Head of Commercial Strategy- RGM & Category

2024-12932

Salary: $181,000- $226,000

Pay Transparency Statement: 

The compensation philosophy reflects the Company’s reasonable expectation at the time of posting. We consider a number of factors when making individual compensation decisions including, but not limited to, skill sets, experience and training, and other business needs.  This role may also be eligible to participate in a discretionary incentive program, subject to the rule governing the program. 

Position Summary

The Director, Revenue Growth Management (RGM) delivers volume, revenue, gross profit, and operating income (OI) plan for all customers at the channel level. This position achieves this plan by leading a team of RGM and Category experts while collaborating with suppliers, customers and field sales leads, and national and regional customer buying teams. The RGM Director of Customer/Category leads the overall Spirits planning, performance management and contingency processes to deliver the business plan, while developing and implementing channel and customer category advisory strategies to drive sustainable long-term growth.

Position Responsibilities May Include, But Not Limited To

Lead annual business planning process to include presenting and aligning on sources of growth, price package plans, channel coherency and executional elements (including contingency plans) for the spirits category by collaborating with Sales, Suppliers and other cross functional teamsDevelop, implement, and steward spirits price pack plans at channel and customer level, inclusive of contractual supplier margin and investment agreements at brand/SKU levelManage complex spirits DSD & warehouse pricing structures, inclusive of quantity discounts, bracket pricing, and scan programs to maximize customer value and ensure legal complianceBuild best in class category advisory services to lead spirits category tactics and actions with national and regional customer buying offices, inclusive of space, assortment, display, and ad (print and digital). Additionally, category advisory will deploy and steward channel execution priorities and actions with market unit field sales teamsWin and lead spirits category captain and/or category validator status with national and regional customers to most effectively implement category advisory strategiesAlign with supplier RGM & commercial leads on channel and customer business strategy, planning targets and commercial priorities,Develop and refine promotion strategies to improve promotional ROI by leveraging trade promotion optimization (TPO) insightsLead and engage in weekly performance routines and monthly performance reviews to affect results and drive alignment with company strategyPresent business results, price strategy initiatives, competitive insights and collective best practices during Leadership meetings and key customer facing events at key performance management routinesLead analysis using tools from PowerBI, Anaplan, Nielsen, Circana, BeerBoard, Numerator, and Panel Data to identify Strategic business opportunity at channel levelMonitor and analyze plan performance and forecasts versus business targets and budget by developing and recommending alternative strategies and contingency planning designed to course-correct as needed and deliver the plan objectivesBuild core capabilities of direct reports and team through effective talent management including defining clear roles and responsibilities, managing Performance Management process, and providing on-going coaching and feedbackLead day to day discussion with cross functional team including Marketing, Supply Chain, Finance, Suppliers and Market Unit teams to align business priorities and deliver business resultsOther projects or duties as assigned

Required Skills And Experience

Bachelor’s Degree in Marketing, Business Management, Finance, Economics, Operational Management, or related discipline and 10 plus years of Sales, Commercial or Revenue Growth Management experience and 6 plus years of people leadership experienceProven experience leading a sizable team to deliver business resultsExcellent interpersonal, verbal, and written communication skillsResults-driven, customer-focused mentality with a collaborative attitudeExceptional attention to detailExperience utilizing advanced analytics techniques, models, and approachesExcellent problem-solving skillsStrong experience managing multiple/competing priorities while thriving in a fast-paced environmentAbility to be agile, adaptable, responsive and anticipate changesProficiency in Microsoft Office Suite, specifically Excel and PowerPointUp to 30% travelThis position must pass a post-offer background and drug test

Preferred Skills And Experience

Master’s Degree or MBA8-10 plus years of Sales, Commercial or Revenue Growth Management experience a in the non-alcoholic beverage and/or consumer packaged goods industryChain store customer headquarters management experience in sales or related function i.e., Category Management, Shopper Marketing, etc.Working experience of Direct Store Delivery business modelExperienced in development of Nielsen reporting (technical, interpretation, and action)Experience with AnaplanExperience with Margin MinderProficiency leveraging multiple data sources (internal, syndicated, retailer POS, etc.) to gather insights, develop strategy and implementation plansExperience in creating brand, product, and market development strategiesKnowledge of business strategy, supply chain and DSD operations

Physical Demands And Work Environment

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Due to the nature of our business in regard to such things as delivery schedules, order inputs, selection, and Department of Transportation Hours of Service, overtime, attendance, and punctuality are essential job functions. Should an individual in this classification not be able to adhere to this requirement due to a disability, they should contact their Human Resources department to see what, if any, reasonable accommodation may be made.