Revenue Growth Management Director

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About MetagenicsFor over 43 years, Metagenics has had the mission to help people live happier, healthier lives through the life-changing power of nutrition.We believe the way we do business is as important as the business we do; that a company in the nourishment business should nourish its people, too. So, we incorporated healthy, sustainable care into every dimension of our culture. Our diverse and expansive team are a prime example of the power of a people-first approach. We know first-hand, when an organization prioritizes internal growth and fosters empathy, its people come together to set an example of what the world can become.Join us in being the world’s leading healthcare professional-grade VMS company!

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The Role

The Director of Revenue Growth Management (RGM) is the strategic business partner to the Americas Leadership Team, enabling strong, sustainable, profitable growth of the Metagenics business in the region. This is a hands-on leadership role with an enterprise capability-building mandate. You will own the analysis that shows where our largest growth and margin opportunities are, help the Leadership Team prioritize them, and track progress in the P&L. You will set the Americas RGM agenda and make sure every RGM lever is owned jointly with Marketing, Sales, Supply Chain and Finance.

Amazon is a strategic growth channel for Metagenics. Working with the Amazon Channel Director and our Amazon partner, Pattern, you will shape Amazon pricing, promotions and assortment so the channel grows profitably.

As a core leadership position in Fuel for Growth, Metagenics' company-wide transformation program, the role has a dual reporting line: functionally to the Fuel for Growth Deployment Lead, and to the Regional President, Americas, for business impact. You will turn the program’s RGM workstream into a permanent Americas capability, with the value it creates captured in the P&L and released for reinvestment in growth.

Key Responsibilities

• Business partner to the Americas Leadership Team. Act as the Leadership Team's advisor on revenue growth management. Bring a cross-channel view, ROI mindset and RGM tools to strategy reviews, the annual planning cycle and investment decisions.
• Own the opportunity analysis and the RGM pipeline. Own the analysis that sizes where the largest revenue and margin opportunities are, by channel, customer, brand and SKU. Use it to help the Leadership Team prioritize where to act first, turn the priorities into a sized and owned RGM pipeline, and track delivery against it every month.
• Set the Americas RGM agenda. Define and lead the RGM strategy across pricing, price-pack architecture, promotion, trade terms, mix and gross-to-net. Translate the prioritized opportunities into an annual RGM plan that feeds the Annual Operating Plan.

• Grow Amazon as a strategic, profitable growth channel. Partner with the Amazon Channel Director and Pattern, our Amazon partner, on the Amazon growth plan. Lead assortment optimization (hero SKUs, pack and bundle strategy, tail SKU rationalization), price positioning and the Amazon promotional calendar, including Prime Day and other major events, measured on incremental profit.
• Develop pricing strategy and framework. In partnership with Channel Directors, define our pricing strategy and net price corridors by channel, keeping prices aligned across Amazon, DTC and practitioner channels. Together with Marketing, develop and deploy price-pack architecture.
• Drive efficiency and smart investment allocation of our promotional spend. Develop discount and promotional policy using consumer behavior and price elasticity tools. Together with Marketing, Channel Directors and Sales, own the Americas promotional calendar and its effective execution. Drive a performance and ROI mindset across the organization.
• Build channel and customer P&Ls. With Finance and the Tech and Data Science team, design channel and key-customer P&Ls, so every RGM decision is made on true profitability. Together with Sales and Finance, own the gross-to-net waterfall by channel and key customer, and help strengthen our commercial policy and monthly governance process.
• Bring DTC and channel economics into the plan. Build full-cost views of DTC (customer acquisition cost, retention, subscription value) and other channels, and use them to shape the Americas growth plan and set price, pack and promotional spend decisions.
• Build RGM reporting and embed RGM into the operating rhythm. Lead the design and deployment of RGM dashboards that track progress against the RGM pipeline and plan. Put RGM decision rules into annual planning, channel business reviews and the monthly business cycle.
• Capability building. This role leads through cross-functional influence rather than line authority. You will drive adoption of RGM models and tools across Sales, Marketing, Finance and Supply Chain, and train Channel Directors, Sales and Marketing to apply RGM thinking in their own decisions. Success is measured by how widely the capability is used across the business.

Basic Requirements

Experience / Training / Education

• 10+ years in Revenue Growth Management, covering pricing, price-pack architecture, promotion effectiveness, trade investment and mix.
• At least 5 of those years leading RGM, pricing or trade investment for a business or region, with a track record of decisions you drove and value you delivered.
• Multi-channel experience across marketplaces, direct-to-consumer, practitioner and wholesale
• Bachelor's degree in finance, economics, business or a quantitative field, or equivalent practical experience.

Preferred

• Experience in consumer health, vitamins and supplements or nutrition, especially professional or practitioner-recommended brands.
• Experience in a business where Amazon is a leading or fast-growing channel, with direct exposure various Amazon operating models. You understand how growth on Amazon changes the economics, pricing and promotions of the wider channel mix.
• MBA or equivalent is a plus.

Knowledge of

• Channel P&Ls and performance: how margin and contribution are built by channel, and the drivers that move them.
• Amazon economics: various operating models, fees, advertising return, deal and event mechanics, and pack and bundle strategy.
• DTC economics: customer acquisition cost, lifetime value, subscription and replenishment pricing, and offers that protect full price.
• Category and consumer: consumer goods categories, shopper behavior, and how brand positioning shapes pricing power.

Skills / Abilities

• Has operated as a business partner to a regional or business-unit leadership team, shaping growth strategy and investment choices rather than only reporting on them.
• Has built channel or customer P&Ls with Finance and used them as the basis for pricing, trade and promotion decisions.
• Has run post-event analysis and set promotion guardrails that changed how promotional budgets were spent, measured on incremental gross profit.
• Strong analytical toolset, including elasticity modeling, promotion simulation and gross-to-net analysis. Fluent in Excel and a BI tool.
• Works across Marketing, Sales, Supply Chain and Finance as a peer, influences without direct authority, and holds a line when the numbers require it.

Compensation

The current range for this hybrid exempt role based out Jersey City, New Jersey is $230,000/yr. to $260,000/yr.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.  

This role may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Health and Wellness:

• Medical, dental, vision
• Annual employer HSA (Health Savings Account) funding for eligible employees who elect an HSA medical plan
• STD, LTD, Basic Life AD&D coverage
• 401k + employer matching
• Vacation and Sick Time
• 2 Volunteer Days off per year
• Emergency evacuation time off
• 11 paid company holidays
• 1 Floating holiday to celebrate your birthday or important religious/holiday to you
• Quarterly product allowance to use towards your favorite Metagenics products!
• Product discount
• Peer to peer recognition programs & more!

A minimum of 3 workdays per week are to be conducted at the Metagenics Jersey City office (111 Town Square Pl, Jersey City, NJ 07310).

Learn more about how we help patient live happier and healthier lives here: https://www.metagenics.com/en-us/about-us

Metagenics, and its companies are committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status with respect to recruitment, hiring, promotion and other terms and conditions of employment. Metagenics takes affirmative action in support of this policy to employ and advance in employment individuals who are minorities, women, disabled, and veterans.

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