Associate Director, Revenue Management - 21499

About The Role

The Associate Director of Revenue Management is a key commercial leader responsible for driving profitable growth through pricing strategy, revenue management analytics, customer profitability optimization, trade program management, and disciplined pricing execution across all sales channels. Operating as a hands‑on player‑coach, this leader will manage and develop the Revenue Management team while remaining actively engaged in the analytical and executional work. Responsibilities include developing pricing models, evaluating customer profitability, supporting bids and customer negotiations, managing pricing execution, and translating financial analysis into actionable commercial recommendations. The successful candidate combines strong financial and analytical capabilities with leadership, communication, and influencing skills. This individual will partner closely with Sales, Purchasing, Innovation, Financial Planning & Analysis (FP&A), Customer Experience, and Leadership to improve pricing effectiveness, optimize customer investments, and support strategic business decisions that drive sustainable gross profit growth. This role offers significant visibility across the organization and provides a unique opportunity to influence commercial strategy while developing broad business knowledge across multiple functions. As a response to the pandemic, office employees have transitioned to a hybrid working schedule, requiring employees to report in-person Monday through Wednesday, with the option to telework on Thursday and Friday each week. Due to the collaborative, cross‑functional nature of the organization, employees at the Montgomery County, MD office are required to work in‑person for the abovementioned days, outside of any People & Culture‑approved disability accommodation request.

Responsibilities

Price Execution and Price Change Management

• Own and support pricing execution across all sales channels, ensuring accuracy, consistency, and alignment with overall pricing strategy.
• Lead the customer price change process across all sales channels, including analysis, recommendation development, approval coordination, execution oversight, and post-implementation measurement.
• Partner with Purchasing, Sales, Finance, and Leadership to evaluate cost changes, customer and product price positioning, margin impact, and price-volume tradeoffs.
• Support the management of sub-distribution and national account pricing deviations.
• Maintain pricing controls, governance processes, and pricing data integrity to ensure consistency and compliance across the organization.
• Drive continuous improvement of pricing processes and methodologies to improve effectiveness and profitability.

New Customer Pricing, Bids & Commercial Opportunities

• Lead pricing support for new business opportunities, including formal bids, customer requests, strategic initiatives, and contract negotiations.
• Partner with Sales, Purchasing, Operations, and Finance to ensure pricing recommendations reflect commercial objectives and operational realities.
• Participate in opportunity pipeline discussions to align pricing assumptions, volume projections, and financial expectations.
• Provide financial analysis and recommendations to support customer negotiations and strategic commercial decisions.
• Evaluate pricing scenarios, margin opportunities, and profitability implications to support growth objectives.

Trade Spend Management

• Own administration, analysis, and optimization of customer rebate programs and commercial investment initiatives.
• Partner with Sales leadership to evaluate customer program performance and return on investment.
• Lead financial analysis supporting rebate negotiations, annual program reviews, and customer investment decisions.

Gross Margin Analytics, Forecasting & Financial Planning

• Develop and maintain gross margin analytical tools to support pricing decisions and improve visibility into customer and product profitability.
• Support quarterly forecasting, annual budgeting, and long-range planning processes related to revenue, pricing, and gross margin.
• Build financial models and scenario analyses to support strategic business decisions.

Continuous Process Improvement

• Identify opportunities to improve, automate, and scale pricing, forecasting, reporting, and customer investment processes.
• Partner with Business Process and Technology teams to improve systems, reporting tools, and data quality.
• Develop standardized methodologies, reporting frameworks, and best practices across the Revenue Management function.
• Drive continuous improvement initiatives that improve accuracy, efficiency, analytical capabilities, and business decision-making.

Team Leadership & Operations

• Lead, coach, and develop the Revenue Management team.
• Establish priorities, coordinate workflow, and monitor performance against established goals and KPIs.
• Foster a culture of accountability, collaboration, continuous improvement, and analytical excellence.
• Provide ongoing coaching, mentorship, and professional development opportunities to team members.
• Support organizational capability building by promoting best practices in pricing, analytics, and revenue management.

Qualifications And Skills

Required

• 5-7 years of experience in Revenue Management, Pricing, Commercial Finance, FP&A, Sales Analytics, Category Management, or related analytical functions.
• Experience supporting and advancing company pricing initiatives, with knowledge of Gross to Net pricing structures.
• Experience developing pricing models, profitability analyses, forecasts, and business cases.
• Strong financial modeling, analytical, strategic and problem-solving skills with the ability to translate complex analyses into actionable recommendations.
• Strong communication and presentation skills with the ability to effectively influence cross-functional stakeholders and present to senior leadership using Microsoft Excel and PowerPoint.
• Demonstrated project management skills with the ability to manage multiple priorities in a fast-paced environment and collaborate effectively across cross-functional teams.
• Demonstrated experience leading and developing small teams or workstreams, providing guidance, feedback, and coaching to drive performance and foster professional growth.

Preferred

• Bachelor’s degree and MBA.
• Strong interpersonal skills, including tact, diplomacy, active listening, and collaboration.
• Positive, solutions-oriented mindset with a collaborative and team-focused approach.
• Experience with SQL, Tableau, Power BI, or other business intelligence and reporting tools.
• Experience in foodservice distribution, consumer products, manufacturing, or related industries.