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Director, Revenue Management
Overview:
At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.
The Director, Revenue Management is a strategic leadership role responsible for driving profitable growth through best‑in‑class pricing, trade investment, promotion, and mix management. This role partners closely with Sales, Marketing, Finance, and Category Management to optimize revenue, margin, and customer profitability across channels. The Director leads the development and execution of revenue management strategies, ensuring data‑driven decision‑making and organizational alignment in a dynamic consumer packaged goods environment.
This role can be based as a hybrid position at our Westlake Village CA office or remotely in any of the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI.
It is a strong preference for the role to be based as a hybrid position in our Westlake Village, CA office.
Responsibilities:
What You’ll Need to Succeed:
Education & Certification:
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
FOR JOBS BASED IN CALIFORNIA:
FOR JOBS BASED OUTSIDE OF CALIFORNIA:
Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.
Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.
At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.
The Director, Revenue Management is a strategic leadership role responsible for driving profitable growth through best‑in‑class pricing, trade investment, promotion, and mix management. This role partners closely with Sales, Marketing, Finance, and Category Management to optimize revenue, margin, and customer profitability across channels. The Director leads the development and execution of revenue management strategies, ensuring data‑driven decision‑making and organizational alignment in a dynamic consumer packaged goods environment.
This role can be based as a hybrid position at our Westlake Village CA office or remotely in any of the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI.
It is a strong preference for the role to be based as a hybrid position in our Westlake Village, CA office.
Revenue & Growth Strategy
- Lead the development and execution of the company’s Revenue (or Net Revenue / Revenue Growth) Management strategy to maximize top‑line growth and operating profit across brands and channels.
- Establish clear revenue management objectives, success metrics, and governance to ensure consistent execution and visibility across the organization.
- Identify opportunities to improve price realization, mix, and promotional effectiveness while balancing customer profitability and competitive dynamics.
Pricing & Trade Investment
- Own pricing architecture, including list pricing, net pricing structures, and price pack architecture (PPA), ensuring alignment with brand strategy and consumer value perceptions.
- Define and optimize trade and promotional investment strategies based on ROI analysis, historical performance, and competitive benchmarks.
- Partner with Sales to communicate pricing actions, develop customer‑facing selling tools, and support negotiation strategies with key customers.
Analytics & Insights
- Lead advanced analytics and reporting to evaluate revenue performance, promotion effectiveness, and key drivers of change.
- Guide the development of intuitive dashboards and tools that enable cross‑functional stakeholders to understand revenue trends and take action.
- Oversee price elasticity modeling, scenario planning, and in‑year P&L gap‑closure initiatives.
Cross-Functional Leadership
- Serve as a strategic advisor to Sales, Marketing, Category Management, and Finance leaders, providing insights that enhance decision‑making and commercial effectiveness.
- Collaborate with Category and Innovation teams to ensure pricing and promotional strategies support new product launches and portfolio evolution.
- Coordinate market intelligence on competitive pricing, promotional activity, and channel dynamics.
Team & Capability Building
- Lead, mentor, and develop a high‑performing Revenue Management team, building analytical, strategic, and commercial capabilities.
- Drive organizational understanding of revenue management principles, with a strong emphasis on price realization and disciplined trade investment.
- Ensure adherence to financial controls, governance standards, and internal compliance requirements.
- Other duties as assigned
Experience, Knowledge, & Skills You Bring:
- 10+ years of progressive experience in revenue management, pricing, trade strategy, or commercial finance within a CPG or food manufacturing environment
- Demonstrated experience leading revenue transformation initiatives and influencing senior-level stakeholders
- Deep expertise in pricing strategy, trade promotion optimization, and customer profitability analysis.
- Strong analytical capabilities with the ability to translate complex data into clear, actionable insights.
- Proven leadership skills with experience building and developing teams.
- Excellent communication and collaboration skills, with the ability to influence across functions and levels.
- Strong business acumen and understanding of retail, foodservice, and omnichannel dynamics in CPG.
What You’ll Need to Succeed:
- Passionate about a purpose driven career
- Cultivates respectful and inclusive environments that support employee growth across teams
- Drives strategic initiatives and maintains excellence in complex and dynamic settings
- Establishes transparent decision-making and accountability frameworks
- Encourages organizational teamwork effectively to achieve shared objectives
Education & Certification:
- Bachelor’s degree in Finance, Economics, Business, or a related field is required
- MBA or advanced degree preferred
Physical Requirements:
- Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.
Travel Requirements:
- Occasional travel is required.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
FOR JOBS BASED IN CALIFORNIA:
Hiring Pay Scale: $185,000 to $210,000
FOR JOBS BASED OUTSIDE OF CALIFORNIA:
Hiring Pay Scale: $175,000 to $200,000
Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.
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