Director, Revenue Growth Management

Duckhorn Wine Company • Remote, US,

1d • $170,000 - $200,000

About The Position

The Director, Revenue Growth Management leads pricing strategy, revenue quality, and regional commercial P&L ownership for The Duckhorn Portfolio. This role owns the full pricing architecture across all brands, channels, and distributor tiers — setting guardrails, managing execution, and measuring price adherence. The Director also oversees regional P&L management through three direct reports, ensuring commercial performance is financially sound and aligned to AOP and LRP objectives. This is a high-impact, highly visible role that sits at the intersection of Finance, Sales, and Strategy.

Requirements

• Bachelor's degree in Finance, Accounting, Economics, or related field; MBA strongly preferred
• 10+ years of progressive experience in commercial finance, RGM, or pricing strategy roles
• Beverage alcohol experience required; wine or spirits industry experience strongly preferred
• Demonstrated track record in pricing architecture, revenue quality management, and P&L ownership in a multi-brand or multi-channel environment
• Experience managing and developing analysts and managers in a commercial finance context
• Deep expertise in Revenue Growth Management frameworks — pricing ladders, pocket price waterfall, CI architecture, and promotional ROI methodology
• Expert-level financial modeling; experience with pricing analytics tools and BI platforms
• Strong executive presence — able to present complex pricing and financial analysis to senior commercial and finance leadership
• Exceptional influencing skills across commercial, finance, and field organizations without formal authority over all stakeholders
• Strategic thinker with strong commercial instincts and the discipline to maintain pricing and revenue quality under field pressure

Nice To Haves

• MBA strongly preferred
• wine or spirits industry experience strongly preferred

Responsibilities

• Own and govern the pricing architecture for The Duckhorn Portfolio — setting brand and channel pricing ladders, establishing retail and distributor guardrails, and managing exception processes.
• Lead the pricing strategy review — evaluating Portfolio and National Account pricing strategies, including End-of-Life pricing decisions and new SKU launch pricing frameworks.
• Evaluate and approve pricing exception requests from the field, maintaining pricing discipline while enabling commercial agility when justified.
• Lead post-event ROI analysis for all trade programs, delivering clear findings and reinvestment recommendations to commercial leadership.
• Own the price waterfall — tracking every element of gross-to-net revenue leakage (distributor margins, account margins, freight) to give leadership a complete view of net price realization.
• Monitor and report on price adherence across distributor and retail tiers, flagging compliance gaps and leading corrective action in partnership with Sales.
• Evaluate trade spend architecture, ensuring ROI thresholds are maintained and field application is consistent with financial guardrails.
• Conduct competitive pricing intelligence on a quarterly basis, benchmarking Duckhorn's pricing architecture against category and key competitors.
• Lead a team of 3 direct and indirect reports.
• Oversee regional P&L management across CA, NE/SE, and West — ensuring accurate, timely financial reporting and accountability to AOP targets.
• Review distributor margin tracking and LMF/BDF budget management, ensuring financial commitments are aligned with distributor agreements and ROI expectations.
• Coach and develop team members — building RGM and commercial finance capability within the organization.

Benefits

• Health benefits for you and your family, including medical/dental/vision (with a competitively priced employee contribution to premium), and disability, life, & pet insurance.
• Paid time off and 11 paid holidays.
• 401(k) plan where we invest 10% of your wages every year for your retirement at no cost to you, subject to management discretion.
• A diverse team of coworkers that care about each other in a fun, exciting work environment.
• A company that promotes from within, provides great training and a generous tuition reimbursement program.

What This Job Offers

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