Vice President Strategic Revenue Management

Mars; Franklin (TN); On-site; USD 180,000 - 250,000; Full time

Benefits offered by this job

Company bonus

Mars University access

Job summary

Mars is seeking a Vice President of Strategic Revenue Management (SRM) to lead the North America SRM agenda, embedding disciplined, value-led decision making across pricing, trade investment, and customer planning. The role interfaces with Sales, Marketing, Finance, Supply, and Digital to drive enterprise value.

Based on Franklin, TN, the role requires 10–15+ years of commercial experience in CPG and deep SRM expertise.

Qualifications

• Bachelor's degree in Finance Analytics or related field.
• 10–15+ years of progressive commercial experience in CPG with depth in SRM, pricing, and analytics.
• Proven ability to lead SRM as an enterprise growth capability.
• Deep expertise in pricing strategy, promotion effectiveness, and trade ROI.
• Ability to translate analytics into executive recommendations and measurable outcomes.
• Experience embedding SRM into S&OP+, annual planning, and governance forums.
• Strong cross-functional influence with senior leaders.

Responsibilities

• Define and lead the North America SRM strategy across pricing, promotion, trade investment, and value realization.
• Partner with teams to build coherent plans that improve customer outcomes while protecting enterprise value.
• Own trade investment strategy, promotion effectiveness, and ROI expectations with governance.
• Establish pricing, promotion, and investment thresholds with escalation paths for underperforming plans.
• Lead adoption of SRM analytics, ROI measurement, elasticity, and scenario modeling.
• Embed SRM capabilities and digital tools into routine pricing and customer planning.
• Develop SRM playbooks, training, and coaching for Sales, Marketing, and Finance teams.
• Build a high-performing SRM team with category, customer, analytics, and trade capabilities.

Skills

SRM leadership

Pricing strategy

Cross-functional influence

Analytics

Governance

Team development

Education

Bachelor's degree in Finance Analytics or related field

Tools

SRM analytics

TPM

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.