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Manager, Revenue Growth Management (RGM)

Job Description

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

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The Manager of Revenue Growth Management (RGM) Trade and Promotion is a key role responsible for planning, executing, and optimizing trade spend and trade promotion strategies to drive revenue growth and profitability. The role will collaborate with cross-functional commercial team partners to develop and implement effective RGM trade and promotion plans that align with business objectives. This role will report directly to the Assoc. Director, RGM Trade and Promotion (Mass, Non-Food, or Food), with a dedicated business partnership with Field Sales teams across strategic customers within the channel. 

Key Responsibilities: 

Develop RGM Trade and Promotion Strategies: 

  • Collaborate with the Commercial team to develop comprehensive EDLA/pulse trade and promotional strategies aligned with business objectives and brand/customer strategies. 
  • Identify opportunities for revenue growth, trade efficiencies, and profit improvement. 
  • Analyze competitive landscape and industry trends to identify areas for differentiation and competitive advantage. 

Trade Promotion Planning and Execution: 

  • Lead the planning, development, and execution of trade and promotion strategies for our top customers across our strategic brands. 
  • Collaborate with sales teams to develop customer business plans and execute effective trade and promotional programs. 
  • Identify, execute, and track incremental trade program requests and approvals. 
  • Work closely with field sales to drive forecast accuracy of gross to net sales by quarter and full year. 

Data Analysis and Performance Measurement: 

  • Pre and Post Promotion Analytics:  Monitor and analyze promotional performance, making adjustments and recommendations as necessary to optimize future outcomes. 
  • Utilize data-driven insights to monitor, evaluate, and report on the effectiveness of trade spend initiatives and promotional events (EDLA and pulse). 
  • Leverage and analyze data from our systems, models, and tools, including (but not limited to):  Thor TPM, Customer Profitability, Trade Fund Allocation, Commercial Segmentation, PowerBI, Sequoya, Circana, Retailer POS.  
  • Provide recommendations for continuous improvement and optimization based on analysis and insights. 

Cross-functional Collaboration:  

  • Collaborate closely with sales, marketing, finance, and supply chain teams to align RGM trade and promotion activities with overall business strategies and objectives. 
  • Influence pricing, promotions, and trade investment decisions through data-driven insights and strategic recommendations. 
  • Foster a collaborative and cross-functional approach to problem-solving and decision-making. 

Budget Management: 

  • Assist in the management and allocation of Field Sales Quotas for Revenue and Trade Spend. 
  • Assist in the management of all-in Trade Spend, Slotting/New Store Opening budget for strategic customers within the channel of trade. 
  • Monitor Customer P&L line items, track performance against Quota and Quarterly Lock, and provide regular reporting of Sales, Trade, and Profit position to stakeholders. 
  • Identify opportunities for trade savings and efficiencies throughout the annual planning process. 

Education and Experience:                                                            

  • Bachelor’s Degree Required 
  • Minimum of 6-8 years of experience in revenue growth management, trade marketing, field sales or related roles 
  • Strong understanding of revenue management principles, trade marketing strategies, and promotional tactics 
  • In depth knowledge of retailer go to market strategies and class of trade /channel dynamics 
  • Demonstrated strong analytical, financial management, business acumen and problem-solving skills 
  • Strong understanding of syndicated data systems and reporting methodologies 
  • Proficient in Microsoft Office: Excel, PowerPoint 
  • Knowledge of TPM/TPO systems 
  • Experience with analysis of retail promotion effectiveness and efficiency 

Skills and Competencies: 

  • Excellent analytical and problem-solving skills, with proficiency in data analysis tools and software. 
  • Strong teamwork abilities, with a focus on fostering collaboration and driving results. 
  • Excellent communication and interpersonal skills, with the ability to build and maintain relationships with trade partners and key stakeholders. 
  • Demonstrated ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively. 
  • Sales and marketing insights – ability to deeply understand brand positioning and category dynamics to provide clear & concise direction to field sales in retail implementation of brand strategies 
  • Organizational Influence        
  • Strategic Agility 
  • Action Oriented/Priority Setting/Drive for Results 
  • Decision Quality 
  • Dealing with Ambiguity 

#piq

#LI-Hybrid

Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/


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Role Location

United States

With corporate offices and major plants across the country, we’re building consumer products and connecting with global offices from the place where it all began.

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DIVERSITY At Church & Dwight

Church & Dwight strives to create an environment where everyone feels free to bring their authentic self to work every day.

We win when we respect every employee for who they are – regardless of gender, age, race, ethnicity, religion, disability, veteran status, sexual orientation or any other differences. We believe that our employees’ contributions are richer because of their diversity. We aim to be a diverse, inclusive and equitable company and are determined to build a culture where people have the power to win together.

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CULTURE At Church & Dwight

We care - about our people, our products, our consumers and our environment. To honor these priorities, we’ve built our culture around the tenants of courage, determination and team spirit. We’re united by our small company feel and inspired by opportunities to make our mark.

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Equal Employment Opportunity for the Disabled At Church & Dwight

As an equal opportunity employer, Church & Dwight is committed to providing access and opportunities to individuals with disabilities. Applicants who require accommodation for accessibility to the online application system, the interview process, completing any pre-employment testing, or any other portion of application process, as a result of impairment from a medical or mental health condition, they may contact 877-809-8449 or email their resume and cover letter to jobs@churchdwight.com.     

To review Church & Dwight’s Equal Opportunities Employer Policy, click link below.

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