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    Director of Revenue Growth Management - Baltimore, United States - Danone

    Danone
    Danone Baltimore, United States

    3 weeks ago

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    Description

    Position Summary:


    The RGM Director is responsible for the development, implementation, and execution of total pricing strategy to maximize profitable and sustainable topline growth.

    The role has firsthand accountability for developing a strategy to drive profitable net Average Selling Price (ASP) - considering channel/ customer-based and contracted pricing, cost to serve per channel, reimbursement landscape by category, product mix, trade terms, and/or fees.

    The RGM Director will work closely with all Sales Directors and Market Access & Channels (MA&C) team members, fostering a collaborative environment to ensure the implementation and execution of correct channel/customer-based pricing, chargeback management, and trade terms/fees.

    This role will act as the coordination point for pricing, planning and building the MA&C team's annual operating calendar.

    The RGM Director is the team's analytical lead, responsible for analyzing and maximizing the gap between Gross Sales and Net Sales.

    This involves identifying opportunities, efficiencies, and strategies to maximize the return on all NNA investments, making data-driven decisions a key aspect of the role.

    The RGM Director will co-own the GPS cycle with the Demand Planning and Finance teams, a responsibility that directly impacts the pricing plan accuracy and the Company's P&L.

    This underscores the significant role this position plays in the financial performance.

    Essential Functions:

    • Design the pricing strategy and ensure its execution in each category, channel, and customer.
    • Implement and maintain accurate and consistent pricing across all customers, contracts, products, and platforms.
    • Build and maintain effective contract/pricing administration process, policies and procedures (e.g. records, database, systems, calendarization, APNs, communication, eligibility, activation, accuracy, measuring, etc.).
    • Lead smart development/deployment of critical systems, such as SAP, High-Radius, Trade Promotion Management ("TPx"), Power-BI and Snowflake
    • Design and lead reporting and tools to lead monthly revenue reviews with cross-functional partners by providing topline analytics and insights for the GPS cycle.
    • Responsible for correct execution and monitoring of customer-based pricing and related chargeback items in collaboration with NAMs and Topline Finance team.
    • Completing and maintaining an integrated commercial action plan, which shows all price updates per customer, per contract, and channel executed by the full MA&C team.
    • Co-lead with the Market Access team the reimbursement analysis and the competitive landscape by State to maximize the pricing plan as fuel for long-term growth.
    • Co-leads sell-in topline and prices forecasting, monitoring pricing execution and impact by brand, channel, and customer by driving net ASP metrics in accordance with the GPS cycle.
    • Maximizes opportunities on net ASP and GROSS to NET actuals vs expected for target customers/channels/categories. Ensures execution accuracy and collaborates in resolving any disputes and discrepancies.

    People management:

    develop, lead, and coach a high performing manufacturing team to be well equipped for current and future business challenges and contribute to the optimization of business results.


    • Implement and monitor team performance against company objectives. Ensure appropriate corrective actions and follow-up are taken.
    • Performs other duties as assigned.

    Knowledge, skills, and abilities:

    • Strong analytical, organizational, and time management skills.
    • Ability to influence and collaborate cross-functionally.
    • Data management and data manipulation across Microsoft Office suite (Excel) and in-house systems.
    • High understanding of Pricing and RGM principles; experience within healthcare industry and/or reimbursed markets & understanding of pricing structure is reimbursed preferred.
    • Knowledge of healthcare distribution and fulfillment route to market is preferred. Knowledge of comparable route to market structure is acceptable.
    • Strong project management skills and understanding of the project management lifecycle.
    • Ability to delegate and understand priorities within the team.
    • Proven ability to drive performance across matrix teams within a fast-paced dynamic environment.
    • Ability to effectively organize and prioritize tasks to achieve established deadlines.
    About you


    • BS/BA Degree Required. MBA Preferred.
    • Prior experience of leadership of direct reports or cross functional teams is mandatory.
    • Minimum of 6-8 years of sales, sales operations, sales management, account management, commercial effectiveness or related experience in a healthcare setting or comparable setting.
    About us

    Nutricia North America is an equal employment and affirmative action employer.

    All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, genetic characteristic or any other unlawful criterion.

    Please join us in nourishing lives & inspiring a healthier world through food Learn more @ www.nutricia-The base compensation range for this position is $160,000- $185,000 per year.

    Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.

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