Director, Revenue Growth Management

Job Description:

The Duckhorn Portfolio is North America's premier luxury wine company, with eleven wineries, ten state-of-the-art winemaking facilities, five tasting rooms and over 2,200 coveted acres of vineyards spanning 37 Estate properties. Established in 1976, when vintners Dan and Margaret Duckhorn founded Napa Valley's Duckhorn Vineyards, today, our portfolio features some of North America's most revered wineries, including Duckhorn Vineyards, Decoy, Kosta Browne, Sonoma-Cutrer, Goldeneye, Calera, Greenwing, Paraduxx, Migration, Canvasback and Postmark. Sourcing grapes from our own Estate vineyards and fine growers in Napa Valley, Sonoma County, Anderson Valley, California's North and Central coasts, Oregon and Washington State, we offer a curated and comprehensive portfolio of acclaimed luxury wines with price points ranging from $20 to $230 across more than 15 varietals. Our wines are available throughout the United States, on five continents, and in more than 50 countries around the world.

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.

What we will ask you to do:
Pricing Strategy & Architecture
•  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.

Revenue Quality & Analytics
•  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.

Regional P&L Oversight & Team Leadership
•  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.

What you will need:
•  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

What we will provide:
•  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.

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