Director, Revenue Management Not right for you? We've got others

New York City, New York
July 22nd 2021
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The Director of Revenue Management will lead one of our client’s most critical functions, the Revenue Management team.

The Director, along with a team of analysts, is charged with driving the gross profit of the company by managing pricing, bids, programs and promotional spend across all of our clients’ sales channels.

He/she/they will manage existing customer pricing, optimizing for market competitiveness and gross margin maximization.

The Director will quarterback new business opportunities and bids, coordinating between Sales and Supply Chain to develop a customer solution at favorable economics to the company.

The Director will also manage trade program spend, leading the analysis behind customer rebate program negotiations.

He/she/they will define and execute the company’s promotional strategy, setting promotional plans, analyzing impacts of promotional spend and refining the plans accordingly.

Lastly, the Director will continuously improve the Revenue Management function by driving team performance and streamlining/automating processes.

A high stakes role, the Director will work frequently with our clients' leadership team, presenting analysis and pricing proposals for material business opportunities.

Through heavy cross-functional interaction, he/she/they will learn the end-to-end mechanics of the business, making it the perfect role for someone looking to broaden their business acumen and elevate their career.

This position is based in our clients’ New York City headquarters, which is operating on a hybrid work from home schedule.


• Team Leadership: manage day-to-day operations of 3-person team of Revenue Management analysts/senior analysts, coordinating workflow and managing team performance to defined expectations and KPIs

• Existing Customer Pricing: own and administer pricing for all our clients’ sales channels (Foodservice, Retail, Industrial, International):

o Ensure outstanding execution of customer price list updates

 Coordinate closely with Supply Chain on cost changes and determine if/how to reflect in pricing

 Consistently analyze customers/products price positioning for opportunities to better optimize price/volume

 Manage Foodservice national account pricing (deviations)

• New Business Opportunities and Bids: coordinate response to new business opportunities, both formal bids and one-off customer opportunities

o Lead the weekly opportunity pipeline meeting, a cross-functional alignment meeting to finalize pricing for new business opportunities

o Facilitate coordination between Sales and Supply Chain to ensure customer volume and timing requirements can be met on the supply side

o With cost inputs from Supply Chain and any available pricing intelligence, decide on pricing that balances win probability and gross margin maximization

• Trade Spend Management: own and administer trade spend across all our clients’ sales channels

o Partner with Sales on customer trade program management, leading the economic analysis behind customer trade program negotiations and making recommendations to optimize outcomes

o Manage promotional spend for both Foodservice and Retail channels, ensuring spend maximizes sales lift while meeting budgeted gross margin targets

 Determine participation and sped levels in Foodservice customer promotions

 Own and administer retail trade spend, including distributor and retailer promotional calendars, everyday low price (EDLP) discounts, ad features and coupons

 Conduct analysis on promotional lift from various activities to continually improve allocation of spend

• Continuous Process Improvement: continually determine process improvement and automation opportunities to streamline team workload, partner with Business Process & Technology teams to implement

• Gross Margin Analytics and Forecasting: build gross margin analytical tools to enable smarter pricing decisions and better visibility into customer and product profitability; assist in developing gross margin forecasts for financial statements

Our client is one of the premier high-end gourmet food providers in the world. They're building out their Revenue Management team so this individual will have the opportunity to add to staff and put their personal 'stamp' on the role.  Terrific work envirionment and  wonderful team.  


6-8+ years of experience in pricing, promotion, sales analytics, finance and/or category management

Prior experience leading the advancement of company pricing performance and capabilities, and operating in a Gross to Net pricing structure

• Strategic thinker: creative problem solver with proven ability to turn strategy into action • Strong project management skills, self-motivated with a strong work ethic and exceptional drive for results and the ability to thrive in a fast-paced environment and lead cross-functional teams

• High impact communicator with proven ability to influence decision makers across an organization

• Demonstrated ability to build organizational capabilities; ability to inspire, motivate and hold a team accountable

Excellent written and verbal communication skills; must be able to present data in an organized manner with advanced skills using Microsoft Excel, and Power Point

• Strong interpersonal skills (e.g., tact/diplomacy, listening, negotiation, etc.)

• Positive “can-do” attitude; collaborative, team-oriented


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