Director, Revenue Growth Management

Russell Stover • Kansas City, MO

31d

About The Position

At Russell Stover, not only do we love chocolate, but we love our jobs! Every day we go to work exhibiting our values of excellence, innovation, entrepreneurship, responsibility, and collaboration. Working at Russell Stover you’ll be part of the leading manufacturer of boxed, seasonal, and sugar-free chocolates. For over 100 years, Russell Stover Chocolates, Whitman’s, and Pangburn’s have been crafted with the finest ingredients to bring happiness to generations. Today, we produce over 55 million pounds of chocolate annually, and our legacy brands can be found in 13 company-owned stores and over 9,000 wholesale accounts. Join our team and let’s continue making chocolate lovers happy! A day in the life… As a Director of Revenue Growth Management, you will be responsible for setting the vision for success for the organization for Gross to Net Revenue optimization, developing a roadmap to attain it, and leading the team in implementation. You will be partnering with both our internal multi-functional team and International RGM to translate Brand strategies into customer level activities, optimizing price, promotion, mix, and trade activities to drive profitable sales growth. What you will be doing… Drive an RGM mindset through the company to continuously improve Gross to Net Revenue optimization Continuously educate the organization on RGM best practices & guidelines, including Sales, Finance, and Marketing Partner closely with International RGM, incorporating global best practices where applicable Partner with Marketing & Sales to develop a long-term pricing vision and strategies Lead development of pricing strategies, modeling (including elasticities), and annual price auditing Establish pack/price architecture strategies, with pricing slopes and price guardrails Partner with Brand on new item pricing to achieve optimal sales and profit outcomes Focus on strategic responses to broad-based competitor price initiatives Ensure accounts plan and execute according to Trade Guidelines, partnering in approval of any exceptions to policy Define Key Performance Indicators (KPIs), establish reporting, and create an Account Trade analytical toolkit Drive Trade ROI analysis of promotions, ensuring they deliver Business Objectives effectively and efficiently Continuously improve our Trade Management system to improve planning and execution of Trade activities Partner with Sales Leaders, Sales Finance, and Account Managers to evolve the sales planning process Partner on “test and learns”, and drive scale up on successes to optimize promotional effectiveness If visiting our manufacturing plants, you will be expected to: Adhere to Good Manufacturing Practices (GMP) to ensure product quality and maintain compliance with food safety standards Complete and follow FSQA training and programs to comply with regulatory requirements, ensure consumer safety, and support the plant’s food safety and quality objectives. Promptly report and take appropriate action on any observed or potential food safety hazards, process deviations, or non-conformities by notifying the designated plant supervisor, in accordance with your role and responsibilities Actively contributes to the continuous improvement of the company’s Food Safety Culture through engagement and actions aligned with your role This job posting is not all inclusive and other duties may be assigned.

Requirements

• Bachelor’s Degree or equivalent work experience
• 8+ years of experience in RGM and/or Commercial Finance roles
• Experience in pricing & promotion management and optimization
• Confident in presenting to Senior Management and influencing multi-functional organization
• Navigating and leveraging in-market consumption data (e.g., Circana, Nielsen etc.)
• Quantitative and qualitative analytical skills, including analyzing multiple sources of data, identifying limitations of the data, and generating recommend actions
• Partnering with multi-functional team in development of new products in a Stage Gate process
• Experience using AI tools and analytics
• Excellent communication skills and the ability to speak, read, and write English fluently, with or without an accommodation.
• Travel 10%

Nice To Haves

• Experience in the Consumer Product Goods / Fast Moving Consumer Goods industry
• Experience managing RGM direct reports

Responsibilities

• Drive an RGM mindset through the company to continuously improve Gross to Net Revenue optimization
• Continuously educate the organization on RGM best practices & guidelines, including Sales, Finance, and Marketing
• Partner closely with International RGM, incorporating global best practices where applicable
• Partner with Marketing & Sales to develop a long-term pricing vision and strategies
• Lead development of pricing strategies, modeling (including elasticities), and annual price auditing
• Establish pack/price architecture strategies, with pricing slopes and price guardrails
• Partner with Brand on new item pricing to achieve optimal sales and profit outcomes
• Focus on strategic responses to broad-based competitor price initiatives
• Ensure accounts plan and execute according to Trade Guidelines, partnering in approval of any exceptions to policy
• Define Key Performance Indicators (KPIs), establish reporting, and create an Account Trade analytical toolkit
• Drive Trade ROI analysis of promotions, ensuring they deliver Business Objectives effectively and efficiently
• Continuously improve our Trade Management system to improve planning and execution of Trade activities
• Partner with Sales Leaders, Sales Finance, and Account Managers to evolve the sales planning process
• Partner on “test and learns”, and drive scale up on successes to optimize promotional effectiveness
• Adhere to Good Manufacturing Practices (GMP) to ensure product quality and maintain compliance with food safety standards
• Complete and follow FSQA training and programs to comply with regulatory requirements, ensure consumer safety, and support the plant’s food safety and quality objectives.
• Promptly report and take appropriate action on any observed or potential food safety hazards, process deviations, or non-conformities by notifying the designated plant supervisor, in accordance with your role and responsibilities
• Actively contributes to the continuous improvement of the company’s Food Safety Culture through engagement and actions aligned with your role

What This Job Offers

• Job Type: Full-time
• Career Level: Director