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Associate Director, Revenue Management

AUI Fine Foods · Gaithersburg, MD · 3 days ago
Full-time

About the role

The Associate Director of Revenue Management is a key commercial leader responsible for driving profitable growth through pricing strategy, revenue management analytics, customer profitability optimization, trade program management, and disciplined pricing execution across all AUI’s sales channels.

This role offers significant visibility across the organization and provides a unique opportunity to influence commercial strategy while developing broad business knowledge across multiple functions.

Responsibilities

  • Own and support pricing execution across all AUI’s sales channels, ensuring accuracy, consistency, and alignment with overall pricing strategy.

  • Lead the customer price change process across all sales channels, including analysis, recommendation development, approval coordination, execution oversight, and post-implementation measurement.

  • Partner with Purchasing, Sales, Finance, and Leadership to evaluate cost changes, customer and product price positioning, margin impact, and price-volume tradeoffs.

  • Manage pricing execution, including sub-distribution and national account pricing deviations.

  • Maintain pricing controls, governance processes, and pricing data integrity to ensure consistency and compliance across the organization.

  • Drive continuous improvement of pricing processes and methodologies to improve effectiveness and profitability.

  • Lead pricing support for new business opportunities, including formal bids, customer requests, strategic initiatives, and contract negotiations.

  • Support the management of customer rebate programs and commercial investment initiatives.

  • Evaluate pricing scenarios, margin opportunities, and profitability implications to support growth objectives.

  • Identify opportunities to improve, automate, and scale pricing, forecasting, reporting, and customer investment processes.

  • Lead the development of gross margin analytical tools to support pricing decisions and improve visibility into customer and product profitability.

  • Support quarterly forecasting, annual budgeting, and long-range planning processes related to revenue, pricing, and gross margin.

  • Develop financial models and scenario analyses to support strategic business decisions.

  • Lead the Revenue Management team, establish priorities, coordinate workflow, and monitor performance against established goals and KPIs.

  • Foster a culture of accountability, collaboration, continuous improvement, and analytical excellence.

  • Provide ongoing coaching, mentorship, and professional development opportunities to team members.

Qualifications and Skills

  • 5-7 years of experience in Revenue Management, Pricing, Commercial Finance, FP&A, Sales Analytics, Category Management, or related analytical functions.

  • Experience supporting and advancing company pricing initiatives, with knowledge of Gross to Net pricing structures.

  • Strong financial modeling, analytical, strategic, and problem-solving skills with the ability to translate complex analyses into actionable recommendations.

  • Strong communication and presentation skills with the ability to effectively influence cross-functional stakeholders and present to senior leadership using Microsoft Excel and PowerPoint.

  • Demonstrated project management skills with the ability to manage multiple priorities in a fast-paced environment and collaborate effectively across cross-functional teams.

  • Demonstrated experience leading and developing small teams or workstreams, providing guidance, feedback, and coaching to drive performance and foster professional growth.

  • Bachelor’s degree and MBA preferred.

  • Strong interpersonal skills, including tact, diplomacy, active listening, and collaboration.

  • A positive, solutions-oriented mindset with a collaborative and team-focused approach.

  • Experience with SQL, Tableau, Power BI, or other business intelligence and reporting tools.

  • Experience in foodservice distribution, consumer products, manufacturing, or related industries.

Pay

SALARY RANGE: $140,000 - $160,000. This role will be bonus eligible.

Benefits

Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion, the salary offered.

AUI is an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.

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