Director Revenue Management

Salary depends on experience
Posted on 02/19/18
Walnut Creek, CA
15+ years experience
Food & Beverage
Salary depends on experience
Posted on 02/19/18

Job DescriptionFUNCTION & SCOPE:The Director of Revenue Management will develop and execute a strategy to optimize revenue and profitability. PRIMARYRESPONSIBILITIES:

  • Partner with Sales and Finance leadership to establish promotional spend strategies and evaluate customer and program level spending to support the achievement of the AOP and LRP.
  • Responsible for developing and implementing portfolio Revenue Management objectives of ideal product/ business mix, achieving trade rate efficiency targets and forecasting accuracy.
  • Lead the development of regional/ channelfinancial goals. Communicate and clarify targets to Sales management and teams.
  • Analyze customer, sales, and cost of sales data, make recommendations to Sales and Finance management to increase revenue and profitability.
  • Partner with Customer Development (CD) to translate, integrate and execute Del Monte strategies into customer-level business plans that meet or exceed AOP and LRP goals.
  • Partner with Sales to establish a well-grounded understanding of the relationship between trade spend management (distribution, pricing, promotion and inventory management) and the P&L.
  • Work collaboratively with the forecasting team to identify changes in revenue projections and subsequently determine the impact to spending.
  • Engage the sales organization both internally and externally for realistic and profitable planning.
  • Evaluate list price structure and implement changes to reduce profit leakage and simplify administration.
  • Lead the evaluation of sales initiatives including customer proposals, terms, events and post event analysis.
  • Lead the implementation and oversight of an Adjustable Rate Program (unsalesables).
  • Aligning and building organizational capabilities (people, processes, systems, and incentives) designed to achieve long-term objectives/ strategy.
  • Design and implement processes to provide transparency and drive accountability.
  • Increase profitability:
    • EDLP optimization
    • Enforce max spend guidelines
    • Prioritize higher ROI events/ customers within fair tradearchitecture
    • Fix the mix initiative
    • Manage price gap and retailer price creep
  • Ability to attract, motivate and coach a high performing team
  • Other duties as assigned

 QUALIFICATIONS:

  • Bachelor's degreerequired
  • 10 years of revenue management experience in CPG industry including Field and/or HQ experience.
  • 15Years CPG experience.
  • Sales experiencepreferred.
  • Advanced understanding of trade promotion strategies and tactics across multiple customer channels.
  • Team-building skills and the ability to effectively gain cross-functional consensus.
  • Ideal candidate will have experience with various revenue management functions and experience working cross-functionally.
  • Very strong written and verbal communication skills.
  • High level of learning agility. Evidence of stepping into new situations and quickly coming up to speed and making a positive difference.
  • Experience with multiple customer channels and across key categories.

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