Sr. Director, Revenue Growth Management

Business Unit Overview

Here's what all the hype is about: Premier Nutrition Company (PNC) is one of the fastest-growing companies in the convenient nutrition space showing clear leadership in the category of protein shakes and protein powders. We make the brands Premier Protein, Dymatize, and PowerBar, which is sold internationally, and we are part of our holding company, BellRing Brands (NYSE: BRBR).

We have a simple, yet powerful, formula for our success, which we’ve been nailing for over 15 years. We start off with an organization powered by our company purpose—Changing Lives with Good Energy. Then our purpose-driven people are given the support and autonomy to develop and grow. Next, we are super-intentional about designing a culture where everyone feels like they truly connect and belong, which is one of our five company core values. Purpose-driven, connected employees who are consistently mastering new skills deliver amazing business results. And winning companies with amazing people and thriving cultures attract and retain top talent, so the cycle becomes self-reinforcing or what we call our regenerative culture.

We don’t mind sharing our formula since, as people who we believe in the power of changing lives with good energy, we think the world would be a better place if more workplaces treated adults like adults and gave them the platform to do the best work of their lives—alongside some truly amazing colleagues. Why don’t more companies do this? It takes deep-in-your-bones conviction to your people, products, and purpose to pull it off. It also takes resisting the urge to try to control people, and instead trusting them to make the right decisions. The results of our vibrant culture speaks for themselves: We were certified as a Great Place to Work™ for the 8th year-running in 2024. And we currently rank #2 on Fortune Magazine’s Best Workplaces in our category, and in the top 12 for each of the last 5 years.

We have a long list of ways we take care of our people, but here are some crowd-pleasers that our employees often say they love most: Year-round ½ day Fridays, in-office massages, free lunches & snacks, dogs in the office, month-long cultural annd diversity celebrations, monthly over-the-top in-office events like bring your kids to work day, 6% 401k match after 1 year, as-needed sick leave, generous paid family leave regardless of gender, all positions bonus-eligible, company-wide volunteer days, company-matched charitable donations, no employee handbook, no dress code, coaching conversations instead of performance reviews, walking meetings, free exercise classes, and company-paid gym membership for Emeryville-based employees.

PNC seeks individuals who will flourish in this type of work environment and will add to our culture and help build this high-growth company for the next phase in our amazing journey. Does this sound like you? Then read on…

Responsibilities

The Role…

As the Sr. Director, Revenue Growth Management (RGM), you will lead a team to develop and integrate local RGM capabilities, providing critical support for portfolio strategy development and improved execution at the market level. This includes championing engagement and best practices as the center of excellence for Trade Promo Effectiveness, Strategic Pricing, Price Pack Architecture and Trade Architecture. The Sr Director, RGM serves as a key business partner for Sales, Finance, and Marketing. This includes ensuring delivery of annual commitments and marketplace competitiveness while building a high performing team with expert capabilities across the five RGM pillars. These pillars include Pricing, Trade Architecture, Trade Promotion Effectiveness, Mix for Growth and Price Pack Architecture.

You Will Do This By

• Leading and integrating all RGM activities for delivery of Trade Promo Effectiveness, Strategic Pricing, Price Pack Architecture, Trade Architecture
• Interfacing with Sales, Marketing and Finance to drive trade investment productivity & net pricing improvement.
• Engaging Sales and Finance to ensure effective RGM performance management processes are in place and linked to Integrated Business Planning and Strategic Customer choices.
• Partnering with Category Leadership and Sales Strategy to drive more compelling Retailer Value Propositions.
• Initiating robust processes around initiative dashboarding & KPIs, embedding market level RGM processes & tools for capabilities building and documentation of learning.
• Deploying and activating programs & playbooks, based on prioritization and market needs.
• Partnering with Sales Operations & Sales Finance to ensure TPM system compliance and data are properly leveraged by Sales Account Management to optimize Trade ROI & ensure TE transparency.
• Developing, retaining, and recruiting a high performing, capable and engaged team, establishing a strong talent pipeline and culture that highlights the benefits of personal career development.
  
  
  

You Bring

• A strong track record of successfully translating strategies into action, delivering results and engaging a wide range of team members behind a common goal/vision; ability to simplify complex concepts and strategies for others with pragmatic solutions encompassing multiple stakeholders.
• Proven functional/technical understanding and know-how across several revenue management areas:
• Pricing- demonstrated understanding of the strategic & operational impacts of price-value decisions across the 5C’s (i.e., Category, Consumer, Customer, Competitor, Company), including how best to implement pricing actions for superior in market execution (critical).
• Trade Investment- direct experience guiding trade strategy, building trade terms architecture, setting/managing trade budgets and ensuring proper controls/ROI focus on spending to optimize returns for both the retailer and the company (critical).
• Mix- familiarity in managing product mix and promotional strategies through rigorous financial and marketplace ROI analytics (preferred).
• Astute commercial and financial skills with excellent organization agility, understanding the impacts of decisions on the P&L, with the ability to identify opportunities for continuous improvement to deliver sustainable profitable growth for the customer and the organization.
• Ability to roll up your sleeves, feel comfortable in a fast-changing marketplace and driving high quality decisions often incomplete data.
• Outstanding interpersonal and analytical skills and ‘can-do’ attitude with strong influencing & problem-solving capabilities; ability to stand alone, challenge the status quo and identify continuous improvement opportunities for sustainable growth for all key stakeholders.
  
  
  

The work environment…

So, what’s it like to work here? If you’re based in the greater Bay Area, you’ll walk into our Emeryville office each Tuesday morning and start the in-person portion of our hybrid work week at our weekly all-company meeting and find close to 200 of your colleagues sitting on sofas, beanbag chairs, or the floor excitedly talking through the week ahead and watching a newer teammate tell their personal life and career journey followed by a quick update on any hot topics that might be relevant to the week ahead.

We are a dynamic, HYBRID workplace so every employee who lives within 100 miles of our offices is expected to come in each TUESDAY and WEDNESDAY. We aligned on those two common days way back in 2021 to be intentional about connecting in person for things like innovation, impromptu collaboration, having respectful challenges to get to better decisions, leadership role-modeling, and culture building. Great work cultures are built on stories about what great looks like in practice, and great stories on Zoom meetings are few and far between. The expected pay scale for this role is $225k to $235k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.

Our modern 50,000 sq. foot headquarters straddles the border of the cities of Emeryville, Oakland, and Berkeley, California with free onsite parking and many transportation options.

You’re excited about this opportunity because your time will be filled with…

Team Building/People Management: 40% of Time

• Responsible for developing and leading a team
• Provide direction/oversight for team members to effectively manage external (Field Sales) Business Partners
• Provide direction/oversight for team members to effectively manage internal (Finance, Marketing, Sales Planning, Demand Planning) Business Partners
• Ensure Direct Reports have clear expectations and goals of what success looks like for delivering Trade budget and Net Sales objectives
  
  
  

Effectively Setting, Executing & Communicating Trade Budget & Net Sales Deliverables: 30% of Time

• Working closely with Field Sales to deliver Trade budget & Net Sales objectives for Company.
• Working closely with Sales Finance, Marketing, Demand Planning, to lead and deliver Net Sales objectives internally and ensure delivery of Fiscal Year Trade Budget
• Defining Sales deliverables of Trade line items that are controllables of Field Sales and working with Internal Business Partners (Accounting, finance, etc.), to ensure clarity and visibility to non-controllable Trade items
  
  
  

Business Analysis->Insights->Recommendations: 30% of Time

• Build, design & execute effective promotional analysis tools, and ensure direct reports are facilitating best practices for trade spend and promotional effectiveness across brands and retailers/channels
• Influence internal business partners (Marketing) to modify price/pack design of brands to maximize sales growth across retailers/channels and minimize channel conflict
• Institute NEP pricing architecture across PNC brands. Develop the recommendations and facilitate the shift across functions & systems
  
  
  

Qualifications

QUALIFICATIONS:

Education

• Bachelor’s degree required
  
  
  

Experience

• 10 years of experience in Trade Planning/Revenue Management within the Consumer-Packaged Goods (CPG) Industry
• 5 years of people management experience
  
  
  

Skills

• Effective Team Builder/People Developer
• Works well under pressure and meets deadlines
• Collaborative business partner with both Field Sales and Cross-Functionals (Marketing, Finance, Ops, etc.)
• At ease presenting key results verbally, in writing and visually to larger, VP-level audience
• Effective in meeting management: clearly outlines purpose, keeps participants engaged and communicates follow-ups
• Agile in Excel, NetSuite, and PowerPoint. Experience with Adaptive/Office Connect, o9, Blue Planner, Tableau a plus
  
  
  

So if after reading through this long list you’re thinking--I’m not sure I meet 100% of these requirements, should I still apply? YES—if you embody a growth mindset, see challenges as opportunities to develop, and find innovative ways to get the real work that matters done, you sound like our kind of candidate!

Five capabilities that differentiate this role and are key to candidate success:

• Embody a Learning & Growth mindset
• Challenge ideas respectfully by sharing your real opinion with conviction; disagree in a way people feel heard
• Play to win—exceed stretch goals and have fun doing it along the way
• Enterprise strategic view—take the full company perspective over departments or channels
• Inspire and influence—build trusting, win-win relationships; motivate those whom you lead and peers
  
  
  

You will thrive here and may just do the best work of your life if…

• You want to be an integral part of shaping and nurturing an amazing work culture
• You are comfortable being natural, casual, open, and even a bit playful at work
• You can do periods of focused, deep work on projects that drive the needle
  
  
  

This may not be your ideal next career move if…

• You like a lot of structure, rules, and uniformity
• Dealing with ambiguity or experimentation are not your jam
• You try to resolve challenging interpersonal situations over email or instant messaging
• You like managing from behind your computer and demonstrating excellence through email
  
  
  

Here’s the deal with our not-so-standard, um…standard interview process because we know you are the curious type, which is why you’re still reading this…

• Quick 30 min phone chat with a high energy member of our Talent Acquisition team to do a quick overview of your background and answer any burning questions you have
• Team interviews are kept to a minimum to foster a more efficient, candidate-friendly process (too many interviewers yields little value and drags out the process for you—and who wants that, right?):
• A short series of in-person or video interviews in a 1:1 setting; these are usually with the hiring manager, one or two other team members, and a person from another team to get broader perspectives (note: we don’t do panel interviews because they don’t give interviewers a chance to ask you unique questions, and we assign interviewers different roles so we’re probing different capabilities)
• A case study or job task to simulate what you’d actually be doing in the role (since your job is not actually to be interviewed for a living, why is that the thing companies rely on so much?) Yes, there will be a small panel for this one so you don’t have to do it more than once, and yes, they might ask you some kind yet probing questions at the end after the raucous applause stops.
• Once your interview concludes, the team will meet for an in-depth consultative process to ensure we are hiring the right person for the right job. Interviewers must come in with a strong yes or no vote beforehand to avoid groupthink with supporting reasons. The collective thoughts on your candidacy will be discussed in an environment of safety to challenge ideas respectfully, debate. and be open to all important qualifications of the candidates. A trained, disinterested bias blocker will be present to help mitigate bias so the team can make a sound hiring decision. The moment of truth arrives when the hiring manager makes the big decision. If you nailed the interviews and the case study was brilliant, guess what? The offer is all yours! And the ball is in your court. Will you accept? We sure hope so because this place is the real deal, and don’t just believe us—just ask the 93% of our people who said this is a great place to work in our most recent employee survey.
  
  

We strive to create an equitable and inclusive environment to contribute to the success of our organization. Premier Nutrition provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, status as a covered veteran and any other category protected under applicable federal, state, provincial and local laws.

Salary : $225,000 - $235,000