Director - Net Revenue Management (NRM)

The Clorox Company; Durham, Northern (NC, KY); Hybrid; USD 180,000 - 240,000; Full time

Job summary

The Clorox Company is seeking a Director of Net Revenue Management to lead pricing, trade strategy, and analytics for profitable growth. Based in Durham, NC with options across multiple US locations, the role focuses on elasticities, ROI-driven promotions, and cross-functional leadership.

You will shape NRM capabilities and mentor a high‑performing team in a hybrid setting. Ideal candidates bring 10+ years in pricing/trade, strong analytics, and MBA or equivalent experience, with a proven track

Qualifications

• 10+ years in CPG, consulting, or related field with pricing/trade/revenue management experience.
• Proven track record influencing senior leaders and driving cross-functional outcomes.
• Strong analytical foundation: elasticity, demand modeling, financial modeling.
• Experience leading teams and building capabilities at scale.
• Ability to translate complex analytics into clear, actionable decisions.
• MBA or equivalent experience preferred.

Responsibilities

• Define and execute pricing strategy and governance across portfolio.
• Own trade investment strategy and promotional optimization to maximize ROI.
• Lead analytics translation and adoption of NRM tools across BUs.
• Develop inflation scenarios and contingency plans with cross-functional alignment.
• Partner with BU GMs, Sales, and Finance to drive value creation.
• Build and mentor a high-performing NRM team and capabilities.

Skills

Pricing strategy

Trade optimization

Elasticity modeling

Analytics leadership

Team leadership

Executive communication

Cross-functional collaboration

MBA preferred

Education

MBA or equivalent experience

Tools

Pricing simulators

Promo ROI tools

Scenario planning tools

Job description

## Director - Net Revenue Management (NRM)Apply: Durham, NC - USA (Strickland Bldg): Oakland, CA - USA: Alpharetta, GA - USA: Full time: Posted Today: JR23511Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace**Your role at Clorox:**The Director, NRM leads enterprise pricing and trade strategy to drive profitable growth. This role owns the design and deployment of NRM capabilities (pricing, trade optimization, promotion effectiveness, pack/price architecture) and partners closely with Business Units (BUs), Sales, Finance, and Supply Chain to translate analytics into in-market actions that improve Net Customer Sales (NCS), Gross Profit (GP), and share.**In this role, you will:****Pricing Strategy & Execution*** Set portfolio price strategy (list, pack/price architecture, price gaps vs. competition/private label).* Define elasticity-based guardrails and pass-through strategies by segment/channel.* Lead pricing recommendations and governance (announcements, timing, retailer-specific execution).* Run scenario simulations to quantify impact on volume (MMMS), NCS, and GP.**Trade & Promotion Optimization*** Own trade investment strategy (EDLP/EDLC, high-low promo, media) with a shift toward pay-for-performance.* Optimize promo depth, frequency, and mix by retailer and item to maximize ROI.* Partner with Sales on Joint Business Plans (JBPs) and retailer-specific strategies.* Identify and eliminate non-productive trade; reallocate to highest-return opportunities.**Analytics & Insights Leadership*** Translate advanced analytics (elasticities, purchase structure, demand models) into clear decisions.* Lead development and adoption of NRM tools (pricing simulators, promo ROI, scenario planning).* Ensure consistent methodologies, KPIs, and data standards across BUs.* Partner with the Analytics COE to scale capabilities and improve speed to decision.**Inflation & Scenario Response*** Lead enterprise response to cost volatility (pricing/trade recovery plans).* Build and execute scenario-based plans with defined triggers and decision rules.* Coordinate cross-functional alignment to protect margin while sustaining growth/share.**Cross-Functional Leadership*** Act as a strategic partner to BU GMs, Sales leaders, and Finance.* Influence senior leadership with clear, decision-ready recommendations.* Drive alignment across functions to ensure execution against NRM strategies.**Team Leadership & Capability Building*** Lead and develop a high-performing NRM team that supports Business Units.* Build capabilities in pricing, trade optimization, and analytics translation.* Establish ways of working, governance, and performance management tied to value delivery.**Key Deliverables / Success Metrics*** NCS, Share, and GP growth driven by pricing and trade actions* Trade ROI improvement and reduction of non-productive spend* Margin recovery vs. cost inflation (COGS pass-through effectiveness)* Share and volume performance vs. competition* Adoption and usage of NRM tools and processes across BUs* Speed and quality of decision-making (scenario readiness, execution timelines)**What we look for:*** 10+ years in CPG, consulting, or related field with deep experience in pricing, trade, or revenue management* Proven track record influencing senior leaders and driving cross-functional outcomes* Strong analytical foundation (elasticity, demand modeling, financial modeling)* Experience leading teams and building capabilities at scale* Ability to translate complex analytics into clear, actionable business decisions* MBA or equivalent experience preferred**Leadership Profile*** Enterprise mindset; balances BU needs with company value creation* Decisive, data-driven, and action-oriented* Strong communicator with executive presence* Comfortable operating in ambiguity and high-pressure environments (e.g., inflation response)* Bias for value creation (focus on volume driven earnings growth)* This role is critical to advancing Clorox’s NRM capabilities and embedding pricing, product mix, and trade as core levers for profitable growth.#LI-Hybrid