Revenue Growth Manager

The Revenue Growth Manager will translate customer, promotional, pricing, and financial data into practical recommendations that improve revenue, profitability, and commercial decision-making. Working closely with Sales, Marketing, and Insights, this manager within the finance team will balance strategic thinking with hands-on execution and will help build scalable RGM capabilities across the organization.

This role is both an analytical business partner and an operational owner. The manager will lead retailer- and customer-specific analyses, strengthen net sales and trade spend processes, build decision-support tools, and establish consistent governance for planning, execution, and performance measurement.

This position can base 4 days out of our Larkspur Landing office or hybrid between our Larkspur and American Canyon locations (with one day remote).

Responsibilities

Net Sales & Trade Investment Management

• Strengthen visibility to gross-to-net drivers, customer investment, and net sales realization by customer, brand, channel, and promotion.
• Support monthly trade spend reviews with Sales, identifying risks, opportunities, forecast gaps, and actions to improve investment discipline.
• Establish consistent trade spend classifications, planning standards, guardrails, approval processes, and performance measures.
• Evaluate customer investment structures and recommend where spending should be reduced, redirected, or reinvested to improve profitable growth.
• Connect RGM recommendations with trade planning, financial forecasts, accrual processes, and customer profitability.

Pricing, Promotion & Revenue Growth Management

• Develop pricing and price-pack architecture recommendations that balance consumer value, retailer economics, competitive positioning, revenue, margin, and market share objectives.
• Build and interpret scenario models for pricing, pack, mix, promotion, assortment, distribution, and customer investment decisions.
• Evaluate promotional effectiveness by customer, brand, category, event, and mechanic, for both EDLP, and high-low customers.
• Assess promotional depth, frequency, timing, mechanics, shopper response, and financial returns; identify low-return activity and recommend improvements.

TPM Implementation, Administration & Ownership

• Serve as the business lead and primary administrator for the replacement trade promotion management platform, with implementation targeted by April 2027 ahead of 2028 planning.
• Own business processes, user roles, master-data standards, planning calendars, approval workflows, and ongoing system governance after launch.
• Coordinate user acceptance testing, training, documentation, change management, issue resolution, enhancement prioritization, and adoption tracking.
• Maintain the integrity and usability of the TPM platform so it remains the trusted system for customer planning, trade investment, accrual support, and performance measurement.

Commercial Analytics & Decision Support

• Integrate syndicated, retailer POS, customer, promotional, and internal financial data to identify actionable growth and productivity opportunities.
• Build clear business cases, financial models, dashboards, and recurring reporting that support commercial decisions.
• Translate complex analysis into concise recommendations for Sales, Marketing, and senior leadership.
• Improve the quality, consistency, and speed of decision-making through disciplined analytical standards and modern analytics, visualization, and AI-enabled tools.

Capability Building & Cross-Functional Leadership

• Develop repeatable RGM tools, frameworks, playbooks, and decision processes for pricing, promotions, trade investment, and customer economics.
• Serve as a trusted thought partner who brings clear analysis, sound judgment, and constructive challenge to commercial planning.
• Drive alignment across Sales, Marketing, Insights, and Finance.
• Manage multiple workstreams independently, prioritize effectively, and maintain momentum in a fast-paced environment.

Requirements

• Bachelor’s degree in Business, Finance, Economics, Marketing, Analytics, Statistics, or a related field.
• 7+ years of relevant experience in Revenue Growth Management, Trade Promotion Management, Commercial Finance, Sales Strategy, Category Management, Pricing, Trade Marketing, Sales Analytics, or a related CPG function.
• Strong understanding of CPG pricing, promotions, trade investment, customer economics, gross-to-net drivers, and retailer dynamics.
• Demonstrated ability to evaluate promotional performance and translate event-level, shopper, and financial results into business recommendations.
• Advanced Excel and financial modeling skills, including scenario analysis and the ability to structure and interpret complex data sets.
• Experience with TPM/TPO platforms or comparable commercial planning and analytics tools.
• Experience partnering effectively across Sales and Finance, with strong communication, influencing, and presentation skills.
• Strong project-management capability and the ability to balance strategic thinking with hands-on execution.

Preferred

• Experience implementing, administering, or owning a TPM/TPO platform, including requirements, testing, training, governance, and adoption.
• CPG food, beverage, beauty, personal care, or other consumer-products experience.
• Experience with syndicated and retailer data platforms such as Circana, NielsenIQ, Numerator, SPINS, or comparable tools.
• Power BI or similar data-visualization experience.
• MBA or relevant master’s degree.
• Experience using AI-enabled tools to improve analysis, productivity, and written communication in a professional setting.

Pay Range 135000 - 155000 USD