Director, Revenue Growth Management

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the pricing strategy, oversee revenue quality, and take ownership of regional commercial P&L for The Duckhorn Portfolio.

• Govern and manage the pricing framework across all brands, channels, and tiers of distributors.

• Establish pricing ladders for brands and channels, and set retail and distributor guidelines.

• Oversee pricing exception processes and authorize field pricing exception requests.

• Conduct pricing strategy reviews, including decisions on portfolio and national account pricing, end-of-life pricing, and frameworks for new SKU launches.

• Perform post-event ROI analyses for trade programs and offer reinvestment suggestions to commercial leadership.

• Manage the price waterfall and monitor gross-to-net revenue leakage, covering distributor margins, account margins, and freight costs.

• Track and report adherence to pricing across distributor and retail tiers, initiating corrective actions in collaboration with Sales.

• Assess trade spend frameworks and ensure compliance with ROI thresholds and financial guidelines.

• Execute quarterly competitive pricing intelligence assessments.

• Lead a team of three direct and indirect reports.

• Supervise regional P&L management across CA, NE/SE, and West regions.

• Ensure precise and timely financial reporting aligned with AOP targets.

• Review distributor margin tracking and manage the LMF/BDF budget.

• Mentor and develop team members, enhancing RGM and commercial finance capabilities.

⛳️ Requirements

• Bachelor's degree in Finance, Accounting, Economics, or a related field; an MBA is highly preferred.

• Over 10 years of progressive experience in commercial finance, RGM, or pricing strategy roles.

• Experience in the beverage alcohol sector is required; prior experience in the wine or spirits industry is strongly preferred.

• Proven track record in pricing architecture, revenue quality management, and P&L ownership within a multi-brand or multi-channel setting.

• Experience in managing and developing analysts and managers in a commercial finance environment.

• Extensive knowledge of Revenue Growth Management frameworks, including pricing ladders, pocket price waterfalls, CI architecture, and promotional ROI methodologies.

• Advanced financial modeling skills.

• Familiarity with pricing analytics tools and BI platforms.

• Strong executive presence with the ability to communicate complex pricing and financial analyses to senior commercial and finance leaders.

• Excellent influencing abilities across commercial, finance, and field organizations, even without formal authority over all stakeholders.

• Strategic thinker with strong commercial instincts, and the discipline to uphold pricing and revenue quality in high-pressure situations.

🏝️ Benefits

• Comprehensive health benefits for you and your family, including medical, dental, and vision coverage.

• Disability, life, and pet insurance options.

• Generous paid time off policy.

• 11 paid holidays annually.

• 401(k) plan with the company contributing 10% of wages annually for retirement, subject to management discretion.

• Engaging and dynamic work environment with a diverse team.

• Opportunities for internal promotions.

• Excellent training resources.

• Generous tuition reimbursement program.