Share this Job

Director Revenue Management & Growth, National Accounts

We Go Places! How about you?
Location: White Plains, New York
Function: Finance
Sub Function: Finance - Business Control
Type of contract: Permanent



About the Role: 

The Director Revenue Management, National Accounts role is the lead Business Partner for the National Account sales team working to unlock Revenue Growth opportunities through data-driven insights. You will ensure effective business decision making through value-added support & strategic thought leadership and will bring to life our Revenue Management agenda with our key National customers. In this role you will also  increase shareholder value for HEINEKEN by setting and supporting delivery of challenging OpCo financial and non-financial commercial targets within an effective and robust revenue management agenda.


Key Responsibilities:

  • Display leadership and direction to the Revenue Management team as well as the greater finance function. Contribute to team culture by demonstrating the Heineken Behaviors. Drive performance accountability and ongoing employee development with your direct reports
  • Drive the Revenue Margin Growth strategy, identify and optimize price at retail
  • Working closely alongside, supporting, challenging, and influencing the National Accounts Management Team. Provide advice, guidance, and influence/strengthen decision making with National Accounts
  • Support us across the Revenue Management pillars through fact-based decision making enabled by tools:
    • Price Strategy and Brand Positioning
    • Price realization
    • Pricing trade off evaluation
    • Mix strategy and pack prioritization
    • Promotion planning and effectiveness
    • Margin analysis by channel, customer, brand and SKU.
    • Other Global Tools/ Frameworks
  • Drive greater connectivity across National Accounts and the broader RMG team.  Ensure the development of a Return on Investment (ROI) mindset by close collaboration with Revenue Managers with our Regional Business Units, Sales partners, and other Finance departments.  Perform pre and post activity evaluation to scale profitable ones and stop the non-profitable ones
  • Oversee the development of value-added analytics and business insights to advance our understanding of the development of our business
  • Evaluate performance to ensure efficient execution and continuous improvement through learnings
  • Support the creation of inputs for key processes such as SP, AP and Monthly Reviews
  • Support the brand teams with price positioning, price pack architecture and promotion strategies
  • Embed Revenue Margin Growth mindset across the organization, influence key stakeholders to focus on fact-based decision making
  • Present results to the National Sales / Channel and Commercial Marketing Teams
  • Support Sr. Director RMG in a variety of RMG activities, from ad-hoc Projects (Global, Regional, Local) to creating RMG Tools and models (Excel, PBI, Anaplan)


Basic Qualifications/Requirements:

  • Undergraduate in Business, Sales, Marketing or Finance required
  • 10+ years of related Revenue Management experience with demonstration of analytic and information driven experiences
  • Prior work experience in the CPG industry
  • Prior leadership and management experience
  • Experience partnering with keys stakeholders with ability to influence at all levels.
  • Experience with information systems and related tools for staging and deploying information
  • Experience in Data Modelling
  • Advanced Excel and PowerPoint skills
  • Experience using Nielsen/syndicated data
  • Power BI experience


Preferred Qualifications:

  • Finance experience (business math/economics) preferred
  • MBA


HEINEKEN Behaviors

  • Connect
  • Shape
  • Develop
  • Deliver


Heineken USA is an equal opportunity employer. We believe the diversity of our people makes us as strong and unique as our brands. We do not discriminate based on race, color, religion, age, or any other basis protected by law.


This position is not available for visa sponsorship.


Target Base Salary: $160,000 - $175,000


HEINEKEN USA Inc., the nation's leading high-end beer importer, is a subsidiary of HEINEKEN International NV, the world's most international brewer. Key beers and ciders imported into the U.S. are Heineken®-- the world's most international beer brand, Heineken® 0.0, Heineken® Light, the Dos Equis Franchise, the Tecate Franchise and Strongbow Hard Apple Ciders. HEINEKEN USA also imports Amstel Light, Red Stripe, Tiger, Carta Blanca, Bohemia, and many more. For the latest, follow us on Twitter @HeinekenUSACorp, or visit


We are a proud family with rich heritage and history. We are passionate about the beer and cider that we sell. At our core we are pioneers, mavericks, and entrepreneurs.  We connect people by creating meaningful experiences and memorable moments. Every day you have the opportunity to be extraordinary and leave your mark.


We Brew Experiences That Inspire Legendary Lives

Nearest Major Market: White Plains
Nearest Secondary Market: New York City

Job Segment: Revenue Management, Revenue, MBA, Manager, Information Systems, Finance, Management, Technology