and event-level ROI to identify insights and scalable best practices.
• * Oversee trade promotion management processes, ensuring effective planning, execution, and measurement.
• * Recommend and implement improvements to trade spending efficiency and customer investment strategies.
• * Ensure promotional investments align with customer go-to-market strategies and business objectives.
• * Support the design and implementation of pricing strategies and revenue models to improve margin and profitability.
• * Analyze key financial drivers including pricing, trade spend, mix, volume, and customer profitability.
• * Partner with Commercial Finance to ensure accrual accuracy, financial integrity, and visibility into trade investment performance.
• * Evaluate pricing elasticity, competitive dynamics, and market trends to inform commercial decision‑making.

• * Play a leadership role in annual operating plans, customer reviews, quarterly business planning, and strategic growth initiatives.
• * Collaborate with Sales, Marketing, Category Management, Supply Chain, and Finance to align RGM strategies with broader business objectives.
• * Influence senior leaders through data‑driven insights, business cases, and clear…