The Director, Revenue Growth Management leads pricing strategy, revenue quality, and regional commercial P&L ownership for The Duckhorn Portfolio. This role owns the full pricing architecture across all brands, channels, and distributor tiers - setting guardrails, managing execution, and measuring price adherence. The Director also oversees regional P&L management through three direct reports, ensuring commercial performance is financially sound and aligned to AOP and LRP objectives. This is a high-impact, highly visible role that sits at the intersection of Finance, Sales, and Strategy.
What we will ask you to do:Pricing Strategy & Architecture - Own and govern the pricing architecture for The Duckhorn Portfolio - setting brand and channel pricing ladders, establishing retail and distributor guardrails, and managing exception processes.
- Lead the pricing strategy review - evaluating Portfolio and National Account pricing strategies, including End-of-Life pricing decisions and new SKU launch pricing frameworks.
- Evaluate and approve pricing exception requests from the field, maintaining pricing discipline while enabling commercial agility when justified.
- Lead post-event ROI analysis for all trade programs, delivering clear findings and reinvestment recommendations to commercial leadership.
Revenue Quality & Analytics- Own the price waterfall - tracking every element of gross-to-net revenue leakage (distributor margins, account margins, freight) to give leadership a complete view of net price realization.
- Monitor and report on price adherence across distributor and retail tiers, flagging compliance gaps and leading corrective action in partnership with Sales.
- Evaluate trade spend architecture, ensuring ROI thresholds are maintained and field application is consistent with financial guardrails.
- Conduct competitive pricing intelligence on a quarterly basis, benchmarking Duckhorn's pricing architecture against category and key competitors.
Regional P&L Oversight & Team Leadership- Lead a team of 3 direct and indirect reports.
- Oversee regional P&L management across CA, NE/SE, and West - ensuring accurate, timely financial reporting and accountability to AOP targets.
- Review distributor margin tracking and LMF/BDF budget management, ensuring financial commitments are aligned with distributor agreements and ROI expectations.
- Coach and develop team members - building RGM and commercial finance capability within the organization.
What you will need:- Bachelor's degree in Finance, Accounting, Economics, or related field; MBA strongly preferred
- 10+ years of progressive experience in commercial finance, RGM, or pricing strategy roles
- Beverage alcohol experience required; wine or spirits industry experience strongly preferred
- Demonstrated track record in pricing architecture, revenue quality management, and P&L ownership in a multi-brand or multi-channel environment
- Experience managing and developing analysts and managers in a commercial finance context
- Deep expertise in Revenue Growth Management frameworks - pricing ladders, pocket price waterfall, CI architecture, and promotional ROI methodology
- Expert-level financial modeling; experience with pricing analytics tools and BI platforms
- Strong executive presence - able to present complex pricing and financial analysis to senior commercial and finance leadership
- Exceptional influencing skills across commercial, finance, and field organizations without formal authority over all stakeholders
- Strategic thinker with strong commercial instincts and the discipline to maintain pricing and revenue quality under field pressure
What we will provide:- Health benefits for you and your family, including medical/dental/vision (with a competitively priced employee contribution to premium), and disability, life, & pet insurance.
- Paid time off and 11 paid holidays.
- 401(k) plan where we invest 10% of your wages every year for your retirement at no cost to you, subject to management discretion.
- A diverse team of coworkers that care about each other in a fun, exciting work environment.
- A company that promotes from within, provides great training and a generous tuition reimbursement program.
