VP, Revenue Growth Management

Palm Bay International•Port Washington, NY

4h•$210,000 - $250,000•Hybrid

About The Position

Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico, and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio is able to meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts and U.S. military bases. This impressive roster of brands, accounts, and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: www.palmbay.com. Reporting to the Chief Financial Officer with a dotted line to Sales Leadership, the Vice President of Revenue Growth Management (RGM) will own commercial profitability strategy across Palm Bay International’s entire brand portfolio. This is a newly created role, established as part of a finance department reorganization that stands up a dedicated RGM hub with a clear, purpose-built mandate distinct from the VP of FP&A (future state.) The VP of RGM sets frontline pricing architecture and depletion allowance frameworks, institutionalizes trade spend discipline and pricing governance across 6 geographic divisions and 40+ distributor relationships, governs distributor contract economics, and leads a commercial finance team that today includes 2 embedded Commercial Finance Managers who defend margins in the field alongside divisional Sales VPs, with a clear path to expand to as many as 6 embedded Directors as the RGM function scales. This role holds Accountable status in the pricing RACI up the full ladder to the CEO, shaping decisions far larger than its direct span of control. The ideal candidate combines rigorous commercial finance and pricing acumen with the executive presence to direct Sales, Marketing and RGM colleagues and negotiate as a peer with the CSO and CMO.

Requirements

Bachelor’s degree in Business, Finance, or Analytics required; MBA preferred
12+ years in commercial finance, pricing strategy, or category management leadership
Direct, hands-on experience navigating the three-tier beverage alcohol distribution system is non-negotiable
Deep expertise in depletion data analytics and commercial distributor contract negotiation
Proven track record setting pricing architecture, trade spend guardrails, and margin governance frameworks at scale across multiple divisions and distributor relationships
Demonstrated ability to direct Sales, Marketing and RGM colleagues on pricing, with the executive presence to negotiate directly with C-suite commercial leaders (CSO, CMO)
Experience owning P&L-level margin, profitability, and revenue governance outcomes — strategic ownership, not transactional, task-level pricing management
Strong people-leadership skills, with experience building and scaling a multi-person team, including field-based or embedded finance roles

Nice To Haves

Wine, spirits, or broader beverage alcohol industry experience strongly preferred; genuine passion for the category and the business

Responsibilities

Set frontline pricing, depletion allowances, and quantity-discount frameworks for open and control states
Establish maximum annual trade spend and discount budgets and fund allocation boundaries per brand, size, and market
Govern multi-state distributor contract terms, margin structures, and compliance metrics across the distributor network
Institutionalize pricing governance and trade spend discipline across 6 geographic divisions and 40+ distributor relationships, replacing ad-hoc commercial decisions with structured guardrails
Align with Marketing and Brand teams to design new-product and regional launch pricing, validating market-level economics and preventing margin erosion from localized promotions
Direct Sales, Marketing and RGM teams on pricing decisions and serve as the primary Finance counterpart to the CSO and CMO on commercial strategy
Lead the Director of Pricing & Strategy — and, in the future state, a dedicated TPM Lead — in administering state-by-state pricing matrices, the Trade Promotion Management (TPM) platform, and monthly promotional ROI reporting
Lead the regional Commercial Finance Managers (currently 2, with room to expand to 6 Directors in the future state) in joint distributor business reviews with Sales VPs, reconciling shipment, depletion, and retail scan data to catch margin leakage at the source
Own distributor contract management and field-level commercial margin defense in partnership with the Commercial Finance Managers
Partner with the VP of FP&A (future state) and VP of Accounting & Treasury to validate commercial market economics for M&A targets, new brand investments, and market entry decisions
Build and scale the RGM organization toward its future-state structure, including the Director of Pricing & Strategy, a TPM Lead, National Account/Channel Analysts (×2), and up to 6 regional Commercial Finance Directors