Director - Net Revenue Management (NRM)

The Clorox Company; Oakland (CA); Hybrid; USD 180,000 - 320,000; Full time

Benefits offered by this job

Incentive plans

Job summary

The Clorox Company seeks a Director, NRM to lead pricing and trade strategy for profitable growth. You will design and deploy NRM capabilities and partner with BUs, Sales, Finance, and Supply Chain to translate analytics into in-market actions that lift NCS, GP, and share.

You will set portfolio price strategy, govern pricing moves, run scenario analyses, and lead a high‑performing team. The role demands strong analytics translation, cross‑functional leadership, and a clear track record of value

Qualifications

• 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).

Responsibilities

• Set portfolio price strategy (list, pack/price architecture, price gaps vs. competition).
• 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, NCS, and GP.
• 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.

Skills

Pricing strategy

Stakeholder management

Analytical thinking

Leadership

Communication

Education

MBA or equivalent experience

Tools

Pricing simulators

Scenario planning

Job description

Clorox 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.

Workplace type:

Hybrid

Our values-based culture connects to our purpose and empowers people to be their best, professionally and personally. We serve a diverse consumer base which is why we believe teams that reflect our consumers bring fresh perspectives, drive innovation, and help us stay attuned to the world around us. That’s why we foster an inclusive culture where every person can feel respected, valued, and fully able to participate, and ultimately able to thrive.

[U.S.]Additional Information

At Clorox, we champion people to be well and thrive, starting with our own people. To help make this possible, we offer comprehensive, competitive benefits that prioritize all aspects of wellbeing and provide flexibility for our teammates’ unique needs. This includes robust health plans, a market-leading 401(k) program with a company match, flexible time off benefits (including half-day summer Fridays depending on location), inclusive fertility/adoption benefits, and more.

We are committed to fair and equitable pay and are transparent with current and future teammates about our full salary ranges. We use broad salary ranges that reflect the competitive market for similar jobs, provide sufficient opportunity for growth as you gain experience and expand responsibilities, while also allowing for differentiation based on performance. Based on the breadth of our ranges, most new hires will start at Clorox in the first half of the applicable range. Your starting pay will depend on job-related factors, including relevant skills, knowledge, experience and location. The applicable salary range for every role in the U.S. is based on your work location and is aligned to one of three zones according to the cost of labor in your area.

• Zone A: $179,500 - $369,700
• Zone B: $164,500 - $338,900
• Zone C: $149,600 - $308,100

All ranges are subject to change in the future. Your recruiter can share more about the specific salary range for your location during the hiring process.

This job is also eligible for participation in Clorox’s incentive plans, subject to the terms of the applicable plan documents and policies.