Director, Revenue Management

Position Summary:

Responsible for the development and execution of strategies, key processes and initiatives supporting overall cost and price management. Help drive initiatives to enhance customer profitability and customer satisfaction. Collaborates with the Sales, Merchandising, and Operations teams to drive profitable margin outcomes.

Essential Functions:

Strategic Revenue Management

• Responsible for the development and execution of a continuous and comprehensive Revenue Management Plan.

• Leads and guides the Cost/Price Teams within Revenue Management, ensuring appropriate collaboration between cost and price management activities.

• Oversees the creation and execution of pricing strategies, including changes to margin levers, weekly commodity adjustments, and exception listing.

• Leverages market and business data to drive demand forecasting, determining seasonality, market indicators, and optimal product mix.

Leadership & Communication

• Effectively communicates strategy, objectives, and performance at all levels of the organization.

• Demonstrates strong executive presence when delivering presentations and reporting to Senior Leadership.

• Fosters a culture that encourages innovation aimed at achieving the team’s goals and improving service levels through process improvement, automation, and employee development.

• Provides leadership, training, and direction to establish appropriate cost maintenance procedures.

Analytics & Performance Reporting

• Drives the creation and delivery of data analytics and recurrent reporting for Senior Leadership, including monthly price margin performance metrics.

• Ensures the use of predictive reporting, trend analysis, cost change best practices, and customer scorecard health to identify revenue management opportunities.

• Leverages market insights and cost change data to recommend strategic purchasing decisions.

• Evaluates all components of Cost of Goods (COGS) within all product assortments.

Sales & Customer Collaboration

• Aligns with the Sales team on promotions, trade spend strategies, and volume/revenue trade-offs.

• Partners with Sales to analyze the profitability and revenue impact of new and incoming business opportunities.

• Serves as a key facilitator in face-to-face customer meetings, including during audits and contract negotiations.

• Collaborates with cross-functional teams to determine best practices and influence departmental consensus for strategic price management.

Contract & Compliance

• Oversees contractual performance monitoring for key customers.

• Reviews key components and revenue impacts of new and revised Customer Agreements and Requests for Proposals (RFPs).

• Performs other duties as assigned.

Knowledge / Skills / Abilities:

• Proficient analytical skills to analyze and interpret data related to industry trends, margin performance, pricing, freight rates, customer needs, etc

• Proficient knowledge of Beef and Seafood Markets

• People development, ensuring the team is high-performing today and structured for sustainable success tomorrow.

• Proficient leadership abilities, capable of motivating others and influencing direction without explicit authority. 

• Exceptional organization skills and attention to detail

• Must have category, industry and segment knowledge and be able to analyze and interpret data.  

• Knowledge of the principles and methods of category management, sourcing and procurement, cost and pricing, sales and marketing metrics, strategies and tactics.  

• Must have good time management, administration, and organizational skills.  

• Must be able to build relationships, network, influence and link resources to plan and execute business practices. 

• Positive attitude, problem-solver mentality, willingness to experiment and be creative.

Equipment / Tools / Technology:

• Desktop or Laptop computer

• Networked printer/copier/facsimile machine

• Microsoft Excel

• Google Suite (Gmail, Calendar, Docs, Drive, Meet, Sites, Groups)