Head of Revenue Margin Growth

There’s Always a Seat at Our Bar 

The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future – whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble. 

What You’ll Get

• Benefits – Awesome coverage for: Medical, Dental & Vision
• Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
• Retirement – up to 5% contribution on 401K plan
• BEER – and non-alcoholic Lagunitas beverages
• Schwag – 50% off food and merch
• Gym Membership – $50 monthly reimbursement for that beer belly (or at least to prevent it)
• Pet Insurance – keep your fur babies covered with pet insurance options
• Skills to Pay the Bills – professional development, 24/7 operation
• Flexibility – Hybrid Schedule (3 days Onsite; 2 days remote) – Based In Petaluma
• It’s Friday, Ya’ll – Get Paid every other Friday; Annual salary ranging between $144,826 -$162,929

The Gist

Revenue Margin (RM) is one of Lagunitas’ top priorities for the coming years. For that reason, it is critical to quickly upscale capability in the area across regions and markets. RM is a holistic approach to support Category Revenue Growth agenda in a competitive and profitable way. Holistic RM spreads across 5 pillars: Brand Strategic Pricing, Channel Pack Price Architecture, Mix Management, Promotional and Trade Terms Mgnt.

What You’ll Do

• Own Revenue Management topic within Lagunitas, acting as an independent RM advisor/manager for the business
• Drive the Lagunitas Revenue Management agenda, aiming for constant maximization of Revenue/HL and FGP through:
  • Setting guardrails on (consumer/customer) pricing, promotions, product/customer mix and trade terms
  • Disciplined analytics (combining internal and external data, financial and non-financial)
  • Evaluating performance to ensure execution and continuous improvement through learnings
• Conduct annual pricing review to identify potential RM benefits (based on RM analytics, market intelligence, etc) and set guardrails on customer pricing, promo, trade terms, and mix execution, e.g.:
  • Brand Portfolio Pricing & Pack-Price Architecture: Advise marketing on setting of target consumer brand prices, conduct white space analytics, translate optimal consumer brand prices (RRP) to SKU list price, set net 2 and 3 price guardrails and monitor consumer and net price realization by SKU/account
  • Mix: Analyze current mix performance, identify mix opportunities, support prioritization of SKU mix based on profitability-potential analytics, help set SKU mix allocation and track execution
  • Promotions: Continuously track promo performance (uplift, ROI) using promo analytics tool and set mandatory promo guardrails by brand, account, pack type
  • Discounts & Trade Terms: Identify profit pool opportunities and defensibility risks, set Trade Term framework and guardrails; support TT negotiations on how to improve SMART conditionality
• Responsible for setting and continuous tracking of RM objectives within Lagunitas business strategy, e.g.
  • Track & monitor RM performance throughout the year vs targets/guardrails
  • Escalate out-of-guardrail pricing, promo or trade terms for sign-off
• Drive continuous RM improvement cycle:
  • Conduct annual RM assessment; define and execute resulting RM agenda for coming year
  • Train relevant functions with Lagunitas on RM topics/tools
  • Drive continuous improvement of RM content & processes within Lagunitas
• Support other functions within Lagunitas on RM topics & processes, e.g.:
  • Support Finance on allocation of resources/funding by accounts, brands and pack types and help Finance set RM targets based on collective insights and recommendations
  • Support Sales with development of account plans and promo calendar within RM guardrails
  • Support Marketing with setting optimal brand / portfolio pricing (e.g. based on elasticities)
  • Support innovation agenda with RM market insights (on pricing / positioning / white spaces)
  • Manage interaction and collaboration between different functions/roles on RM topics

What We’re Lookin’ For

• Master’s Degree Preferred, Bachelor’s Degree required
• 5 - 10 years commercial & analytics experience, preferably in FMCG
• Strong strategic analytical skills – ability to review complex, ambiguous/incomplete data, pulling out key insights
• Intellectual curiosity and ability to search out facts without prior process/guidance
• Passion for delivering result, take ownership and translating insights into concise practical plans for execution
• Strong interpersonal/communication/influencing skills to win support and drive decision making at MT level
• High level of cross functional cooperation: effectively partnering with communication, control, account & brand teams
• Ability to visually present analysis, key insights, facts & figures in a compelling way; tailor content to audience
• Commercial acumen: understanding customer landscape and how to get RM insights translated to shop floor
• Experience of Nielsen/IRI/EPOS data
• Experience of panel data (Kantar/GfK)
• Confident with big data; strong with excel and other data software
• Experience in successfully guiding and managing small teams is an advantage

Key Relationships

• Reports To Finance Director
• Key Stakeholders in Sales and Marketing
• Global RM Team
• RM Analyst team (RM Manager’s direct reports)

Come as You Are 

At Lagunitas, we welcome people (and dogs) from all walks of life. Anyone, regardless of their race, creed, nation of origin, sexual orientation, gender identity or expression, disability status, veteran status, marital status, or age, has a home here. Love, progress, and acceptance will always have a seat at our bar.