Position Overview
The Senior Director, Revenue Growth Management (RGM) is a strategic enterprise leader responsible for architecting and institutionalizing the company’s RGM capability to unlock sustainable, profitable growth.
This role owns the long-term RGM vision and transformation agenda—driving pricing excellence, trade investment optimization, promotional effectiveness, portfolio mix improvement, and margin expansion across all channels and customers.
Operating at the center of Sales, Finance, Marketing, Supply Chain, and Executive Leadership, this leader ensures that Revenue Growth Management is embedded into enterprise planning processes—from long-range strategy through Annual Operating Plan (AOP) execution and ongoing commercial governance.
The Senior Director will elevate commercial decision-making from reactive to disciplined, data-driven, and margin-accretive.
Requirements
- 12+ years of experience in Revenue Growth Management, Commercial Strategy, Finance, or Category Leadership within CPG (beverage strongly preferred).
- Proven track record building and scaling enterprise RGM capabilities.
- Deep expertise in pricing strategy, trade economics, margin modeling, and commercial governance.
- Experience leading RGM integration within AOP and long-range planning cycles.
- Strong financial acumen with executive-level P&L fluency.
- Advanced analytical capability (pricing elasticity, trade ROI, mix modeling, forecasting).
- Demonstrated ability to influence C-suite and senior commercial leaders.
- Experience leading organizational change and capability building.
- MBA or advanced business degree preferred.
Responsibilities
Enterprise RGM Strategy & Transformation
- Define and lead the 3-year RGM roadmap aligned to enterprise growth and profitability ambitions.
- Build scalable RGM infrastructure, tools, and governance frameworks to support national and international expansion.
- Institutionalize RGM discipline across pricing, promotion, trade investment, and portfolio strategy.
- Drive organizational capability building to embed RGM into daily commercial behavior.
- Serve as executive thought partner on revenue quality, mix health, and long-term margin strategy.
Pricing & Net Revenue Management Leadership
- Own enterprise pricing strategy, including price-pack architecture, elasticity modeling, and channel-specific pricing frameworks.
- Drive net price realization initiatives to close pricing leakage and improve revenue quality.
- Establish pricing governance and decision rights across customers and channels.
- Lead cross-functional alignment on strategic price increases, pack resizing, and premiumization efforts.
Margin Expansion & Trade Optimization
- Develop and deliver gross margin expansion roadmap with clear financial targets and performance accountability.
- Optimize trade spend as a percentage of Net Sales Value (NSV), ensuring disciplined allocation and ROI transparency.
- Elevate promotional ROI frameworks to distinguish incremental growth from subsidized volume.
- Identify structural inefficiencies in trade architecture and implement corrective strategies.
Portfolio & Mix Optimization
- Lead mix optimization initiatives to improve margin per SKU, revenue per case, and channel profitability.
- Evaluate SKU performance and rationalization opportunities to reduce complexity and margin dilution.
- Partner with Marketing and Innovation to ensure pricing and pack strategies support long-term brand equity and profitable growth.
- Align assortment strategy to channel economics and retailer expectations.
AOP Integration & Performance Governance
- Embed RGM guardrails into Annual Operating Planning (AOP) and long-range financial planning processes.
- Establish recurring RGM performance reviews with executive leadership.
- Develop KPI dashboards tracking:
- Net Price Realization
- Gross Margin Expansion
- Trade Spend (% of NSV)
- Promotional ROI
- Mix Optimization
- Forecast Accuracy
- Improve forecast accuracy through tighter integration between RGM insights and demand planning.
- Drive accountability through structured governance and decision-right frameworks.
Leadership & Cross-Functional Influence
- Lead and develop a high-performing RGM and commercial analytics team.
- Influence senior commercial leaders and executive stakeholders with clear, actionable recommendations.
- Act as a change agent to shift the organization toward disciplined, profit-focused growth management.
- Partner closely with Sales to balance retailer relationships with margin imperatives.
- Serve as a trusted advisor to Finance on revenue quality and margin forecasting.
Benefits
- Comprehensive Medical, Dental & Vision benefits
- Long- and short-term disability
- 10 Vacation days per year subject to accrual policy
- 401(k) with Company match
- Identity theft and legal services
The base pay range for this position is for a successful candidate within the state listed. The successful candidate’s actual pay will be based on multiple factors, such as work location, job-related knowledge, skills, qualifications, and experience. Celsius is a total rewards company. This position may be eligible for other compensation, including bonuses and Restricted Stock Units (subject to company plans).
Celsius Holdings, Inc. celebrates diversity and is committed to creating an inclusive environment for all employees. We are proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. We believe strongly in fostering a safe, fair and respectful work environment. If you need assistance and/or a reasonable accommodation due to a disability during the application process, please reach out to careers@celsius.com.
The above information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.
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