Vice President Strategic Revenue Management

Mars (New); Franklin (TN); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Company bonus

Mars University access

Job summary

Mars is seeking a Vice President of Strategic Revenue Management to embed SRM into how Pet Nutrition North America plans, invests, and grows. The role sits at the intersection of Sales, Marketing, Category Leadership, Finance, Supply, Digital, and customer teams in Franklin, TN.

You will translate analytics into practical commercial choices, drive value-led decisions, and build governance with clear priorities.

Qualifications

• Bachelor's degree in Finance Analytics or related field.
• 10–15+ years of progressive commercial experience in CPG with SRM, pricing, trade investment, or category strategy.
• Proven ability to lead SRM as an enterprise growth capability.
• Deep expertise in pricing strategy, promotion effectiveness, and ROI.

Responsibilities

• Define and lead the North America SRM strategy across pricing, promotion, and value realization.
• Partner with cross-functional teams to embed SRM into planning and governance.
• Scale analytics and digital adoption for SRM tools and decision-support.
• Develop SRM playbooks, training, and coaching across Sales, Marketing, Finance, and Supply.
• Lead and develop a high-performing SRM team in a matrix organization.
• Build governance with clear thresholds and accountability.

Skills

SRM leadership

Pricing strategy

Trade investment

Analytics & insights

Cross-functional collaboration

Team leadership

Customer planning

Education

Bachelor's degree in Finance Analytics or related field

Tools

TPM (Trade Promotion Management)

Job description

Job Description: As the Vice President of Strategic Revenue Management (SRM) you will be accountable for embedding SRM into how Pet Nutrition North America plans, invests, and grows. This role operates at the intersection of Sales, Marketing, Category Leadership, Finance, Supply, Digital, and customer teams, translating insights into practical commercial choices. Success requires shifting the organization from reactive, event-based decisions to a disciplined, value-led model with clear priorities, stronger analytics, tighter governance, and better connection to customer and category growth plans. This role is on site in our Franklin, TN office.

What are we looking for?

• Bachelor's degree in Finance Analytics or related field.
• 10–15+ years of progressive commercial experience in CPG, with depth in SRM, customer development, pricing, trade investment, category strategy, finance, analytics, or commercial transformation.
• Proven ability to lead SRM as an enterprise growth capability, not just a set of tools or workstreams.
• Deep expertise in pricing strategy, PPA, promotion effectiveness, trade ROI, customer planning, and value realization.
• Demonstrated ability to convert analytics into clear decisions, trade-offs, executive recommendations, and measurable business outcomes.
• Experience embedding new capabilities into S&OP+, annual planning, customer planning, demand reviews, scorecards, and governance forums.
• Strong cross-functional influence with senior Sales, Marketing, Category, Finance, Supply, Digital, and General Management leaders.
• Track record of building and developing high-performing teams in a complex, matrixed organization.

What will be your key responsibilities?

• Set the SRM agenda: Define and lead the North America SRM strategy across pricing, promotion, trade investment, price-pack architecture, mix, customer planning, and value realization.
• Embed SRM into Customer Pods: Partner with Walmart, eCommerce, Grocery, Club, Value, Pet Specialty, and other teams to build coherent plans that improve customer outcomes while protecting enterprise value.
• Build trade and promotion rigor: Own trade investment strategy, promotion effectiveness, ROI expectations, guardrails, and planned-versus-actual accountability.
• Strengthen governance and decision rights: Establish clear pricing, promotion, trade, and investment thresholds with escalation paths for plans that do not meet financial or strategic expectations.
• Scale analytics and digital adoption: Lead adoption of SRM analytics, TPM, ROI measurement, elasticity, price simulation, scenario modeling, and decision-support tools.
• Partner with PGTs to embed SRM ways of working: Imbed capabilites, tools, data standards, and digital capabilities that can be translated into practical routines that improve pricing, trade, promotion, and customer planning decisions at PGT level.
• Build organizational capability: Develop SRM playbooks, routines, training, and coaching so Sales, Marketing, Category, Finance, and customer teams own SRM thinking.
• Lead and develop the SRM team: Build a high-performing team with strong category, customer, analytics, trade, pricing, and transformation capabilities.

What to Expect from Mars

Work with diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we’re striving to build the world we want tomorrow, today. A strong focus on learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus.

Mars is a family-owned business with more than $35 billion in global sales. We produce some of the world’s best-loved brands: M&Ms®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL®, and COCOAVIA®. Alongside our consumer brands, we proudly take care of half of the world’s pets through our nutrition, health and services businesses such as Banfield Pet Hospitals™, BluePearl®, Linnaeus, AniCura, VCA™ and Pet Partners™. Headquartered in McLean, VA, Mars operates in more than 80 countries.

The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire our 140,000 Associates into taking action every day towards creating the world we want tomorrow.