Req ID: 7163
Department: Sales
Status: Reg F-T Exempt, Exempt
Location: Napa, California (US-CA)
Workplace Location: On-Site
Job Summary:The Regional Commercial Finance Manager serves as the primary finance partner for an assigned Zone, supporting Sales leadership in achieving revenue, margin, and profitability objectives. This role provides financial analysis, pricing and trade-investment guidance, scenario planning, and performance insights to strengthen commercial decision-making.
The role manages key financial activities for the assigned business, including Zone P&L performance, distributor-related spending, local market funds, incentives, forecasting, and month-end close. Working cross-functionally with Sales, Finance, Pricing, and distributor partners, the Commercial Finance Manager identifies risks and opportunities, supports execution of the Annual Business Plan, and helps ensure commercial investments align with company strategies, contractual requirements, and financial objectives.
This role supports key pillars of the Commercial Operations function including pricing strategy, financial planning, and sales analytics. The ideal candidate combines strong analytical capabilities with business acumen, curiosity, and a collaborative mindset.
Key Responsibilities:The following reflects management's definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.
1. Commercial Finance & Zone P&L Management - Serve as the primary finance partner to Sales leadership for assigned Zone.
- Monitor Zone P&L performance and identify revenue, margin, spending, and profitability risks and opportunities.
- Coordinate monthly financial reviews with Sales leaders, incorporating financial results, depletion trends, and market performance.
- Manage month-end close activities in accordance with GAAP and the Finance close calendar to support accurate and timely Zone P&L reporting.
- Support annual planning, forecasting, and scenario development by incorporating pricing, volume, mix, spending, and historical performance assumptions.
2. Pricing & Revenue Growth Management - Support market pricing execution in alignment with national pricing guidelines, brand strategies, and margin objectives.
- Evaluate pricing, promotion, and investment proposals and provide recommendations based on financial impact, ROI, and strategic fit.
- Analyze actual net sales performance versus plan and prior year to identify the impact of price, mix, volume, and promotional activity.
- Model pricing tiers, discount structures, trade investments, and other commercial scenarios to support profitable growth.
- Provide market, brand, channel, and portfolio insights to inform regional and national pricing strategies.
3. Trade Investment & Distributor Financial Management - Support the management of distributor-related expenses, incentives, and Local Market Funds (LMF) in alignment with approved plans, budgets, and distributor agreements.
- Evaluate trade-investment effectiveness and identify opportunities to improve spend efficiency and commercial returns.
- Partner with Sales and distributor stakeholders to communicate financial expectations, address performance gaps, and support corrective action.
4. Analytics & Cross-Functional Partnership - Translate financial, shipment, depletion, inventory, pricing, and retail scan data into actionable business insights.
- Use tools including Power BI, SAP, BPC, PSM, and Circana to evaluate performance, profitability, and commercial opportunities.
- Prepare financial insights and recommendations for Quarterly Business Reviews, Annual Business Planning, and other commercial checkpoints.
- Help commercial partners understand pricing structures, margin drivers, investment effectiveness, and ROI considerations.
Qualifications:Education & Experience - Bachelor's degree in Finance, Accounting, Business, Economics, or a related field required.
- Three to five years of experience in commercial finance, financial planning and analysis, pricing, revenue growth management, or a related discipline.
- Experience in beverage alcohol, consumer packaged goods, or a distributor-supported business model preferred.
- Experience supporting P&L management, margin optimization, pricing, or trade-investment analysis strongly preferred.
- Working knowledge of the three-tier distribution system and beverage-alcohol market dynamics preferred.
- Experience leading or influencing cross-functional pricing or strategy initiatives is a plus.
Skills & Capabilities - Strong Excel skills required; experience with pricing applications such as VIP or VISTAAR desired.
- Experience with syndicated data tools such as Nielsen or Circana preferred.
- Working knowledge of accounting concepts and principles.
- Strong analytical skills with the ability to translate complex data into clear recommendations and business actions.
- Clear written and verbal communication skills, including the ability to present findings to commercial partners and leadership.
- Highly organized, detail-oriented, self-motivated, and comfortable challenging the status quo when appropriate.
- Collaborative, customer-focused approach with the ability to influence across functions.
Working Conditions:- Hybrid work environment; in office Tuesday through Thursday.
- Fast-paced, deadline-driven environment with cross-functional project exposure.
- Periodic travel may be required to support markets.
- Comply with company safety regulations.
Salary Range: $77,600.00 - $116,500.00
The starting pay will be based on several factors, including but not limited to experience, training, education, and geographic location. TFE offers a comprehensive benefits package that includes medical, dental, vision, life insurance coverage, disability benefits, PTO, wellness programs and fertility and family building benefits. We also provide a 401(k) plan where TFE may make a discretionary profit-sharing contribution.
