The Director, Revenue Growth Management is responsible for developing the strategy, business routines, and disciplines to direct the company’s trade spending funds to deliver incremental sales growth and promotional effectiveness across the company’s branded business (~$1B of ~$2B total branded business). This leader champions the trade analytics and the company’s business processes to influence price and promotion strategies. This role oversees the design, deployment and enhancement of trade promotion management (TPM) and trade promotion optimization (TPO) tools and systems to drive continuous improvement in business capabilities and financial performance.
Essential Job Duties
Leads and builds the sales organization’s capabilities by providing analysis and insights on effective trade promotion rigor
Leads change management among sales leadership with significant independence and the expectation of being mostly self-directed.
Spearheads trade promotion management (TPM) enhancement initiatives through collaboration with trade marketing system designers and information technology developers to enhance the capabilities of the Snyder’s-Lance, Inc. custom TPM software.
Works side by side with the marketing, sales strategy and the finance departments to design and execute brand price/promo and trade strategies
Analyzes, identifies/establishes, and implements price and promotional guardrail recommendations for AOP along with incremental funding requests in year.
Translates retailer sales trends and post-performance results into clear, concise storyboard presentations to enable internal and external customers to quickly make revenue growth decisions.
Provides monthly/quarterly spending effectiveness reviews in conjunction with customer planning for executive leadership.
Leads development of customer segmentation and customer investment / trade programs for AOP
Identifies pricing and trade deviations from strategy on an ongoing basis.
Scope of Responsibility
This role is responsible for directing the company’s branded trade spending fund allocation for approximately half of the company’s branded business (either the DSD or Direct/Clearview Divisions, each of which represent approximately $1 billion in revenue and approximately $200 million in trade expense). This role has the authority to create and execute strategy with minimal guidance. Discretion given and freedom to act in developing trade promotion management and optimization processes, systems, and strategies.
Leads a team of 3-4 direct reports (Managers Price & Promo, Manager Sales Systems & Reporting, Pricing Analyst).
Knowledge and Skill Requirements
Ability to build relationships with, and influence sales leadership as well as guide new trade management strategies and decisions.
Good business decision-making abilities; skilled at balancing strategy with pragmatism, evaluating contrasting perspectives, and making tough decisions with imperfect information.
Change leadership abilities to lead transformative improvement in organizational capability (supported by investments in tools & resources).
Team and people leadership abilities; directing and coordinating work and projects across associates, coaching and developing team members, inspiring and motivating team to high performance.
Understanding of go to market business model for multiple classes of trade in the retail food industry, such as club, dollar, vending, foodservice, export and/or deli.
Knowledge and use of syndicated data insights, IRI and/or AC Nielsen.
Ability to understand, synthesize, and explain complex methodologies and outcomes in ways account managers and other internal/external customers can apply.
Trade promotion management process and/or software knowledge preferred.
Strategic consulting and business advisory skills; ability to assess needs of the business and develop effective strategies that meet both our topline and bottom line goals.
Education and Experience
BA/BS degree and a minimum of 7+ years of experience required; or equivalent combination of education and consumer packaged goods industry experience. Experience in consumer goods industry, sales management category management, and/or trade funds management. Strategic consulting and business advisory experience preferred. Strong leadership experience preferred (both managing people/team, processes, and managing relationships with internal customers).
Travel is required 30-40% of the time to build effective relationships with sales leaders in area of responsibility.
Job - Sales
Primary Location - United States-North Carolina-Charlotte
Organization - Sales-Customer Planning_Revenue Growth Mgmt(SREVG)
Schedule - Full-time
EEO Disclosure - Snyder’s-Lance is an Equal Opportunity Employer- Veterans/Disabled and Other Protected Categories