Associate Director, Revenue Growth Management
Hybrid Iselin, NJ
The Associate Director, Revenue Growth Management is responsible for driving pricing, discounting strategies, and margin optimization for the North America Region. This leadership position ensures the alignment of revenue growth strategies with company goals, working cross-functionally with regional, global stakeholders, and key business units such as Sales, Finance, Marketing and Product Portfolio Management (PPM).
The company is amid modernizing its commercial ERP and pricing / chargeback systems that will influence and inform the future state roles and responsibilities of the Revenue Growth Function team. This leader will also play a critical role in shaping the future state roles and responsibilities of the Revenue Growth Function team within the region. This leader will direct the current regional pricing team in place today to successfully achieve the objectives (near term and post technology transformation) of the RGM function.
RESPONSIBILITIES & SPECIFIC ACCOUNTABILITIES
Lead the Annual / Bi-annual Price Cycle
- Align with regional & global stakeholders' timetables, inputs, and deliverables.
- Organize cross-functional participants, drive the process, and escalate issues as needed.
- Lead cross-functional collaboration, ensuring timely execution and quickly addressing any issues or delays that arise during the process.
- Aggregate pricing recommendations from various teams, create standardized templates, and evaluate the potential financial impact of pricing changes.
- Drive the rollout of pricing strategies, ensuring proper implementation across sales teams and alignment with marketing communication.
Establish the Discounting Excellence & Governance Process
Lead the process with PPMs to establish key anchors : Target Price, Weighted Average Agreed Price, and Floor Price; lead the annual and bi-annual review, as needed.Work with PPMs to set and review key price points (Target, Weighted Avg, Floor) to ensure strategic consistency in pricing across regions and products.Implement a governance approval process for discounting, ensuring that discounts are consistent with region pricing policies and do not erode margins unnecessarily.Monitor discounting trends and coach sales team members to ensure compliance and effectiveness.Develop the List & Channel (Distributor) Price Strategy and Support Set-up of Pricing New Items
Manage product list pricing across various sales channels, ensuring consistency and alignment with the company’s broader market and portfolio strategies.Set new item pricing in collaboration with PPMs; ensure list price strategies are optimized to achieve targeted average selling prices (ASP).Develop pricing architecture to assign list prices to customers / channel.Collaborate with cross-functional teams (Marketing, Sales) to develop the customer segmentation strategy to inform customers’ list price eligibility.MSRP & Competitive Intelligence
Establish and maintain Manufacturer’s Suggested Retail Price (MSRP) across the portfolio in coordination with PPMs.Regularly review competitor prices and market trends, using this data to adjust pricing strategies to maintain competitiveness and profitability.System, Analytics, and Reporting
Establish KPIs and reporting systems to monitor price achievement, discounting trends, and overall effectiveness.Keep track of contract renewals and provide strategic input on pricing actions needed to optimize renewals and protect revenue.Collaborate with Finance to ensure that pricing strategies are reflected in revenue forecasts and long-term financial planning.Create or enhance pricing tools to assist sales teams in making data-driven pricing decisions during customer negotiations.Serve as the internal expert on pricing systems, ensuring they are effective and evolve with business needs and technological advancements.Discounting Strategy & Margin Optimization
Analyze existing contracts to identify margin-expanding opportunities, such as offering product bundles or revising contract terms for better profitability.Analyze win / loss pipeline data to extract competitor and market intelligence that informs and refines discount strategies.Work closely with Sales and cross-functional teams to revise contracts, ensuring changes are made to boost profitability while maintaining strong customer relationships.Distributor / Customer Incentives
Recommend and optimize distributor incentive and other marketing program terms and ensure it aligns with overall pricing strategy.Establish “Deal Desk” / Sales Support
Develop and coach team to support sales teams on pricing requests.Act as central point for coordination of large EU RFPs with multiple channel participants.Develop discounting rubric based on product, customer & volume criteria.Develop cross-reference database to speed RFQ response times.Other projects :
Lead consultant driven pricing engagements as needed to support business’ pricing objectives.KEY POSITION REQUIREMENTS
Education
Master’s degree (MBA preferred) in Strategy, Finance and / or Economics.Job Experience
Strategic Leadership & Pricing Expertise
Proven experience leading pricing strategy and revenue growth management functions, especially in a B2B environment.8 to 10 years in strategic pricing, commercial, or finance roles with demonstrated leadership in pricing decisions.Expertise in managing pricing cycles, discounting, and margin optimization.Experience in overseeing pricing governance and developing strategies to protect profitability while remaining competitive.Cross-functional Collaboration & Team Leadership
Experience working with cross-functional teams (Sales, Finance, Marketing, Product Management) to implement pricing initiatives across regions and channels.Proven ability to influence and align teams around common pricing objectives and deliverables.Mentoring experience to develop team members and foster a high-performance culture focused on pricing excellence.Tools & Systems Expertise
Hands-on experience with pricing tools, analytics platforms, and systems (e.g., CPQ, pricing optimization software such as Pros).Proficient in reporting and analytics systems such as BI tools (Power BI, Tableau, Excel) to track pricing effectiveness.Advanced proficiency in Excel, including data modelling, pivot tables, and complex financial calculations.Pricing Strategy & Process Development
Expertise in developing and executing strategic pricing initiatives, including managing list prices, discounts, MSRP, and new item pricing strategies.Strong project management skills to lead the pricing cycle, manager cross-functional teams, and meet timelines and deliverables.Analytical & Negotiation Skills
Ability to analyze complex business problems and develop innovative pricing solutions that drive sustainable revenue and margin growth.Excellent negotiation skills to collaborate with internal and external stakeholders (e.g. customers, suppliers) and align pricing agreements with business goals.Strong verbal and written communication skills to present pricing recommendations, insights, and data to senior leaderships and other stakeholders.
