SUMMARY
The Revenue Growth Manager is a member of the Sales Strategy & Planning (SS&P) team and will build and drive Traditional Medicinals' revenue growth management (RGM) capability across retail pricing, price-pack architecture, promo Experience building analytical tools, models, and reporting from the ground up, in an environment without an established RGM functional effectiveness, and trade investment strategy. This role builds the analytical foundation, guardrails, and decision framework that determine how TM prices its portfolio and invests its trade dollars across channels and leads the pricing and trade investment stage of the Strategic Business Planning process. The person in this role will partner with sales, finance, marketing, and supply chain to convert data into profitable growth decisions and will build RGM capability across the commercial organization as TM expands into new channels and new product forms.
ESSENTIAL FUNCTIONS Pricing & Price-Pack Architecture: Own pricing strategy and execution across sales channels, key customers, and product formats
Build and maintain price elasticity models, and size proposed price moves before they go to market
Develop price-pack architecture recommendations that support entry into new channels and new product forms
Monitor price realization versus plan and identify sources of margin leakage across the gross-to-net waterfall
Trade Investment Strategy: Develop multi-year trade rate strategy and recommend annual trade rates by customer, country, and form
Establish written pricing and trade investment guardrails, including a pre-commitment review and sign-off process for promotional events
Measure post-event promotional ROI on a standardized basis and reallocate investment toward higher-return mechanics
Conduct exception review of promotional spend and partner with sales leadership to correct events performing outside of guardrails
Strategic Business Planning: Lead the pricing and trade investment strategy stage of the annual Strategic Business Planning (SBP) process for top retailers
Provide pricing, promotional, and trade rate inputs to the business review, growth target setting, and customer plan build stages of SBP
Partner with category management to translate category and shopper insight into price and promotion recommendations for customer plans
Contribute to SBP governance and performance tracking, including post-event ROI review at the established planning cadence
Analytics & Decision Support: Build and own the trade spend scorecard and RGM reporting suite, in partnership with the category management team
Establish and maintain a reconciled gross-to-net waterfall in partnership with Finance and Accounting
Decompose growth into price, volume, and mix, and translate that decomposition into actionable sales plays
Conduct scenario and what-if analysis on pricing, promotional, and assortment changes to inform annual planning and the Integrated Business Planning process
Capability Building & Cross-Functional Partnership: Serve as the RGM point of contact and trusted advisor across sales, finance, marketing, supply chain, and category management
Lead organizational adoption of Revenue Growth Management principles and influence changes in commercial decision-making practices.
Build RGM tools, playbooks, and documentation that scale with the business, and train the commercial organization in their use
Partner with the Sales Operations Manager to ensure pricing and trade strategy are accurately reflected in the trade promotion management system and the annual operating plan, including through the migration to a new trade promotion platform
Provide RGM inputs to the Integrated Business Planning process, including pricing and promotional assumptions that affect the demand plan
Other: Foster a culture of profitable growth, analytical rigor, and continuous improvement across the commercial organization
SUPERVISORY/BUDGET This position does not have direct reports
This person will…