The Vice President of Revenue Management is responsible for establishing and executing VCA's enterprise-wide pricing strategy, revenue optimization, and margin management across all U.S. hospitals and ancillary businesses, with guidance to the Canadian team. This role owns pricing, coding, revenue forecasting, commercial partner pricing, and strategic revenue growth initiatives to ensure competitive positioning, financial strength, and accessibility of care.
The VP leads a team of 20+ professionals across strategy, analytics, pricing, coding, and revenue capture. Partnering closely with Finance, Operations, Marketing, Digital, and the Senior Leadership Team, the VP ensures pricing and revenue management strategies align with enterprise objectives, market dynamics, and Mars Petcare culture, while supporting sustainable growth and enhancing the client experience.
This role requires associates to work a hybrid schedule out of one of the MVH North America Hub Locations - New York City, NY. Essential Responsibility/Tasks:Strategic Leadership- Define and execute enterprise revenue management and pricing strategy to drive sustainable revenue growth and margin expansion.
- Establish governance policies and frameworks for pricing, coding, and discounting.
- Ensure pricing strategies align with portfolio roles, CareClub adoption, and hospital clusters.
- Integrate pricing strategy into VCA's long-term growth agenda, influencing enterprise strategic planning and Mars Petcare global initiatives.
- Influence and partner with MVH Client organization as they establish the Pricing and Revenue Management discipline at the core and share VCA best practices.
Pricing & Revenue Optimization- Lead development of pricing opportunities and review target indices.
- Recommend price realization targets and oversee price increase execution, management, and communication.
- Conduct competitive benchmarking, monitor trends, and identify optimization opportunities.
- Oversee enterprise commercial negotiations with national and strategic partners, setting pricing and discount frameworks that maximize enterprise value while ensuring client access.
Revenue Analytics & Compliance- Lead forecasting and measurement of initiatives, maintaining dashboards and compliance tracking.
- Establish predictive analytics and advanced modeling capabilities to anticipate revenue opportunities and risks, providing the Senior Leadership Team with forward-looking insights for decision-making.
- Validate business cases for pricing initiatives and ensure strategic alignment.
- Maintain and support code catalog, dashboards, and usage tracking.
- Oversee exception requests, code compliance (ASTRO), and price relationships.
Cross-Functional Collaboration& Stakeholder Engagement- Partner with Operations, Marketing, Finance, Digital, and field leaders to integrate revenue management into enterprise strategy.
- Development of promotional strategies with Operations and Growth Teams to drive revenue and traffic in key moments aligned to demand creation tentpoles
- Provide guidance to Canadian revenue team for alignment.
- Provide strategic guidance and actionable insights to the SLT, advising on pricing and revenue strategies that drive enterprise growth, optimize margin performance, and align with organizational objectives.
- Serve as executive sponsor for cross-functional initiatives to ensure pricing and revenue strategies accelerate adoption of enterprise platforms and client engagement solutions.
People Leadership- Lead, mentor, and expand team, hiring and developing new talent to build capability in pricing, analytics, and implementation.
- Build and scale new revenue management functions (e.g., advanced analytics, governance, commercial strategy), while fostering a culture of talent development that equips future leaders and sustains organizational capability.
- Convey a compelling vision, set stretch goals, and drive engagement in line with Mars' Five Principles.
- Foster collaboration, innovation, accountability, and continuous improvement.
EDUCATION/EXPERIENCE:
- Bachelor's degree in Business Administration, Finance, Economics, Data Analytics, or a related field is required. MBA preferred
- 10+ years of progressive experience in pricing, revenue management, pricing strategy, financial analysis, or commercial strategy; 5+ years in a managerial or team leadership role. Experience in Animal Health industry is preferred.
*All degrees will be deemed "or equivalent combination of education and experience" unless absolutely required to do the job (i.e., DVM degree for Veterinarian, Law degree for Attorney, etc.).
PREFERRED SKILLS AND QUALIFICATIONS:- Demonstrated success in enterprise pricing strategy, revenue optimization, and margin expansion.
- Expertise in pricing analytics, revenue forecasting, and competitive benchmarking.
- Strong executive presence with ability to influence across the C-suite.
- Proven ability to lead large-scale teams and build organizational capability.
- Deep knowledge of pricing systems, governance, and compliance processes.
- Track record of driving operational excellence, program management, and transformational change in complex organizations.
Additional Information: Compensation is negotiable based on education, experience, and other relevant credentials. The US base salary range for this full-time position is $196,310 - $294,464.
Our salary ranges are determined by role, level, and location. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in US role postings reflect the base salary only.
If you are a current associate, you need to apply through our internal career site. Please log into Workday and click on the Jobs Hub app or search for Browse Jobs.Benefits: We offer competitive compensation along with a comprehensive benefits package, including medical, dental, vision and paid vacation/sick days, 401(k), generous employee pet discounts and more!
The information in this position description indicates the general nature and level of work to be performed. It is not designed to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of associates assigned to this job. Management reserves the right to revise the job description or require that other tasks be performed when the circumstances of the job change (for example, emergencies, change in personnel, workload, or technical development).
