Job Overview:
The Director of Revenue Growth Strategy Management is responsible for the creation and implementation of both the long term and short-term margin and revenue growth strategy for a dedicated sales region by partnering directly with senior region sales leaders and analyst. This position interacts directly with UNFI sales teams, ensuring RGM tools, capabilities, and processes are applied in market, and that exceptions are managed efficiently. This role applies analytical prowess, business acumen, and strong communication skills to identify and share insights to grow customer sales and profitability.
Job Responsibilities:
• Leader and subject matter expert of customer profitability in the region
• Assist with pricing negotiations for customer proposals. Provide pricing mentorship on levers available to sales to achieve margin thresholds while identifying points for escalation and approval
• Builds business case for new and existing customers with input from Sales and Market Development, aligning to the model that provides greatest benefits to both UNFI and the customer
• Informs FP&A inputs for customer profitability and Proforma modeling.
• Leverage local market insights and internal customer data to identify opportunities to improve sales and/or margin and influence behavior changes is assigned region
• Inform guardrails and strategies within RGM through market insights and communication of competitive pressures
• Review proposed contract terms to ensure adherence to established guardrail and alignment to intent of business case and proforma; develop business case for escalation for exceptions, as needed
• Drive action on compliance risks through escalation of underperforming contracts / areas of leakage to Sales leadership for intervention
• Identify opportunities to simplify deal response and account management processes
• Provide education and socialization of RGM capabilities, tools, and processes across commercial teams to support change effort
• Develop training tools and materials for use in region, and for training of new Account Managers
• Partner with Sales leadership to ensure RGM principles are applied in annual planning process
• Lead ad hoc projects related to RGM in region (e.g., to support deal response, to action a customer request, etc.)
Leadership & Coaching
• Leads and supports daily activities in review growth strategy execution
• Coach leaders on RGM best practices and seen as a subject matter expert understanding appropriate actions to increase revenue growth management in a sales region
• Performs other relevant job duties as required.
Job Requirements:
Education/ Certifications/or Equivalent combination of education training and experience:
• Bachelor’s degree in finance, marketing, business, or equivalent experience.
Experience:
• 8+ years of experience of relevant experience
• 5+ years’ experience in financial and analytical customer/client facing roles
• Financial modeling experience
• Customer-facing experience
• Experience with SQL; Power BI preferred
Knowledge/ Skills/ Abilities:
• Excellent organizational and relationship skills.
• Strong work ethic with positive, proactive, and flexible attitude
• Must be self-driven, motivated, and comfortable working in a dynamic environment
• Ability to work under pressure and time constraints as well as handle several tasks simultaneously required.
• Strong Strategic Planning, Financial and Operations / Business Background.
• Communicate effectively, strong communications skills across multiple levels of the company
• Lead inclusively and collaboratively
• Strong interpersonal skills, discretion, diplomacy, and judgment.
• Ability to influence through others
• Deliver customer value; consultative selling / value selling abilities
• Project Management experience strongly preferred
• Enable transformational change, shaping UNFI vision and strategy
• Strong ability to lead and direct the work of others across the company, without direct organizational line of authority.
• Strong business acumen and outstanding analytical skills (numerical, verbal).
• Advanced skillset in Microsoft Office; Excel, PowerPoint, Word, Teams, and other related applications
All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or protected veteran status. UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. – M/F/Veteran/Disability. VEVRAA Federal Contractor.
Additional Information
- Company Name: UNFI Wholesale Inc.
- Additional Locations: United States of America
- Schedule: Full-time
Compensation
- Pay Range: $114300.00 – $220500.00 Annually ($54.95 – $106.01 Hourly)
- Other Compensation: Long Term Incentive and Bonus Eligible