Director - Net Revenue Management (NRM)

Job description

## Director - Net Revenue Management (NRM)Apply: Durham, NC - USA (Strickland Bldg): Oakland, CA - USA: Alpharetta, GA - USA: Full time: Posted Today: JR23511Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace**Your role at Clorox:**The Director, NRM leads enterprise pricing and trade strategy to drive profitable growth. This role owns the design and deployment of NRM capabilities (pricing, trade optimization, promotion effectiveness, pack/price architecture) and partners closely with Business Units (BUs), Sales, Finance, and Supply Chain to translate analytics into in-market actions that improve Net Customer Sales (NCS), Gross Profit (GP), and share.**In this role, you will:****Pricing Strategy & Execution*** Set portfolio price strategy (list, pack/price architecture, price gaps vs. competition/private label).* Define elasticity-based guardrails and pass-through strategies by segment/channel.* Lead pricing recommendations and governance (announcements, timing, retailer-specific execution).* Run scenario simulations to quantify impact on volume (MMMS), NCS, and GP.**Trade & Promotion Optimization*** Own trade investment strategy (EDLP/EDLC, high-low promo, media) with a shift toward pay-for-performance.* Optimize promo depth, frequency, and mix by retailer and item to maximize ROI.* Partner with Sales on Joint Business Plans (JBPs) and retailer-specific strategies.* Identify and eliminate non-productive trade; reallocate to highest-return opportunities.**Analytics & Insights Leadership*** Translate advanced analytics (elasticities, purchase structure, demand models) into clear decisions.* Lead development and adoption of NRM tools (pricing simulators, promo ROI, scenario planning).* Ensure consistent methodologies, KPIs, and data standards across BUs.* Partner with the Analytics COE to scale capabilities and improve speed to decision.**Inflation & Scenario Response*** Lead enterprise response to cost volatility (pricing/trade recovery plans).* Build and execute scenario-based plans with defined triggers and decision rules.* Coordinate cross-functional alignment to protect margin while sustaining growth/share.**Cross-Functional Leadership*** Act as a strategic partner to BU GMs, Sales leaders, and Finance.* Influence senior leadership with clear, decision-ready recommendations.* Drive alignment across functions to ensure execution against NRM strategies.**Team Leadership & Capability Building*** Lead and develop a high-performing NRM team that supports Business Units.* Build capabilities in pricing, trade optimization, and analytics translation.* Establish ways of working, governance, and performance management tied to value delivery.**Key Deliverables / Success Metrics*** NCS, Share, and GP growth driven by pricing and trade actions* Trade ROI improvement and reduction of non-productive spend* Margin recovery vs. cost inflation (COGS pass-through effectiveness)* Share and volume performance vs. competition* Adoption and usage of NRM tools and processes across BUs* Speed and quality of decision-making (scenario readiness, execution timelines)**What we look for:*** 10+ years in CPG, consulting, or related field with deep experience in pricing, trade, or revenue management* Proven track record influencing senior leaders and driving cross-functional outcomes* Strong analytical foundation (elasticity, demand modeling, financial modeling)* Experience leading teams and building capabilities at scale* Ability to translate complex analytics into clear, actionable business decisions* MBA or equivalent experience preferred**Leadership Profile*** Enterprise mindset; balances BU needs with company value creation* Decisive, data-driven, and action-oriented* Strong communicator with executive presence* Comfortable operating in ambiguity and high-pressure environments (e.g., inflation response)* Bias for value creation (focus on volume driven earnings growth)* This role is critical to advancing Clorox’s NRM capabilities and embedding pricing, product mix, and trade as core levers for profitable growth.#LI-Hybrid

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Worksite address

durham, NC, 27703, US

Who can apply

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