Director, Revenue Management

Role Description

The Director, Revenue Growth Management is a FLO role supporting a portfolio of better-for-you brands within FLO. This role leads the build-out of the pricing and trade Center of Excellence, establishing the strategy, tools, and processes that drive profitable revenue growth across the portfolio.

Serving as the lead RGM partner to Sales and Finance, this individual will own pricing strategy, trade investment design, and promotional optimization, translating analytics on pricing, elasticity, mix, and promo performance into clear commercial recommendations. The role requires a commercially minded leader with strong analytical rigor, executive presence, and the ability to facilitate the full trade lifecycle from strategy and sales funding through AR/AP execution.

The ideal candidate is a builder, agile, collaborative, and comfortable operating through ambiguity while balancing strategic leadership with hands‑on execution.

• Lead the multi-year pricing agenda, including list price increases, universal price list harmonization, and price-pack architecture across customers and channels.
• Design and stand up a performance-based trade structure that ties investment to measurable customer outcomes.
• Build and maintain pricing scenario models, including elasticity, gross-to-net waterfalls, and forecast impact, to inform pricing actions and approvals.
• Monitor pricing realization and surface risks and opportunities across the portfolio.
• Evaluate pricing strategies and quantify financial impact, margin implications, and expected return prior to execution.

• Lead the evolution of sales planning and trade management, sharpening process, governance, and the team's ability to plan, execute, and evaluate trade.
• Optimize use of the TPM tool to drive event-based planning, accruals, and ROI evaluation, ensuring it becomes the operating backbone for trade.
• Build promo ROI frameworks, spend guardrails, and post-event reporting that drive sharper trade decisions.
• Facilitate the full trade lifecycle in partnership with cross-functional teams:
  Strategy, Sales, and Accounting / AR / AP.
• Lead promo event performance reporting and post-event evaluation, surfacing insights that shape future trade plans and spend prioritization.

• Develop revenue growth recommendations grounded in pricing, elasticity, assortment, mix, and promotional performance analysis.
• Partner with Sales and Sales Strategy on customer tracking, monitoring, and promo calendar design.
• Lead customer-, channel-, and SKU-level profitability analysis to inform mix and investment decisions.
• Quantify the financial impact of commercial opportunities and present trade-offs clearly to senior stakeholders.
• Translate analysis into clear recommendations that guide prioritization, trade-offs, and improved business outcomes.

• Lead integrated RGM thinking across the brands within the portfolio, identifying where to harmonize approach and where to differentiate.
• Partner with FP&A on topline forecast scenarios, AOP/LRP planning, and trade-to-forecast translation.
• Partner with Marketing and Innovation Finance on innovation commercialization, price-pack decisions, and launch economics.
• Stay connected to broader FLO enterprise RGM direction, ensuring portfolio execution aligns with enterprise capability and governance standards.

• Build repeatable processes, decision tools, and reporting the team can manage and execute against.
• Establish KPI frameworks and governance routines (pricing committee, trade investment review) that shift the business toward profit, ROI, and contribution margin as primary success measures.
• Coach Sales and Finance partners on RGM principles and elevate analytical rigor across commercial conversations.

• Bachelor's degree in Finance, Economics, Business, or related field required; MBA or advanced analytics credential a plus.
• 8–12 years of progressive experience in Revenue Growth Management, Commercial Finance, Pricing Strategy, or Trade Strategy within CPG…