Senior Manager, Revenue Management

Overview
Purpose:

The Senior Manager, Revenue Management provides enterprise leadership and authoritative expertise in Revenue Management, defining the strategies, frameworks, methodologies, and governance that drive pricing, assortment, and Price-Pack Architecture decisions across the business. This role serves as a strategic advisor to senior leadership, translating corporate objectives, market dynamics, consumer insights, and financial goals into sustainable revenue growth strategies and innovative commercial solutions.

The role is responsible for establishing and evolving the company's Revenue Management roadmap, ensuring consistent application of pricing principles and decision frameworks, and driving profitable growth through effective pricing, assortment, and portfolio optimization. Through cross-functional leadership and influence, the Senior Manager partners with Marketing, Sales, Commercial Finance, Demand Planning, and Operations to solve complex business challenges, align enterprise priorities, and strengthen organizational Revenue Management capabilities.

 

This role can be based as a hybrid position at our Westlake Village CA office or remotely in any of the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI. Pacific time zone location is strongly preferred.

Responsibilities Primary Accountabilities:

Strategic Leadership & Enterprise Frameworks

• Define and evolve the enterprise Revenue Management strategy, ensuring alignment with corporate growth objectives, profitability goals, and long-term business priorities.
• Establish and maintain enterprise pricing, assortment, and Price-Pack Architecture frameworks, methodologies, decision criteria, and governance processes.
• Develop and lead a multi-year Revenue Management roadmap that balances consumer needs, competitive dynamics, retailer expectations, operational capabilities, and financial performance.
• Serve as the organization's recognized subject matter expert and strategic advisor for Revenue Management, providing guidance to senior leadership and cross-functional stakeholders.
• Identify emerging business risks and opportunities and develop innovative solutions to address complex commercial challenges and accelerate profitable growth.
• Establish enterprise standards and best practices for pricing strategy, price realization, and portfolio optimization.

Revenue Growth Strategy

• Lead development of enterprise and category pricing strategies that maximize profitable growth while strengthening competitive position and consumer value perception.
• Define strategic pricing principles and investment priorities that support sustainable revenue growth and margin improvement.
• Develop and evolve Price-Pack Architecture strategies that align consumer demand, retailer needs, and business objectives.
• Translate consumer, customer, competitive, and financial insights into strategic recommendations that influence enterprise decision making.
• Evaluate strategic trade-offs and recommend solutions balancing revenue growth, profitability, market share, operational feasibility, and long-term brand health.
• Define pricing strategies and principles for new product launches and innovation initiatives.

Governance, Analytics & Performance Optimization

• Establish key performance indicators, measurement frameworks, and analytical methodologies to evaluate Revenue Management effectiveness.
• Monitor enterprise pricing, assortment, and Price-Pack Architecture performance and adjust strategies to maximize business results.
• Develop decision-support tools, models, and analytical frameworks that improve organizational pricing capabilities and decision quality.
• Ensure consistent application of Revenue Management standards across business functions, categories, and initiatives.
• Lead post-implementation evaluations of major pricing and portfolio actions, identifying lessons learned and continuous improvement opportunities.

Cross-Functional & Enterprise Leadership

• Lead cross-functional alignment on strategic pricing, assortment, and portfolio decisions impacting business performance.
• Influence executive decision making through development of compelling business cases, strategic recommendations, and data-driven insights.
• Facilitate resolution of complex business issues involving competing commercial, financial, operational, and customer priorities.
• Build organizational capability by educating, coaching, and influencing stakeholders on Revenue Management principles, methodologies, and best practices.
• Partner with Marketing, Sales, Commercial Finance, Demand Planning, and Operations to ensure enterprise-wide adoption and execution of Revenue Management strategies.
• Other duties as assigned

Qualifications Experience, Knowledge, & Skills You Bring:                 

• 7+ years of progressive experience in Revenue Management, Commercial Finance, Strategic Pricing, Trade Finance, or related disciplines, preferably within Consumer Packaged Goods.
• Proven experience developing pricing strategies, frameworks, methodologies, and governance processes that drive business performance.
• Demonstrated success influencing senior leaders and leading complex cross-functional initiatives without direct authority.
• Deep expertise in pricing strategy, Price-Pack Architecture, revenue growth management, consumer insights, and commercial analytics.
• Strong understanding of syndicated data sources, retailer dynamics, category management principles, and revenue optimization strategies.
• Expertise in translating complex data and market insights into actionable business recommendations and strategic decisions.
• Strong financial acumen with experience evaluating commercial opportunities through a P&L lens.
• Exceptional communication, storytelling, and executive presentation skills, including experience presenting recommendations to senior leadership teams.
• Ability to navigate ambiguity, solve complex business challenges, and drive organizational change through influence and expertise.
• Demonstrated capability to establish frameworks, methodologies, and best practices that scale across an organization.

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making

• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor’s degree in business, statistics, or quantitative analysis required
• MBA preferred

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• This is a US-based role with global exposure. Occasional local and/or international travel required, approximately 10-20%. Occasional off-hour teleconferences.

This role provides enterprise level leadership and authoritative expertise within the discipline, defining strategy, frameworks, and innovative solutions to address complex business challenges.

 

 

FOR JOBS BASED IN CALIFORNIA/PREMIUM RANGE:

Hiring Pay Scale: $165,000 to $185,000

 

FOR JOBS BASED OUTSIDE OF CALIFORNIA/PREMIUM RANGE:

Hiring Pay Scale: $155,000 to $175,000

 

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.