Head of Revenue Management Growth

$144,826 - $162,929/Yr

Heineken - Petaluma, CA

Full-time - Mid Level

Petaluma, CA

1,001-5,000 employees

Beverage and Tobacco Product Manufacturing

About the position

The Head of Revenue Management Growth at Lagunitas Brewing Company is a pivotal role focused on enhancing the company's revenue management capabilities across various regions and markets. This position involves acting as an independent advisor on revenue management, driving the revenue management agenda, and ensuring the maximization of revenue through strategic pricing, promotional management, and mix optimization. The role requires a strong analytical approach to evaluate performance and implement continuous improvements in revenue management processes.

Responsibilities

• Own Revenue Management topic within Lagunitas, acting as an independent RM advisor/manager for the business.
• Drive the Lagunitas Revenue Management agenda, aiming for constant maximization of Revenue/HL and FGP.
• Set guardrails on pricing, promotions, product/customer mix, and trade terms.
• Conduct disciplined analytics combining internal and external data, financial and non-financial.
• Evaluate performance to ensure execution and continuous improvement through learnings.
• Conduct annual pricing review to identify potential RM benefits and set guardrails on customer pricing, promo, trade terms, and mix execution.
• Advise marketing on setting target consumer brand prices and conduct white space analytics.
• Analyze current mix performance, identify mix opportunities, and support prioritization of SKU mix based on profitability-potential analytics.
• Continuously track promo performance using promo analytics tools and set mandatory promo guardrails by brand, account, and pack type.
• Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails, and support TT negotiations.
• Track and monitor RM performance throughout the year vs targets/guardrails and escalate out-of-guardrail pricing, promo, or trade terms for sign-off.
• Conduct annual RM assessment and define and execute resulting RM agenda for the coming year.
• Train relevant functions on RM topics/tools and support other functions on RM topics and processes.

Requirements

• Master's Degree Preferred, Bachelor's Degree required.
• 5 - 10 years commercial & analytics experience, preferably in FMCG.
• Strong strategic analytical skills with the ability to review complex, ambiguous/incomplete data and extract key insights.
• Intellectual curiosity and ability to search out facts without prior process/guidance.
• Passion for delivering results, taking ownership, and translating insights into practical execution plans.
• Strong interpersonal/communication/influencing skills to win support and drive decision making at the management team level.
• High level of cross-functional cooperation, effectively partnering with communication, control, account & brand teams.
• Ability to visually present analysis and insights in a compelling way, tailoring content to the audience.
• Commercial acumen with an understanding of the customer landscape and translating RM insights to the shop floor.
• Experience with Nielsen/IRI/EPOS data and panel data (Kantar/GfK).
• Confident with big data; strong with Excel and other data software.

Nice-to-haves

• Experience in successfully guiding and managing small teams is an advantage.

Benefits

• 401(k) with 5% match
• Dental insurance
• Gym membership reimbursement
• Health insurance
• Pet insurance
• Vision insurance
• Approx 33 days off in the first year (combination of vacation, holidays, and personal days)
• 50% off food and merchandise
• Monthly reimbursement for gym membership ($50)