VP, Revenue Growth Management

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VP, Revenue Growth Management

Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico, and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio is able to meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts and U.S. military bases. This impressive roster of brands, accounts, and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: www.palmbay.com.

Location: New York, NY / Port Washington, NY (Home Base)

Reports To: Chief Financial Officer (CFO), with a dotted line to Sales Leadership

Direct Reports: Director of Pricing & Strategy, Commercial Finance Managers (×2, Regional). Future state (if approved): a TPM Lead and expansion of the regional Commercial Finance team to Director level (up to ×6).

Compensation: $210,000 – $250,000 base salary, plus an annual bonus target of 20%

Position Overview: Reporting to the Chief Financial Officer with a dotted line to Sales Leadership, the Vice President of Revenue Growth Management (RGM) will own commercial profitability strategy across Palm Bay International’s entire brand portfolio. This is a newly created role, established as part of a finance department reorganization that stands up a dedicated RGM hub with a clear, purpose-built mandate distinct from the VP of FP&A (future state.) The VP of RGM sets frontline pricing architecture and depletion allowance frameworks, institutionalizes trade spend discipline and pricing governance across 6 geographic divisions and 40+ distributor relationships, governs distributor contract economics, and leads a commercial finance team that today includes 2 embedded Commercial Finance Managers who defend margins in the field alongside divisional Sales VPs, with a clear path to expand to as many as 6 embedded Directors as the RGM function scales. This role holds Accountable status in the pricing RACI up the full ladder to the CEO, shaping decisions far larger than its direct span of control. The ideal candidate combines rigorous commercial finance and pricing acumen with the executive presence to direct Sales, Marketing and RGM colleagues and negotiate as a peer with the CSO and CMO.

Responsibilities/Essential Functions:

• Set frontline pricing, depletion allowances, and quantity-discount frameworks for open and control states
• Establish maximum annual trade spend and discount budgets and fund allocation boundaries per brand, size, and market
• Govern multi-state distributor contract terms, margin structures, and compliance metrics across the distributor network
• Institutionalize pricing governance and trade spend discipline across 6 geographic divisions and 40+ distributor relationships, replacing ad-hoc commercial decisions with structured guardrails
• Align with Marketing and Brand teams to design new-product and regional launch pricing, validating market-level economics and preventing margin erosion from localized promotions
• Direct Sales, Marketing and RGM teams on pricing decisions and serve as the primary Finance counterpart to the CSO and CMO on commercial strategy
• Lead the Director of Pricing & Strategy — and, in the future state, a dedicated TPM Lead — in administering state-by-state pricing matrices, the Trade Promotion Management (TPM) platform, and monthly promotional ROI reporting
• Lead the regional Commercial Finance Managers (currently 2, with room to expand to 6 Directors in the future state) in joint distributor business reviews with Sales VPs, reconciling shipment, depletion, and retail scan data to catch margin leakage at the source
• Own distributor contract management and field-level commercial margin defense in partnership with the Commercial Finance Managers
• Partner with the VP of FP&A (future state) and VP of Accounting & Treasury to validate commercial market economics for M&A targets, new brand investments, and market entry decisions
• Build and scale the RGM organization toward its future-state structure, including the Director of Pricing & Strategy, a TPM Lead, National Account/Channel Analysts (×2), and up to 6 regional Commercial Finance Directors

Qualifications/Requirements:

• Education: Bachelor’s degree in Business, Finance, or Analytics required; MBA preferred
• Years of Experience: 12+ years in commercial finance, pricing strategy, or category management leadership
• Direct, hands-on experience navigating the three-tier beverage alcohol distribution system is non-negotiable
• Deep expertise in depletion data analytics and commercial distributor contract negotiation
• Proven track record setting pricing architecture, trade spend guardrails, and margin governance frameworks at scale across multiple divisions and distributor relationships
• Demonstrated ability to direct Sales, Marketing and RGM colleagues on pricing, with the executive presence to negotiate directly with C-suite commercial leaders (CSO, CMO)
• Experience owning P&L-level margin, profitability, and revenue governance outcomes — strategic ownership, not transactional, task-level pricing management
• Strong people-leadership skills, with experience building and scaling a multi-person team, including field-based or embedded finance roles
• Wine, spirits, or broader beverage alcohol industry experience strongly preferred; genuine passion for the category and the business

Salary Range: $210,000-$250,000

Benefits Overview:

Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.Palm Bay International is an equal opportunity employer.