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Job Description

Director of Revenue Management - East Region

Job ID MIR00001621 Date posted 07/10/2020
Job Description
Serve as a business partner to the commercial team by providing strategic guidance, insights and decision 
support to drive profitable growth. Responsible for embedding functional discipline related to supplier planning 
including pricing and tactical spends while leveraging standardized tools and processes within their region to 
ensure consistency and efficiencies in performance reporting and analytics. Enable the development of revenue 
management mindset at a regional and local level to strengthen the company’s competitive advantage and 
sustainable financial growth.

Activities/Accountabilities (what the role does):
Lead region in the development of annual supplier plans (volume/revenue/gross profit/supplier investments) for 
inclusion in the consolidated regional & corporate financial plan. 
Review and analyze supplier performance to identify and recommend opportunities for improved P&L delivery, 
product mix (brand/size/discount), effective pricing strategies and promotional activities, and inventory management.
Conduct ongoing R&O process with states to understand volume trends and spend impact; Oversee the forecasting 
analyses at a supplier and market level.
Communicate supplier contractual agreements impacting your markets and conduct audits to monitor spends to ensure 
alignment with plan and contract.
Oversee state analysis of pricing and promotional activities/tactical spends to understand impact to internal profitability 
and to evaluate and ensure effective use of trade spend dollars.
Lead the development and capability building of the state revenue management teams. 
Provide analysis and support to corporate and regional teams as required for supplier reviews, quarterly business reviews, 
and on-going business performance management.
Support regional commercial operations and strategy teams in the development of supplier RFP proposals by providing 
analysis and key insights 
Build support network with peers and strong relationships with key management personnel across your region and states.
Participate in the development and adoption of enterprise wide reporting tools and processes by providing subject matter 
Drive company initiatives by embedding, embracing, and executing the change that is required for successful implementation.
Interfaces (who the role works with – primary & secondary):

Primary: VP, Revenue Management, Region Commercial Operations, State Revenue Management teams, Regional Presidents, 
Regional Finance team

Secondary: State Commercial Operations, Corporate and Divisional Accounting teams

Minimum Qualifications (education and experience required):
Bachelor’s degree in Finance, Accounting or related field of study. Master’s Degree preferred.
10 years of experience with an emphasis on commercial experience and forecasting. 
Experience with P&L management, financial planning and pricing in the CPG industry; supplier and 
wholesaler experience a plus
5+ years of direct people management experience 

Critical Capabilities (knowledge, skills required):
Demonstrated ability to work effectively across multiple business functions and organizational levels to achieve 
desired goals.
Demonstrates strategic thinking with solid understanding of financial impact of strategies/tactics; ability to balance 
high-level strategic thinking with pragmatic/commercially driven implementation.
Strong analytical skills with demonstrated ability to aggregate, model, and assess data from multiple commercial and 
financial data sets to draw and recommend conclusions, ability to apply knowledge to appropriately diverse situations. 
Ability to perform and interpret pricing analytics. 
Knowledge, insight, and understanding of business concepts, tools, and processes that are needed for making sound 
decisions in the context of the company's business; strong business acumen
Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of 
appropriate communication behaviors.  Ability to provide information and messages in a way that provides clarity and impact.
Strong planning and organizational skills necessary to coordinate workload around multiple assignments and competing 
Demonstrated knowledge of transaction and reporting systems including but not limited to: SAP/Sapphire, 
Business Objects, and pricing software.

Southern Glazer’s Wine and Spirits provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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