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:
Revenue Growth Strategy & Commercial Optimization
* 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.
Trade Investment & 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.
Pricing & Financial Leadership
* 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.
Cross-Functional Leadership & Planning
* 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 recommendations.
* Lead cross-functional projects and change initiatives that strengthen revenue management capabilities and drive measurable business results.
Analytics, Capability Building & Performance Management
* Establish KPIs, reporting frameworks, and scorecards to measure revenue management effectiveness.
* Leverage analytics to identify growth opportunities and improve commercial decision-making.
* Drive continuous improvement in RGM tools, processes, and capabilities.
* Mentor and develop team members while fostering a culture of analytical rigor, curiosity, and commercial excellence.
The Perfect Blend: Experience
* 7-10 years of progressive experience in Revenue Growth Management, Commercial Finance, Pricing Strategy, Trade Strategy, or related commercial disciplines.
* Experience within Consumer Packaged Goods (CPG) or a similarly complex commercial environment preferred.
* Proven track record optimizing pricing, trade investment, and promotional effectiveness to drive revenue and margin growth.
* Strong financial acumen with deep understanding of P&L management, trade economics, and key revenue drivers.
* Advanced analytical capabilities with a demonstrated ability to translate data into actionable business recommendations.
* Experience influencing senior leaders and managing cross-functional business initiatives.
* Strong project management, negotiation, communication, and stakeholder management skills.
Foundational Ingredients: Requirements
* Bachelor's degree in Finance, Business, Economics, Mathematics, or a related field required.
MBA preferred.
* Must be legally authorized to work in the United States without employer sponsorship now or in the future.
* Must be located in the Chicago, IL area or willing to relocate.
* Ability to thrive in a hybrid work environment with a minimum of three days per week in the office.
Perks That Pack a Punch
TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.
The salary range for this position is $140,0000-$195,000 annually
