Manager of Revenue & Margin Management

Purpose and Scope/General Summary: We are looking for a Manager of Revenue and Margin Management for Pilgrim’s that reports on site to our corporate office in Greeley, Colorado.

The primary objective of this role is to develop and implement revenue management strategies that ensure our business and product portfolio are aligned with market demand, driving sustainable growth and maximizing profit opportunities. This position will lead a cross-functional team, instilling discipline in pricing execution to capitalize on market and revenue opportunities and strengthen the positioning of our Chicken Prepared Foods Business across multiple categories and channels. Responsibilities include identifying business product portfolio opportunities, analyzing industry market structure and models, monitoring supply and demand drivers, and recognizing emerging trends. The role will provide market and competitive insights to enhance our understanding of product and price positioning relative to competitors. It will support portfolio optimization in attractive segments and close revenue and margin gaps through a methodical approach. The role also identifies mix and pricing opportunities, manages the ongoing revenue processes, and applies best tools and practices to recommend optimal price and product mix strategies that advance company goals. Additionally, it promotes discipline and best practices across various channels.

Successful Candidate:

• A successful candidate must be a cultural fit and represent our company values.
• Must be a dynamic leader, with strong sense of urgency, build meaningful relationships with business leaders, understand well the different businesses and opportunities, build valuable partnerships and tailor the approach to each context.
• He/she should be a leader of change, self-motivated, proactive and an opportunity seeker.
• Should have a result-oriented approach, while comfortable to manage cross-functional objectives, tradeoffs and different agendas while being the gate keeper of the decision process and revenue/margin goals.
• He/she should take a simple and pragmatic approach, manage well conflicting interests, while driving the opportunity development agenda cross-functionally.
• Be a process owner and facilitator, have a growth mindset, collaborating as part of a team, providing insights and becoming a trusted advisor for category, marketing, sales and business teams.
• Must master both implementing and managing capabilities within revenue and margin management and insights.
• He/she should be comfortable navigating both tactical and long-term initiatives with good organization to manage multiple and conflicting priorities.
• Must have a well-rounded business acumen, be able to communicate clearly, adapt to different contexts, while still providing value to the organization through developing business opportunities in a disciplined manner.
• Must be a team leader, able to identify and develop high performance talent, with a service-oriented mentality, to address company goals.
• Must be well connected with the teams and partners, to keep track of the market movements, business cycles, dynamics and opportunities, while finding ways to effectively and coherently position prices across products and channels.

Responsibilities:

• Stakeholder management:
  • Work closely business leaders and other stakeholders to proactively diagnose their main opportunities, identify strategic and tactical initiatives and set priorities.
  • Identify capabilities required, benchmark best practices, build new processes, tools and methods and align on service level needs to define the right resources and budget required.
  • Create a pipeline of opportunities for the stakeholders in line with their KPI’s and company goals.
  • Serve as a trusted advisor in Revenue and Margin Management.
  • Revenue and Margin Management:
  • In line with the strategic objectives, identify category and channel dynamics, market structure and variables that influences how prices are set.
  • Diagnose the business practices for gaps and opportunities and set clear revenue targets and KPIs and work with cross-functional teams to achieve them.
  • Define the role of Revenue Management according to each business and market configuration, how to balance the objectives of growth, margin, and risk, and further build our approaches and strategies accordingly.
  • Create, monitor and adapt pricing strategies in response to specifics of channel and category dynamics for both retail and food service.
  • Analyze and optimize the margin mix to achieve revenue and profitability goals, conduct pricing analysis and forecasting to identify revenue growth opportunities.
  • Create and manage price pack architectures that align with custumer and consumer preferences with channels, categories, brands, and specific customer and market dynamics.
  • Manage pricing Requests for Proposals (RFPs) and provide critical tactics to negotiate pricing agreements with key clients, considering multiple variables to optimize the decision process.
  • Identify and mitigate risks associated with pricing, costs, and market dynamics, optimizing the revenue and margin levers, in accordance to each to our category/ pricing strategies and business / market configuration, providing clear guidance for negotiation, implementation and execution.
  • Develop and implement trade and promotional strategies for both retail and food service channels to maximize revenue, while maintaining profitability, ensuring alignment of trade and promo plans with overall business objectives and market conditions.
  • Manage and optimize trade spend budgets to ensure efficient use of resources, collaborating with sales teams to allocate trade funds effectively to drive sales and revenue.
  • Assess the effectiveness of promotional activities and adjust strategies as needed, utilizing data and analysis to maximize the ROI of promotions.
  • Oversee the alignment of product portfolios to ensure supply meets best market demand.
  • Build frameworks for data-driven decisions on product innovation, development, and discontinuation.
  • Benchmark and monitor execution across business, categories and channels, ensuring optimal execution while maintaining coherence across multiple segments, and identifying the appropriate action items. 
• Capability Building:
  • Assess our capabilities, define best practices, benchmark against other models, identify process gaps, help integrate the team within the business cycle and implement the routines for effective goals.
  • Build the processes, models, tools and best practices on how to set and execute our revenue and margin objectives tailored to each Business needs.
  • Identify, manage and develop internal and external partners to support our technology, resource and expertise needs effectively managing our budget in line with value provided across business.
  • Integrate our pricing and margin information databases, build our systems, manage multiple data sources and partners, build our dashboards, platforms and automate processes.
  • Develop processes with the right cadence and communication devices (reports, meetings, etc.) and routines to appropriately engage with stakeholders and the business to support the decisions.
  • Provide clear recommendations on our governance process, with the appropriate levels of ownership, the right workflow approval, checks and balances and compliance.
  • Hire, train, lead and develop teams of analysts to effectively work alongside with business leaders.
• Other duties as assigned

Qualifications: 

• Master’s degree in business, Strategy, Marketing, Economics, or a related field.
• At least 7 years of experience in a corporate environment, including both building and managing pricing, revenue, and margin management teams and processes. Must have a strong understanding of various models and approaches within the food industry, covering both retail and foodservice channels.
• Experience in CPG, agriculture, or animal protein industries is preferred.
• Proven track record in developing comprehensive Sales and Market Intelligence programs.
• Strong analytical skills, with a clear understanding of business objectives, insights methodologies, and frameworks. Demonstrated hands-on experience and career advancement in this area.
• Leadership abilities, along with excellent communication, networking, collaboration, and relationship-building skills.
• Exceptional analytical, consultative, and problem-solving capabilities.
• Service-oriented mindset and availability to support business needs.
• Highly organized with strong planning skills.
• Experience in pricing or revenue management across various category dynamics, with solid knowledge of both commodity-based and value-driven approaches.
• Familiarity with Price Pack Architecture, Trade Promotion Management (TPM), Yield, and Margin Management frameworks.
• Project management experience and capability-building skills.
• Research-driven and growth-oriented mindset, with the ability to effectively communicate and present insights to a non-technical audience.
• Working knowledge of supply chain and manufacturing operations.
• Proficient in Microsoft Excel, PowerPoint, and other sales, pricing, and trade management solutions.

• Can perform the functions of the job with or without a reasonable accommodation
• As a salaried position with the company, you may be required to travel at some point to other facilities, to attend Company events, or as a representative of the Company in other situations. Unless otherwise specified in this posting, the amount of travel may vary and the most qualified candidate must be willing and able to travel as business needs dictate.

The applicant who fills this position will be eligible for the following compensation and benefits:

• Benefits: Vision, Medical, and Dental coverage begin after 60 days of employment;
• Paid Time Off: sick leave, vacation, and 6 company observed holidays;
• 401(k): company match begins after the first year of service and follows the company vesting schedule;
• Base salary range of $108,000-$132,000;
• Incentive Pay: This position is eligible to participate in the Company’s annual bonus plan, the amount of bonus varies and is subject to the standard terms and conditions of the incentive program; and
• Career Development: Our company is dedicated to supporting professional growth by offering continuous learning opportunities and a focus on career growth through various learning and development programs.

For individuals assigned and/or hired to work in states where it is required by law to include a reasonable estimate of the compensation for any given position, compensation ranges are specific to those states and takes into account various factors that are considered in making compensation decisions, including but not limited to a candidate’s relevant experience, qualifications, skills, competencies, and proficiencies for the role.

This position does not have an application deadline. We will continue to recruit until the position has been filled.

The Company is dedicated to ensuring a safe and secure environment for our team members and visitors. To assist in achieving that goal, we conduct drug, alcohol, and background checks for all new team members post-offer and prior to the start of employment. The Immigration Reform and Control Act requires that verification of employment eligibility be documented for all new employees by the end of the third day of work.

About us: JBS USA is a leading global food company providing diversified, high-quality products to customers in approximately 100 countries on six continents. Our team members and facilities in the United States allow us to offer a diverse portfolio of fresh, value added and branded beef, pork, chicken and prepared foods products. JBS USA is also the majority shareholder of Pilgrim’s, the largest poultry company in the world. JBS USA employs more than 72,000 team members in 31 United States and Canada. Our corporate office is located in beautiful Greeley, Colorado, where our 1,200 team members onsite enjoy more than 300 days of sunshine a year.

Our mission: To be the best in all that we do, completely focused on our business, ensuring the best products and services to our customers, a relationship of trust with our suppliers, profitability for our shareholders and the opportunity of a better future for all of our team members.

Our core values are: Availability, Determination, Discipline, Humility, Ownership, Simplicity, Sincerity

EOE, including disability/vets

Unsolicited Assistance: JBS and its companies do not accept unsolicited assistance from any recruitment vendors for any of our open jobs. All resumes or candidate profiles submitted by recruitment vendors or headhunters to any employee at JBS and its companies or via the applicant tracking system, in any form without a valid written request and search agreement previously approved by HR, will be solely owned by JBS and its companies. No fees will be paid should the candidate be hired by JBS and its companies because of an unsolicited referral.