Senior Director Revenue Management

Job Summary

Lead, strategically own and evolve all elements of pricing for the TRS (street) business, including: 1) evolve the technology to go further with machine based learning and optimization, 2) evolve the sales/merchandizing focused tools including exception process, weekly reporting, and weekly meetings to reflect regional dynamics into price decisions, 3) evolve the TRS pricing strategy into an architecture to support sales growth through intentional category/cuisine pricing, 4) manage total company financial goals through week to week pricing decisions, 5) support expansion of analytics based pricing in USA, Canada, LCC contracting, and other optimization of financial elements of the business

Responsibilities

• Lead pricing strategy across Sysco with a focus on TRS growth – define, refine and implement “Recipe for Growth” strategic shift from manual week to week pricing to centralized technology driven pricing at scale including category/cuisine pricing strategy and machine learning driven optimization of “tail items.” This includes but is not limited to creating the category / cuisine pricing strategy to drive >$400M in TRS sales in 2023 and >$100M in gross profit, defining the path to test into the strategy, and automating the strategy over time. In the remaining growth years, pricing strategy will contribute Sysco’s financial goals as illustrated in the table below. (source is the recipe for growth business case)
• After the TRS impact is achieved the team will expand its scope to support Recipe for Growth
• Test into new business opportunities to validate the evolving strategy using quantitative validation to prove/disprove the different opportunities and also evolve the strategy based on the data analysis and strategic learnings
• Partner with Enterprise analytics and business technology to evolve the pricing technology ecosystem inclusive of but not limited to how algorithms are translating historical business knowledge into week to week recommendations, triaging situations where analytics are leading to recommendations that are not aligned to pricing strategy, evolving inputs that are driving recommendations (e.g., commodity indexes, company inventory position, share data, etc.), refining the existing methodology to translate NPD industry data into pricing recommendations that are market relevant, etc.
• Finalize weekly price positions of all items in TRS based on input from the business centers, category management team, regional teams, to make nuanced adjustments for market movements and other factors
• Conduct ad hoc analysis for Market Presidents, ELT members, and other critical stakeholders that show relationships between our evolving price position, sales performance, share performance, margin rates, market share and margin investment (e.g., discounts, exceptions, etc)
• Develop analytical dashboards and reports that automate measurement of pricing strategy, enable week to week problem solving of business results, and provide real time views on system health and trends
• Partner with other areas of the business e.g., Sysco Canada, LCC etc. to evolve their approach to pricing strategy à this component will increase over time as the team stabilizes TRS
• Evolve the team structure and talent profiles (direct reports and reports of direct reports) in-line with the Receipt for Growth objectives for pricing
  
  

Education Required

• Bachelor’s Degree
  
  

Education Preferred

• Bachelor’s Degree in a quantitative field or computer programing, MBA or equivalent advanced degree
  
  

Experience Required

• 10 years of experience in pricing strategy and execution of pricing strategy or a combination of relevant experiences specific to food service (e.g., finance, revenue management, sales, etc.)
  
  

Experience Preferred

• Transformation of pricing strategy inclusive of a shift to technology driven quantitative optimization of pricing strategies
  
  

Professional Skills

• Mastery of analytics in excel, tableau, and other relevant tools, depending on the exact role within the team additional technical skills including detailed knowledge of SQL, Python, and other similar analytical tools.
• Mastery of development of visual communications to influence executive decision making based on quantitative learnings.
• Strong ability to communicate complex analytical recommendations at the concept level to drive executive team alignment and decisions on critical elements of pricing strategy.
• Mastery of cross functional collaboration as pricing recommendations impact: sales, finance, category management, customer growth and many other functions within Sysco Foods