The Director, NRM leads enterprise pricing and trade strategy to drive profitable growth. This role owns the design and deployment of NRM capabilities (pricing, trade optimization, promotion effectiveness, pack/price architecture) and partners closely with Business Units (BUs), Sales, Finance, and Supply Chain to translate analytics into in-market actions that improve Net Customer Sales (NCS), Gross Profit (GP), and share.
In this role, you will:Pricing Strategy & Execution- Set portfolio price strategy (list, pack/price architecture, price gaps vs. competition/private label).
- Define elasticity-based guardrails and pass-through strategies by segment/channel.
- Lead pricing recommendations and governance (announcements, timing, retailer-specific execution).
- Run scenario simulations to quantify impact on volume (MMMS), NCS, and GP.
Trade & Promotion Optimization - Own trade investment strategy (EDLP/EDLC, high-low promo, media) with a shift toward pay-for-performance.
- Optimize promo depth, frequency, and mix by retailer and item to maximize ROI.
- Partner with Sales on Joint Business Plans (JBPs) and retailer-specific strategies.
- Identify and eliminate non-productive trade; reallocate to highest-return opportunities.
Analytics & Insights Leadership - Translate advanced analytics (elasticities, purchase structure, demand models) into clear decisions.
- Lead development and adoption of NRM tools (pricing simulators, promo ROI, scenario planning).
- Ensure consistent methodologies, KPIs, and data standards across BUs.
- Partner with the Analytics COE to scale capabilities and improve speed to decision.
Inflation & Scenario Response - Lead enterprise response to cost volatility (pricing/trade recovery plans).
- Build and execute scenario-based plans with defined triggers and decision rules.
- Coordinate cross-functional alignment to protect margin while sustaining growth/share.
Cross-Functional Leadership - Act as a strategic partner to BU GMs, Sales leaders, and Finance.
- Influence senior leadership with clear, decision-ready recommendations.
- Drive alignment across functions to ensure execution against NRM strategies.
Team Leadership & Capability Building - Lead and develop a high-performing NRM team that supports Business Units.
- Build capabilities in pricing, trade optimization, and analytics translation.
- Establish ways of working, governance, and performance management tied to value delivery.
Key Deliverables / Success Metrics - NCS, Share, and GP growth driven by pricing and trade actions
- Trade ROI improvement and reduction of non-productive spend
- Margin recovery vs. cost inflation (COGS pass-through effectiveness)
- Share and volume performance vs. competition
- Adoption and usage of NRM tools and processes across BUs
- Speed and quality of decision-making (scenario readiness, execution timelines)
What we look for:- 10+ years in CPG, consulting, or related field with deep experience in pricing, trade, or revenue management
- Proven track record influencing senior leaders and driving cross-functional outcomes
- Strong analytical foundation (elasticity, demand modeling, financial modeling)
- Experience leading teams and building capabilities at scale
- Ability to translate complex analytics into clear, actionable business decisions
- MBA or equivalent experience preferred
Leadership Profile - Enterprise mindset; balances BU needs with company value creation
- Decisive, data-driven, and action-oriented
- Strong communicator with executive presence
- Comfortable operating in ambiguity and high-pressure environments (e.g., inflation response)
- Bias for value creation (focus on volume driven earnings growth)
- This role is critical to advancing Clorox's NRM capabilities and embedding pricing, product mix, and trade as core levers for profitable growth.
Workplace type:Remote
