Director of Trade Management and Revenue Strategy

Perdue Farms • Salisbury, MD

255d • $143,000 - $215,000

About The Position

The Director of Trade Management & Revenue Growth Strategy will lead the implementation of a best-in-class Trade Promotion Management (TPM) system and drive enterprise-wide Revenue Growth Management (RGM) initiatives. This role will act as a change agent, partnering across Sales, Finance, Marketing, Category Management, and IT to optimize trade investment, elevate pricing and promotion strategies, and build a data-driven commercial organization. The Senior Director will serve as the architect of TPM/RGM transformation, ensuring alignment with business goals, maximizing ROI, and fostering a culture of commercial discipline and accountability.

Requirements

• Bachelor’s degree in a relevant field (e.g., business, engineering, economics, or sciences) required; Master’s degree or MBA preferred.
• 10+ years of relevant experience in Trade Marketing, Revenue Growth Management, Sales Strategy, or functional consulting roles within the CPG industry, with a focus on TPM/RGM initiatives.
• Proven experience leading the implementation or management of TPM/TPO systems (e.g., Anaplan, Blacksmith, SAP TPM, Vistex, Salesforce), with a strong understanding of system architecture, integration, and data governance.
• Functional expertise in trade promotion lifecycles (e.g., deal planning, deduction management, post-event analysis) and related processes like master data management, order-to-cash, finance, supply chain, and demand planning.
• High proficiency in financial modeling, scenario planning, and ROI analysis, with a strong understanding of trade investment levers, P&L impact, and customer/channel strategies.
• Leadership, facilitation, and interpersonal skills, with a track record of leading cross-functional initiatives, influencing senior stakeholders, and driving enterprise-wide transformation.
• Comfortable working with both structured and unstructured data to generate insights, using tools like Power BI, Tableau, or syndicated data sources (e.g., IRI, Nielsen).

Nice To Haves

• Experience in the Consumer Packaged Goods (CPG) industry, particularly in the meat and poultry segment, with knowledge of challenges like perishable goods, seasonal demand fluctuations, food safety regulations, and labeling requirements.
• Familiarity with retailer dynamics, including Walmart, Sam’s Club, and club/mass/grocery channels, and their impact on trade promotion and pricing strategies.
• Experience developing KPIs and performance metrics to measure TPM/RGM success, such as ROI on trade spend, promotion lift, or revenue growth targets.
• Ability to leverage TPM/RGM strategies to support sustainability goals, such as optimizing trade spend to reduce waste in perishable categories like meat and poultry.
• Prior consulting experience in trade promotion excellence or revenue growth management, with a focus on addressing challenges like trade spend leakage or promotion inefficiencies.

Responsibilities

• Lead the implementation of a Trade Promotion Management (TPM) or Trade Promotion Optimization (TPO) platform, defining system requirements, partnering with IT and vendors, and owning project delivery timelines and adoption.
• Map current-state trade processes and design optimized workflows for deal planning, deduction management, and ROI tracking, ensuring seamless integration with master data, order-to-cash, finance, supply chain, and demand planning processes.
• Establish data governance standards and reporting infrastructure to provide clear visibility into trade spend effectiveness and promotional outcomes.
• Lead strategic RGM initiatives focused on pricing optimization, pack architecture, promotional effectiveness, and channel/customer strategies, developing frameworks and scorecards to drive commercial discipline.
• Analyze customer-level trade performance, build scenario models to evaluate pricing moves, promo plans, and new item introductions, and reallocate investments for maximum ROI.
• Partner with Finance and Sales to create actionable insights that enhance profitability, margin improvement, and revenue growth across markets and geographies.
• Serve as the connective tissue between Sales, Marketing, Finance, Category Management, and IT, driving alignment on commercial strategies and fostering a culture of data-driven decision-making.
• Communicate complex concepts and data in a clear, actionable way to senior leadership, customer teams, and external partners, influencing at all levels of the organization.
• Facilitate cross-functional workshops to gather requirements, align stakeholders, and ensure successful adoption of TPM/RGM solutions.
• Act as a change agent by developing and executing change management strategies, including training programs, communication plans, and user adoption initiatives, to support business teams through the transformation journey.
• Champion a cultural shift toward data-driven decision-making, embedding commercial discipline and accountability across the organization.
• Evaluate market opportunities through primary and secondary research, covering competition, customers, channel strategies, and regulatory aspects, to develop comprehensive growth plans and business cases.
• Identify and mitigate risks such as data inconsistencies, process gaps, or user resistance, ensuring sustained performance and long-term business value.

Benefits

• Medical/Rx insurance
• 401(k) with employer match after 1 year
• Critical illness insurance
• Accident insurance
• Dental insurance
• Vision insurance
• Life insurance
• Optional group life insurance
• Short-term and long-term disability protection
• Flexible spending accounts
• Paid time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees