DIRECTOR, REVENUE GROWTH MANAGEMENT (RGM)

US-CA-Ontario
Job ID: 2025-8220
Type: Regular Full-Time

of Openings: 1

Ontario (Corporate Office)
Overview
As Director of Revenue Growth Management (RGM) at Ajinomoto Foods North America, you will lead the development and execution of strategic, category- and channel-specific initiatives aimed at driving profitable growth. In this high-impact role, you will partner closely with cross-functional commercial teams to optimize demand shaping, enhance sales forecasting, and improve trade investment effectiveness. Success in this role requires a strong strategic and analytical mindset, outstanding communication skills, and a passion for delivering results in a fast-paced, dynamic environment.

Responsibilities

• Revenue Growth Strategy Execution: Operationalize enterprise-level RGM frameworks by deploying data-driven demand shaping and revenue optimization strategies across key customer segments, categories, and channels. Ensure alignment with corporate financial objectives and category growth strategies.
• Trade Spend Planning & ROI Optimization: Integrate trade planning models into financial planning cycles using ROI frameworks, marginal contribution, and constraint-based optimization. Support risk-adjusted investment strategies and scenario planning to optimize spend allocation across customers and channels.
• Price-Pack-Architecture & Promotion Optimization: Lead analytical evaluation of price-pack architectures (PPA) and promotional strategies using elasticity analysis, price ladders, and incremental lift models. Design and execute in-market experiments (e.g., A/B testing, design of experiments) to validate hypotheses and guide pricing architecture refinements.
• Advanced Analytics & Machine Learning Application: Utilize statistical modeling, ML algorithms, and AI tools to extract insights from large-scale datasets, including POS, shipment, consumption, and syndicated data. Translate complex patterns in elasticity, cannibalization, and promotional responsiveness into actionable recommendations that improve volume, net revenue and margin.
• Commercial Systems & Data Infrastructure: Partner with IT and enterprise data teams to architect scalable RGM systems and tools. Define requirements for centralized data environments (e.g., data lakes, BI layers), ensure data governance protocols, and support the automation of analytics workflows.
• TPM/TPO Expertise: Leverage Trade Promotion Management (TPM) platforms (e.g., SAP TPM, XTEL, Salesforce TPM, Visualfabriq etc.) to manage trade investment visibility, control promotional spend, and align execution with financial targets. Utilize Trade Promotion Optimization (TPO) tools to evaluate event ROI, run what-if scenarios, and recommend optimal promotional calendars based on volume lift curves, promotional elasticity, and financial constraints.
• Performance Measurement & Insights Delivery: Lead the design, development, and governance of dynamic Power BI dashboards to monitor key RGM performance metrics—including trade investment ROI, pricing effectiveness, product mix shifts, and margin contribution. Translate complex data into executive-level insights and guide course-correction strategies through structured monthly performance reviews and strategic readouts. Ensure dashboards are scalable, automated, and tailored for stakeholder decision-making.
• Cross-Functional Integration & Enablement: Lead collaboration across Sales, Category Management, Finance, Demand Planning, and Supply Chain to operationalize RGM insights within Integrated Business Planning (IBP), S&OP cycles, and customer planning. Act as the strategic bridge between advanced analytics and frontline commercial execution, ensuring insights translate into actionable plans and measurable outcomes.

Qualifications
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- Education: Bachelor’s degree in Finance, Business, Economics, Computer Science, Data Analytics, or a related discipline. An MBA or advanced degree is strongly preferred.
- Experience: Minimum of 10 years of progressive experience in Revenue Management, Sales/Retail Finance, Commercial Strategy, or related finance functions within consumer-packaged goods (CPG), retail, or other consumer-facing industries. Deep expertise in trade promotion, pricing strategy, PPA (Price Pack Architecture), and forecasting. Experience working with syndicated data sources (e.g., Circana, Nielsen, SPINS) and trade systems (e.g., TPM/TPO platforms) is highly valued.
- Strategic Thinker: Demonstrated ability to develop and execute enterprise-level RGM strategies grounded in hypothesis-driven thinking. Skilled in identifying and evaluating high-impact opportunities through structured problem solving and innovative scenario planning.
- Analytical Acumen: Strong quantitative skillset with the ability to synthesize complex data into clear insights and actionable strategies. Proficiency in advanced analytical tools and languages such as SQL, Python, or R, and visualization platforms like Tableau, Power BI, or similar.
- Team Leadership & Talent Development: Proven ability to lead and mentor cross-functional and high-performing teams. A track record of developing talent and fostering a culture of accountability, collaboration, and innovation.
- Influence & Stakeholder Management: Adept at navigating complex organizations and aligning diverse stakeholders. Ability to influence senior leadership, build cross-functional partnerships, and drive alignment across Sales, Marketing, Finance, and Supply Chain teams.
- Executive Communication: Strong written and verbal communication skills, with the ability to craft compelling narratives and deliver insights that resonate with executive audiences. Confident presenting strategic recommendations and trade-offs to the C-Suite.
- Performance Orientation: Highly results-driven with a clear focus on delivering measurable financial outcomes. Demonstrated success in driving profitable revenue growth, optimizing trade investments, and shaping customer/channel strategies.

• Revenue Growth Strategy Execution: Operationalize enterprise-level RGM frameworks by deploying data-driven demand shaping and revenue optimization strategies across key customer segments, categories, and channels. Ensure alignment with corporate financial objectives and category growth strategies.
• Trade Spend Planning & ROI Optimization: Integrate trade planning models into financial planning cycles using ROI frameworks, marginal contribution, and constraint-based optimization. Support risk-adjusted investment strategies and scenario planning to optimize spend allocation across customers and channels.
• Price-Pack-Architecture & Promotion Optimization: Lead analytical evaluation of price-pack architectures (PPA) and promotional strategies using elasticity analysis, price ladders, and incremental lift models. Design and execute in-market experiments (e.g., A/B testing, design of experiments) to validate hypotheses and guide pricing architecture refinements.
• Advanced Analytics & Machine Learning Application: Utilize statistical modeling, ML algorithms, and AI tools to extract insights from large-scale datasets, including POS, shipment, consumption, and syndicated data. Translate complex patterns in elasticity, cannibalization, and promotional responsiveness into actionable recommendations that improve volume, net revenue and margin.
• Commercial Systems & Data Infrastructure: Partner with IT and enterprise data teams to architect scalable RGM systems and tools. Define requirements for centralized data environments (e.g., data lakes, BI layers), ensure data governance protocols, and support the automation of analytics workflows.
• TPM/TPO Expertise: Leverage Trade Promotion Management (TPM) platforms (e.g., SAP TPM, XTEL, Salesforce TPM, Visualfabriq etc.) to manage trade investment visibility, control promotional spend, and align execution with financial targets. Utilize Trade Promotion Optimization (TPO) tools to evaluate event ROI, run what-if scenarios, and recommend optimal promotional calendars based on volume lift curves, promotional elasticity, and financial constraints.
• Performance Measurement & Insights Delivery: Lead the design, development, and governance of dynamic Power BI dashboards to monitor key RGM performance metrics—including trade investment ROI, pricing effectiveness, product mix shifts, and margin contribution. Translate complex data into executive-level insights and guide course-correction strategies through structured monthly performance reviews and strategic readouts. Ensure dashboards are scalable, automated, and tailored for stakeholder decision-making.
• Cross-Functional Integration & Enablement: Lead collaboration across Sales, Category Management, Finance, Demand Planning, and Supply Chain to operationalize RGM insights within Integrated Business Planning (IBP), S&OP cycles, and customer planning. Act as the strategic bridge between advanced analytics and frontline commercial execution, ensuring insights translate into actionable plans and measurable outcomes