Revenue Growth Manager

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Revenue Growth Manager

Clay Terrace, Carmel, IN, US

Revenue Growth Manager

Position Summary

The Revenue Growth Manager (RGM) is responsible for accelerating profitable, sustainable growth by optimizing the key commercial levers of pricing, promotion, trade investment, assortment, mix, and pack architecture.

Working cross-functionally across Sales, Finance, Marketing, Category Management, and Supply Chain, this role turns data and insights into clear commercial actions that improve revenue, gross margin, market share, and trade-spend productivity.

The ideal candidate combines strong analytical capabilities with a practical understanding of how CPG businesses win with retailers. This is not simply an analytics role—the Revenue Growth Manager is expected to identify opportunities, make recommendations, influence decisions, and drive execution.

Key Responsibilities

• Develop and execute Revenue Growth Management strategies across brands, customers, channels, and product categories.
• Identify opportunities to accelerate net sales, gross profit, margin, and market share.
• Evaluate the impact of pricing, promotional activity, assortment, mix, pack sizes, and channel strategies.
• Build fact-based recommendations that balance consumer demand, retailer economics, competitive dynamics, and company profitability.
• Establish RGM processes, tools, reporting, and disciplines that improve commercial decision-making.
• Lead pricing analysis and develop recommendations for list-price changes, customer pricing, and price realization.
• Evaluate price elasticity, competitive pricing, consumer price thresholds, and retailer margins.
• Develop price-pack architecture strategies to ensure the right products, sizes, and price points are offered across channels.
• Identify opportunities to improve product and customer mix toward higher-growth and higher-margin business.
• Partner with Sales and Finance to evaluate pricing exceptions and customer-specific economics.

Trade Promotion & Investment Optimization

• Analyze trade spending and promotional effectiveness by customer, brand, SKU, and promotional event.
• Measure promotional ROI, incrementality, lift, cannibalization, and profitability.
• Identify promotions and trade programs that should be expanded, redesigned, reduced, or eliminated.
• Partner with Sales to improve promotional calendars and customer investment strategies.
• Develop guardrails and recommendations for trade rates, promotional depth, frequency, and merchandising support.
• Help shift the organization from simply spending trade dollars to investing trade dollars where they generate measurable returns.

Customer & Channel Profitability

• Develop customer and channel P&Ls to improve visibility into true profitability.
• Analyze gross-to-net deductions and identify opportunities to improve net revenue realization.
• Evaluate the economics of new distribution, incremental displays, promotional programs, and customer-specific opportunities.
• Identify customers, SKUs, and programs that are dilutive to profitability and recommend corrective actions.
• Partner with Sales leadership on annual customer planning and Joint Business Planning.

Assortment & Mix Optimization

• Analyze SKU productivity, distribution, velocity, margin, and strategic role.
• Identify assortment opportunities and SKU rationalization opportunities.
• Recommend optimal assortments by retailer and channel.
• Evaluate innovation and new-item economics before commercialization.
• Identify opportunities to migrate volume toward more profitable products, packs, and channels.

Analytics & Commercial Insights

• Develop dashboards and scorecards that provide clear visibility into RGM performance.
• Analyze syndicated data, customer POS, shipment data, financial data, trade spending, and competitive activity.
• Translate complex analysis into simple, actionable commercial recommendations.
• Conduct scenario modeling to quantify the financial impact of pricing, promotion, assortment, and mix decisions.
• Develop post-event analyses and establish organizational learning around what worked, what did not, and why.

Cross-Functional Leadership

• Serve as a strategic partner to Sales, Finance, Marketing, Category Management, Supply Chain, and senior leadership.
• Bring an objective, enterprise-wide perspective to commercial decisions.
• Challenge historical practices when the data supports a better approach.
• Ensure Sales teams have clear RGM insights and tools that can be translated into compelling retailer selling stories.
• Help build a stronger organizational culture around profitable growth rather than volume growth alone.

Key Performance Indicators

Success in this role will be measured through improvements in:

• Net revenue and organic revenue growth
• Gross margin and gross profit dollars
• Trade-spend ROI and effectiveness
• Gross-to-net performance
• Promotional profitability and incrementality
• Customer and channel profitability
• Product and pack mix
• Distribution and velocity
• Forecast accuracy around pricing and promotional initiatives

Qualifications

• Bachelor's degree in Business, Finance, Economics, Marketing, Analytics, or related discipline; MBA preferred.
• 5–8+ years of experience in CPG, ideally across Revenue Growth Management, Sales Finance, Category Management, Pricing, Trade Strategy, or Commercial Analytics.
• Strong understanding of CPG retailer economics, pricing, trade promotion, and customer planning.
• Demonstrated ability to translate data into actionable commercial recommendations.
• Experience with syndicated and customer data sources such as Circana/IRI, NielsenIQ, SPINS, Numerator, or retailer POS data.
• Advanced Excel and financial-modeling capabilities; experience with Power BI, Tableau, or similar visualization tools preferred.
• Experience with trade-promotion management and optimization systems is a plus.
• Strong communication and presentation skills with the ability to influence both commercial teams and senior leadership.

The successful candidate will be:

• Commercially minded — understands that analytics must ultimately drive action and results.
• Growth oriented — continuously searches for opportunities to increase revenue and profitability.
• Financially disciplined — understands the difference between volume growth and profitable growth.
• Analytically rigorous — comfortable challenging assumptions and conventional wisdom with facts.
• Action oriented — moves quickly from insight to recommendation to execution.
• Collaborative but willing to challenge — capable of partnering effectively with Sales and Marketing while maintaining an objective enterprise perspective.
• Customer focused — understands retailer economics and can create solutions that work for both the company and its customers.
• Comfortable with ambiguity — able to build structure and processes where they may not currently exist.

What Great Looks Like

A highly successful Revenue Growth Manager will help move the organization from asking:

“How much volume can we sell?”

to consistently asking:

“Where should we invest, what should we sell, at what price, through which customers and channels, and how do we generate the greatest profitable growth from every dollar we invest?”

This individual should become a critical commercial thought partner who helps ensure the organization is making smarter decisions across price, promotion, trade, assortment, mix, and customer investment.

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