Senior Revenue & Pricing Manager
Location: Markham, Ontario
Industry: Consumer Packaged Goods (CPG) – Food
The Company:
Our client is a well-established, category-leading Canadian branded food company with a long-standing history. Its brands are consistently voted among the most trusted in the category, enjoy exceptional consumer awareness and hold the #1 position in Canada, with a growing international export business.
Backed by a strong, long-term strategic owner, the company is a medium-sized, people-focused organization with a collaborative and inclusive culture, well positioned for its next phase of growth.
The Opportunity:
Reporting to the Director of Revenue Management, you will drive pricing and trade spend optimization to accelerate gross margin, net sales and market share. Using data and analytics, you will build strategic price and promotion recommendations and work hand in hand with Sales to execute and monitor them.
This is a lean, highly collaborative team where you can make a visible impact on the business. You will also play a critical role in a major trade planning platform migration.
Job Duties & Responsibilities:
- Develop pricing and promotion strategies to optimize revenue, profit and share, using a revenue optimization tool and working with the Director.
- Build pricing strategies rooted in predictive analytics and price elasticity; analyze competitor pricing and determine optimal price gaps.
- Provide national and retailer-specific price and trade promotion direction, and monitor execution including post-event evaluation.
- Lead monthly and quarterly business planning and review processes with the Sales team.
- Lead price increases from analysis through recommendation to execution, including the sell-in story for the trade.
- Manage ad-hoc trade investments (deal exceptions) to drive incremental gross margin and share.
- Ensure data integrity in the revenue optimization tool (syndicated data, cost of goods and customer offers).
- Develop a yearly pricing matrix by product line and assist in annual operating plan development.
- Play a critical role in the migration from a legacy trade planning system to a new platform, ensuring continuity of operations, data integrity and stakeholder adoption.
- Approve customer price plans in the trade and price management system.
- Partner with Sales and Finance to track budget performance and recommend course corrections.
- Oversee, with the Revenue & Pricing Specialist, new products and line extensions (master data), price zone maintenance and trade accrual balances.
- Manage excess inventory product sell-offs.
- Champion a revenue management mindset across the organization, building strong relationships with Marketing, Sales, Finance, Supply Chain and Procurement to operate as one commercial team.
Ideal Qualifications & Competencies:
- University degree in Business, Commerce or Economics.
- 5+ years of Trade Marketing, Revenue Management or Customer Finance experience in the CPG industry; strong preference for CPG Food / Beverage.
- Demonstrated experience managing pricing and trade spend at a CPG company in Canada, including P&L familiarity.
- Proven experience analyzing, interpreting and presenting Nielsen data insights
- Experience with a trade and price management system
- Strong knowledge of the Canadian CPG retail landscape, including key national and regional players and their price, promotion and profit dynamics.
- Data-driven, with the ability to turn analytics into actionable insights, make decisions and execute.
- Ability to initiate, develop and deliver plans and programs to a successful outcome in a high-paced environment.
- Exceptional team player with excellent interpersonal, written and verbal communication skills; strong collaboration, negotiation and influencing skills.
- Takes ownership of the end result beyond their immediate role; coaching and mentoring skills.
- Fluent in English; bilingual English/French is an asset.
- Advanced Excel, plus MS Word and PowerPoint.
