Director, RGM Analytics, Tools & Enablement

Director, RGM Analytics, Tools & Enablement (Remote)

Advantage Solutions is a leading provider of outsourced solutions to consumer goods companies and retailers. Advantage has a strong platform of competitively advantaged business development and marketing services built over multiple decades - essential, business critical services like headquarter business development, retail merchandising, instore sampling, digital commerce, and shopper marketing. For brands and retailers of all sizes, Advantage helps get the right products on the shelf (whether physical or digital) and into the hands of consumers (however they shop). Advantage uses a scaled platform to innovate as a trusted partner with our clients, solving problems to increase their efficiency and effectiveness. Advantage had $4B+ in revenue in 2023 and operates across more than 100 offices, in the United States and internationally. The company is organized into three business segments: Branded Services, Retail Services and Experiential Services. The Branded Services segment provides a range of business development and marketing services to CPG brands that manufacture the products sold to retailers and consumers.

Revenue Growth Management Team Overview:

Advantage Solutions is growing its Revenue Growth Management (RGM) team responsible for maximizing its revenue potential. The team is responsible for analyzing data, understanding market dynamics, and utilizing various pricing and promotional strategies to enhance revenue and profitability. The team sets, maintains, and monitors prices across Advantage Solutions. The team is led by the Senior Vice President of Revenue Growth Management who reports directly into the Chief Financial Officer.

Position Summary:

The Director of Revenue Growth Management (RGM) Analytics, Tools and Enablement will build and manage a high-performing pricing team and is crucial in developing robust pricing systems and tools, driving pricing analysis, ensuring data accuracy and integrity, and driving pricing best practices across the organization. The individual will report into the Senior Vice President of Revenue Growth Management and work closely with business unit leaders as well as the broader finance team to ensure availability and integrity of data relevant to pricing decisions.

Responsibilities:

Analytics and Reporting
• Define and implement key performance indicators (KPIs) and price metrics for tracking pricing performance
• Leverage analytics and KPI monitoring to identify target opportunities to improve pricing performance
• Produce and communicate reporting and analytics on pricing actions and activities across Advantage Solutions on a regular basis
• Define vision and roadmap for high-impact pricing analytics
• Develop standardized price analytics and reporting methodologies and tools
• Provide analytical support for business development deals, as requested by the business
• Systems and Data
  • Develop and deploy foundational, cross-business pricing systems & tools and leading digital and analytical capabilities
  • Define data and systems requirements for price tracking, reporting, and analytics, and partner with IT to design and maintain the data and systems architecture to deliver on these requirements
  • Establish and implement a roadmap for pricing data maturity improvement and data management
  • Keep current on latest pricing tools and technologies in the market and determine buy vs. build decisions and select vendor(s)
• Enablement
  • Capture knowledge on internal and external revenue growth management best practices and share these across the organization
  • Create curriculum and training collateral on revenue growth management best practices
  • Lead the training of sales and business development teams on revenue growth management best practices and tools to improve effectiveness
  • Monitor adherence with pricing guidelines and build targeted enablement programs to address specific areas of non-compliance
• Leadership
  • Lead the hiring, integration, and coaching of the Branded Services pricing team; make the strategic pricing team an attractive place for external and internal talent
• Internal and External Relationships:
  • Work closely with the Senior Vice President of Revenue Growth Management to align on revenue growth management tracking, reporting, and analytics and the development of systems and tools
  • Collaborate with business segment leaders to take action against insights in reports and analytics, drive adoption and effective use of systems and tools, and implement enablement programs
  • Foster a working relationship with the finance department to ensure availability of relevant data
  • Support sales and business development teams with pricing analysis during negotiations for larger deals and enablement
  • Work with IT and other relevant teams to ensure smooth integration of pricing tools with existing company technology infrastructure

Qualifications:

• 8+ years of experience in revenue growth management, pricing analytics, pricing technology or related field with pricing responsibilities
• Experience with pricing in services businesses and in the CPG and retail space is preferred, but not required
• Excellent communication and collaboration skills, with the ability to work across cross-functional teams and influence senior leadership
• Strong analytical and problem-solving skills, with expertise in developing and implementing technology solutions
• Experience leading and developing teams, with a focus on building a culture of innovation and continuous improvement
• Bachelor's degree in Business, Finance, Economics, or related field; advanced degree (MBA) preferred

Job will remain open until filled.

The Company is one of North America's leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Job Duty

Create and enhance customized client retail dashboards

• Partner with teams and clients to enhance the deliverable provided
• Work with existing clients and customers on strategic initiatives to ensure proper resources are allocated, expectations are met and optimal results delivered
• Manage expectations and results; as well as share best practices and implement necessary improvements
• Identify new industry initiatives to ensure company remains engaged with new developments in the industry that can improve business processes and optimize best practices
• Build strong relationships with external customers and clients
• Partner with leadership team to win new business and clients
• Work with existing clients and customers on strategic initiatives to ensure proper resources are allocated, expectations are met and optimal results delivered
• Manage expectations and results
• Share best practices and implement necessary improvements
• Proactively work with other teams to communicate and foster adoption of the longer term vision
• Lead the development of business critical applications based on enterprise priorities
• Oversee the ongoing development and operations of BA architecture that enables fact-based decision making and ad hoc analysis and insight generation
• Grow the business intelligence function to further entrench the team as indispensable insight drivers
• Review and approve major contracts for computing, data and BA services and equipment

Supervisory Responsibilities

Direct Reports
- This position does not have supervisory responsibilities for direct reports

Indirect Reports
- Does not have direct reports, but may delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements

- Travel is an essential duty and function of this job. Driving is not an essential duty or function of this job.
- Travel up to 20 %

Minimum Qualifications

The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
Education Level: (Required) Bachelor's Degree or equivalent experience
(Preferred) Master's Degree or equivalent experience

Field of Study/Area of Experience: Business Administration or Marketing

- 5+ years of experience in a senior-level sales or category management position including strategic planning and execution

Skills, Knowledge and Abilities

• Prior Customer relationship management, reporting analytics, campaign management for consumer packaged goods (CPG) companies and/or mass merchant retail experience
• Prior experience with Retail tools and applications, including business intelligence, category/space management and field reporting technology computer systems and software
• Prior experience with business intelligence environments supporting complex performance analysis and consumer insights a plus
• Strong Intellectual Ability/Decision making skills
• Hands-on leader with outstanding Interpersonal and communication skills
• Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
• Negotiate skillfully in tough situations with both internal and external groups
• Displays the ability to achieve desired results through others with positive, energetic and enthusiastic communication
• Train, delegate, coach, motivate and follow up on staff to achieve desired results
• Forecasts, sets objectives, anticipates, structures tasks, and establishes priorities
• Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results
• Ability to identify performance challenges or issues and work with associates to improve/correct those issues.
• Ability to recognize opportunities for growth and improvement, and to work with associates to achieve company and personal goals
• Demonstrates commitment to meeting or exceeding customer expectations, effectively solicits and responds to the needs of the customer both external and internal
• Works cooperatively with others toward common group objectives, demonstrates respect for the ideas and contributions of other team members, cultivates positive relationships with other associates, and provides assistance and support to others
• Retail technology solutions, including reporting and analytics, category and space management and business intelligence for consumer packaged goods companies.
• Microsoft Office Suite

Environmental & Physical Requirements

Office / Sedentary Requirements
Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.