Responsibilities:
The Director of Revenue Management is responsible for leading and overseeing the revenue management function and strategic across the organization. This role requires a strategic thinker with strong analytical skills to drive revenue growth and profitability. The Revenue Management Director will work closely with senior leadership and cross functionally with relevant departments including Marketing, Sales & Finance to ensure that revenue management practices align with the overall business objectives.
* Lead bi-annual pricing strategy sprints to identify and propose opportunities for revenue growth. Develop and maintain Sazerac pricing playbook as well as templates for ongoing playbook management. Facilitate cross-functional initiatives with sales, marketing, finance, and operations teams to drive revenue growth and operational efficiency. Lead process with Marketing to define pricing objectives and strategy for existing brands as well as new to world brands Establish guidelines for promotional pricing and activities to be applied to pricing plans.
* Develop and oversee the execution of the Company's revenue management priorities and strategy to maximize revenue and profitability. Influence executive level leaders by establishing functional credibility, demonstrating excellent communication skills and delivering consistent results.
* Lead, mentor, and develop a high-performing revenue management team. Foster a culture of continuous improvement, innovation, and excellence within the team. Provide training and development opportunities to enhance team members' skills and capabilities.
* Oversee the development and implementation of dynamic pricing models and revenue management systems. Conduct in-depth market analysis to understand trends, customer behavior, and competitive landscapes. Monitor pricing execution to ensure adherence to pricing corridors and revenue management strategy. Implement strategies to optimize revenue across all sales channels and customer segments. Assess the profitability of the portfolio mix across geographic regions and channels; make assortment recommendations accordingly.
* Support FP&A with the development of annual revenue forecasts and targets, ensuring accuracy and alignment with business objectives. Monitor and analyze key performance indicators (KPIs) related to revenue, pricing execution, and market trends. Provide regular reports and insights to senior leadership on revenue performance and strategic recommendations.
* Develop technology & tools to deliver the Company's revenue management objectives. Stay updated with the latest trends, technologies, and best practices in revenue management. Identify & prioritize capabilities to buy vs. build based on gaps in data, analytics, and data science. Drive innovation in revenue management processes and strategies, including pricing data collection.
Qualifications:
Requirements
* Bachelor's Degree in Finance or Accounting or relevant experience
* 10 years in CPG revenue management, pricing strategy, or a related field, with at least 5 years in a leadership role
* 5 years' experience in a fast-paced environment
* 5 years business analytics experience covering both reporting and advanced analytics such as marketing mix modelling, price/promo analytics, churn/retention/upsell
* Demonstrated ability to think strategically and a drive to succeed and a willingness to lead along with strong communication skills
* Analytical mindset with the ability to use data to drive decisions and improvements
* Advanced pricing knowledge (e.g., understanding of pricing and promotional strategies, market conditions that impact pricing decisions, price elasticity, B2B value chains, etc.)
* Advanced knowledge of consumer price volume data (Nielsen/NABCA data, etc.)
* Proven track record of developing and executing successful revenue management strategies.
PREFERRED
* Master's degree in related field
* Experience with alcoholic beverages, FMCG, CPG or DSD categories
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