Senior Manager, Revenue Growth Manager

Rohnert Park, CA
Full Time
Sales
Senior Manager/Supervisor
SUMMARY
The Revenue Growth Manager is a member of the Sales Strategy & Planning (SS&P) team and will build and drive Traditional Medicinals' revenue growth management (RGM) capability across retail pricing, price-pack architecture, promo Experience building analytical tools, models, and reporting from the ground up, in an environment without an established RGM functional effectiveness, and trade investment strategy. This role builds the analytical foundation, guardrails, and decision framework that determine how TM prices its portfolio and invests its trade dollars across channels and leads the pricing and trade investment stage of the Strategic Business Planning process. The person in this role will partner with sales, finance, marketing, and supply chain to convert data into profitable growth decisions and will build RGM capability across the commercial organization as TM expands into new channels and new product forms.

ESSENTIAL FUNCTIONS
  1. Pricing & Price-Pack Architecture:
    • Own pricing strategy and execution across sales channels, key customers, and product formats
    • Build and maintain price elasticity models, and size proposed price moves before they go to market
    • Develop price-pack architecture recommendations that support entry into new channels and new product forms
    • Monitor price realization versus plan and identify sources of margin leakage across the gross-to-net waterfall
  2. Trade Investment Strategy:
    • Develop multi-year trade rate strategy and recommend annual trade rates by customer, country, and form
    • Establish written pricing and trade investment guardrails, including a pre-commitment review and sign-off process for promotional events
    • Measure post-event promotional ROI on a standardized basis and reallocate investment toward higher-return mechanics
    • Conduct exception review of promotional spend and partner with sales leadership to correct events performing outside of guardrails
  3. Strategic Business Planning:
    • Lead the pricing and trade investment strategy stage of the annual Strategic Business Planning (SBP) process for top retailers
    • Provide pricing, promotional, and trade rate inputs to the business review, growth target setting, and customer plan build stages of SBP
    • Partner with category management to translate category and shopper insight into price and promotion recommendations for customer plans
    • Contribute to SBP governance and performance tracking, including post-event ROI review at the established planning cadence
  4. Analytics & Decision Support:
    • Build and own the trade spend scorecard and RGM reporting suite, in partnership with the category management team
    • Establish and maintain a reconciled gross-to-net waterfall in partnership with Finance and Accounting
    • Decompose growth into price, volume, and mix, and translate that decomposition into actionable sales plays
    • Conduct scenario and what-if analysis on pricing, promotional, and assortment changes to inform annual planning and the Integrated Business Planning process
  5. Capability Building & Cross-Functional Partnership:
    • Serve as the RGM point of contact and trusted advisor across sales, finance, marketing, supply chain, and category management
    • Lead organizational adoption of Revenue Growth Management principles and influence changes in commercial decision-making practices.
    • Build RGM tools, playbooks, and documentation that scale with the business, and train the commercial organization in their use
    • Partner with the Sales Operations Manager to ensure pricing and trade strategy are accurately reflected in the trade promotion management system and the annual operating plan, including through the migration to a new trade promotion platform
    • Provide RGM inputs to the Integrated Business Planning process, including pricing and promotional assumptions that affect the demand plan
  6. Other:
    • Foster a culture of profitable growth, analytical rigor, and continuous improvement across the commercial organization
SUPERVISORY/BUDGET
  • This position does not have direct reports
  • This person will own the pricing and trade investment strategy and guardrails governing an annual trade budget, which is executed and managed by the Sales Operations Manager

REQUIREMENTS
Experience/Education:
  • Bachelor's degree in business, finance, economics, statistics, or a related field
  • 10+ years of experience in revenue growth management, pricing, trade strategy, category management, or commercial finance - preferably in the CPG industry
  • Demonstrated working knowledge of at least three RGM levers: strategic pricing, price-pack architecture, trade investment optimization, and mix management
  • Experience with trade promotion management systems & syndicated data (SPINS preferred); experience supporting a TPM implementation or migration preferred
  • Experience building analytical tools, models, and reporting from the ground up, in an environment without an established RGM function preferred
  • Experience working with or presenting to retail customers preferred
  • Advanced Microsoft Office skills required, especially Excel & PowerPoint

Knowledge/Abilities/Skills:
  • Strong business & financial acumen, including pricing, trade spend, velocity, incrementality, mix, and profitability
  • Proven ability to influence cross-functional teams and senior stakeholders without direct authority
  • Ability to build and interpret price elasticity models, including portfolio-level effects and cannibalization
  • Ability to reconcile data across multiple systems and sources into a single, defensible view of the business
  • Disciplined prioritization; identifies the few initiatives that will deliver measurable results and declines the rest
  • Excellent communication and presentation skills, with a proven ability to translate complex analysis into clear recommendations for commercial and executive audiences
  • Ability to teach and enable others, building a shared commercial vocabulary across sales, finance, and marketing
  • Comfortably establishing new processes, guardrails, and governance where none exist today
  • Critical thinker with a bias for action and a results-oriented approach
  • Collaborative team player who proactively fosters strong partnerships
  • Comfortable navigating ambiguity and adapting to complex & evolving business needs
Technical Skills:
  • Advanced Microsoft Excel, including financial modeling and scenario analysis
  • Syndicated and retailer data platforms (SPINS, Nielsen, Circana, retailer POS portals)
  • Power BI or comparable BI tools, including dashboard development
  • Trade promotion management (TPM) systems
  • ERP and financial planning systems (D365 and Adaptive preferred)

Travel Requirements:
  • As a sales position, there will be occasional overnight travel required (up to 10%)

Office Hours/Location:
  • This position is based in Rohnert Park, CA. Office hours are Monday through Friday, 8:30 – 5:00 pm. This is a hybrid role offering the flexibility to occasionally work remotely. Expected in-offices days are Tuesday and Thursday. Subject to change.
  • Remote candidates will not be considered for this role.

Physical/Mental Requirements:
  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision.
Salary Range for this position is: $ 149,000.00 - $ 196,035.00
Traditional Medicinals, Inc. and its subsidiaries are proud equal-opportunity employers. We wholeheartedly embrace authenticity, diversity, and people's differences. We acknowledge, celebrate, and support individuality to the great advantage of our consumers, our stakeholders, our products, and the planet. We are committed to building an inclusive workplace for all our people.

We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

 

 
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