Sr Director, Revenue Growth Management - Soup

Sr Director, Revenue Growth Management - Soup
This role will be charged with developing strategies across the five levers of Revenue Management, with a primary focus on strategic brand pricing, price pack architecture, and promotional strategy.

Job Responsibilities

• Lead the Creation of Strategic Roadmaps: Develop multi-year pricing roadmaps for core brands by identifying strategic opportunities across the five levers of Revenue Growth Management to drive topline growth and net price realization.

• • Recommendations will include optimal price gaps vs. competition, portfolio price ladders, base retail targets, promoted price group design, price pack architecture innovation, and pack role strategies to drive mix and margin.

• Influence Execution Across the Organization: Act as a cross-functional influencer to drive alignment and execution of RGM strategic initiatives. Serve as a trusted partner to Category, Sales, and Finance teams to ensure alignment of priorities and activities.

• Optimize Trade Strategy & Promotional Effectiveness: Partner with Sales Strategy and Customer teams to build and execute effective pricing and promotional plans at both national and customer level. Lead annual development of promotional guardrails, conduct monthly market reviews, and evaluate historical and forward-looking ROI of trade events to uncover areas for improvement.

• Deliver Data-Driven Recommendations: Conduct tailored analysis to address unique business questions or respond to evolving market dynamics. Apply advanced modeling techniques to evaluate the impact of pricing and promotional changes, and recommend actionable next steps based on data.

• Support Innovation with Strategic Guidance: Collaborate with Innovation and cross-functional teams to shape new product pricing and promo strategies using analytics such as elasticity models, willingness-to-pay studies, and conjoint analyses.

• Upskill the RGM Team: Provide mentorship and hands-on training to RGM team across the five RGM levers (Brand Pricing, Price Pack Architecture, Active Mix Management, Promo Optimization, and Trade Optimization) with a “learn-by-doing” approach.

• Enable Cross-Functional RGM Capability Building: Lead initiatives to create tools, templates, and training that embed RGM thinking across the broader organization. Focus on empowering Sales and other commercial teams to make proactive, insight-driven decisions that align with RGM strategy.

• Drive Trade Promotion Optimization (TPO) Capability: Guide the design and deployment of advanced TPO tools to enhance the planning and effectiveness of trade investment. Ensure TPO outputs are seamlessly integrated with customer strategies and planning processes.

• Shape the Future of TPM Systems & CIP: Influence the evolution of the current e4 TPM platform and its integration with Trade Promotion Optimization tools. Ensure system advancements are aligned with the Customer Improvement Program (CIP) and support strategic trade rate setting by brand and customer.

Critical Competencies for Success
Commercial Experience:

• They will bring a complete commercial functional skillset including:  strategy development, segmentation, insight development, communication development, promotions and customer engagement.

• Combined with a consumer first orientation, the strong operational and analytical skill-set that this candidate brings will enable the ability to methodically analyze product, channel, and pricing issues across our core categories and develop clear, compelling, fact based recommendations on product variations by channel. ​

• Leader with a track record of successful progression.  (preferably in Sales, Strategy, Marketing, or Finance)

Collaboration with Colleagues:

• Open and collaborative style: this person will be able to work closely with peers to use consumer insights and pricing strategy as an enabler for all aspects of our business.

• Excellent listener who demonstrates a natural ability to lead. He or she must be able to enroll others with a compelling vision and inspire them to achieve beyond expectations.

• Leader who is comfortable managing through ambiguity in a fast-moving, global environment.

• Resourceful self-starter who understands how to make things happen through people, while demonstrating a hands-on approach.

Comprehensive Revenue Growth Management Skills:

• Proven success in leading effective RGM solutions. This includes the ability to ideate, validate, and commercialize projects leveraging an analytical approach that is focused on creating and executing strategic changes across pricing, promotion, and price pack architecture to win in collaboration with our customers and consumers.

Minimum Requirements:

• Bachelor's Degree required.

• 10 years CPG commercial experience or related experience required. Previous experience should include category management, strategy development, trade management, customer planning, analytics and customer/field account management. Time spent in a headquarter environment a plus.​​​​​​

Preferred:

• Three to five years of demonstrated Revenue Growth Management success. Experience developing frameworks that combine consumer and shopper insights and marketplace assessment to enable the identification of pricing, promotion, and PPA opportunities.

• A leader with a highly analytical and operational skillset with a track record of designing pricing strategies that have balanced company objectives with a brand's competitive environment.

• Strong interpersonal and influencing skills, including the ability to build trust and credibility with others

• High integrity, adaptability, and flexibility

• Respected leader who is seen as a catalyst in the organization

• Strong written and verbal presentation skills with the ability to simplify complexity