Director – Net Revenue Management, NRM

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• The Director of NRM is responsible for spearheading enterprise pricing and trade strategies aimed at driving profitable growth.

• Takes charge of the design and implementation of NRM capabilities, including pricing, trade optimization, promotion effectiveness, and pack/price architecture.

• Collaborates closely with Business Units (BUs), Sales, Finance, and Supply Chain to convert analytics into actionable market strategies that enhance Net Customer Sales (NCS), Gross Profit (GP), and market share.

• Establishes portfolio pricing strategies, including list prices, pack/price architecture, and identification of price gaps in comparison to competitors and private labels.

• Defines elasticity-based guardrails and strategies for pass-through by segment and channel.

• Leads the formulation of pricing recommendations and governance, covering announcements, timing, and retailer-specific execution.

• Conducts scenario simulations to assess the impact on volume (MMMS), NCS, and GP.

• Owns the trade investment strategy, including EDLP/EDLC, high-low promotions, and media, with a focus on transitioning to pay-for-performance.

• Optimizes promotional depth, frequency, and mix by retailer and item to maximize return on investment (ROI).

• Collaborates with Sales on Joint Business Plans (JBPs) and strategies tailored for specific retailers.

• Identifies and eliminates unproductive trade, reallocating resources to the highest-return opportunities.

• Converts advanced analytics, including elasticities, purchase structures, and demand models, into clear business decisions.

• Leads the creation and adoption of NRM tools such as pricing simulators, promotional ROI assessments, and scenario planning.

• Ensures uniform methodologies, KPIs, and data standards across all BUs.

• Partners with the Analytics Center of Excellence (COE) to scale capabilities and enhance decision-making speed.

• Guides the enterprise's response to cost volatility, including pricing and trade recovery plans.

• Develops and implements scenario-based plans with defined triggers and decision-making rules.

• Coordinates cross-functional alignment to safeguard margins while maintaining growth and market share.

• Serves as a strategic partner to BU General Managers, Sales leaders, and Finance teams.

• Promotes alignment across functions to ensure effective execution of NRM strategies.

⛳️ Requirements

• Over 10 years of experience in consumer packaged goods (CPG), consulting, or a related field, with extensive expertise in pricing, trade, or revenue management.

• Demonstrated success in influencing senior leaders and achieving cross-functional results.

• Strong analytical skills, encompassing elasticity, demand modeling, and financial modeling.

• Experience in leading teams and developing capabilities on a large scale.

• Ability to simplify complex analytics into clear and actionable business decisions.

• An MBA or equivalent experience is preferred.

🏝️ Benefits

• Comprehensive health plans.

• Competitive 401(k) program with company matching.

• Flexible time-off benefits, including half-day summer Fridays based on location.

• Inclusive fertility and adoption benefits.