Director of Revenue Growth Management

Heartland FPG•Carmel, IN

14h•Hybrid

About The Position

The Director of Revenue Growth Management (RGM) is responsible for developing and leading the company's revenue growth strategy across pricing, promotion, trade investment, assortment, pack architecture, and channel optimization. This leader will drive profitable growth by translating consumer, customer, and financial insights into actionable commercial strategies that maximize revenue, margin, and market share. The Director will partner closely with Sales, Marketing, Finance, Category Management, Supply Chain, and Executive Leadership to establish a best-in-class RGM capability that accelerates growth across the portfolio while enhancing customer and consumer value. This role is particularly critical in a fast-growing health and wellness organization where innovation, premium positioning, evolving consumer behaviors, and dynamic channel shifts create significant opportunities for value creation.

Requirements

Bachelor's degree in Business, Finance, Economics, Marketing, Statistics, or related field.
10+ years of progressive experience in CPG, consumer health, food & beverage, nutritional products, or wellness industries.
5+ years leading Revenue Growth Management, Commercial Strategy, Pricing, Sales Strategy, Category Leadership, or related functions.
Proven experience building and scaling RGM capabilities.
Experience partnering with major retailers including Walmart, Target, Kroger, Albertsons Companies, club, and e-commerce channels.
Demonstrated success driving both top-line growth and margin improvement.
Revenue Growth Management methodologies
Pricing and elasticity analysis
Trade promotion optimization
Assortment and portfolio strategy
Financial modeling and P&L management
Syndicated data platforms (Circana, NielsenIQ)
Advanced Excel, Power BI, Tableau, and analytics tools
Strategic Thinking
Executive Presence
Commercial Acumen
Data-Driven Decision Making
Change Leadership
Cross-Functional Influence
Talent Development
Results Orientation
Consumer-Centric Mindset
Innovation and Growth Mindset

Nice To Haves

MBA strongly preferred.
Experience leading or administering platforms such as: Salesforce Consumer Goods Cloud, TELUS Trade Promotion Management, Blacksmith TPM, SAP Trade Promotion Management, Exceedra

Responsibilities

Develop and execute the company's enterprise-wide Revenue Growth Management strategy.
Identify and prioritize growth opportunities across pricing, promotion, assortment, mix, and distribution.
Build long-range revenue and profit growth plans aligned with corporate objectives.
Serve as the organization's thought leader on value creation and commercial effectiveness.
Lead pricing strategy across brands, categories, channels, and customers.
Develop pricing frameworks that balance volume growth, margin expansion, and competitive positioning.
Evaluate elasticity, price thresholds, and competitive pricing dynamics.
Optimize pack architecture to improve consumer accessibility, premiumization, and profitability.
Establish trade investment governance and promotional effectiveness measurement.
Analyze customer-specific trade spending and ROI.
Develop annual promotional strategies and event frameworks.
Identify opportunities to improve trade efficiency and reinvest savings into growth initiatives.
Partner with Sales Leadership to develop channel-specific growth strategies.
Optimize assortment and distribution across Grocery, Mass, Club, Drug, Convenience, E-Commerce, Foodservice, and Specialty channels.
Develop customer profitability analyses and strategic growth recommendations.
Support annual customer planning and Joint Business Planning processes.
Lead advanced analytics leveraging syndicated data, shopper insights, POS, loyalty, and internal financial data.
Establish dashboards and KPIs that provide visibility into growth drivers and commercial performance.
Translate complex data into actionable recommendations for senior leadership.
Serve as business owner for the company's Trade Promotion Management (TPM) platform.
Lead TPM strategy, governance, process design, adoption, and continuous improvement.
Partner with Sales, Finance, and IT to ensure TPM supports planning, forecasting, deduction management, accrual accuracy, and ROI measurement.
Develop standardized promotion planning and post-event evaluation processes.
Ensure TPM data integrity, compliance, and reporting accuracy.
Drive utilization of TPM insights to improve trade spend effectiveness and forecast accuracy.
Build and develop a high-performing RGM team.
Implement RGM tools, processes, and capabilities across the organization.
Educate commercial teams on RGM principles and best practices.
Foster a data-driven culture focused on profitable growth.
Partner with Marketing on innovation pricing, portfolio strategy, and consumer value propositions.
Collaborate with Finance on forecasting, budgeting, and margin optimization.
Work with Supply Chain and Operations to align commercial strategies with operational capabilities.