Mezzetta→
Revenue Growth Manager at Mezzetta in Larkspur, CA
Job Description
About Us:
Since 1935, we’ve been on a mission to bring a little extra happiness to everyday life and inspire connections over food. We select the finest ingredients the world has to offer, craft premium products made with love, and never settle for shortcuts. We believe that when we share our food, we share a part of ourselves — and that’s the only way we’d put our name on it.
Today, our small family company has grown into a national leader in specialty olives, peppers, and sauces under the leadership of CEO Jeff Mezzetta, and our commitment to quality has never wavered. With an 80-year legacy behind us and a bright future ahead, we’re seeking passionate, driven candidates to help us bring our cherished family traditions to a new generation.
The ideal candidate will have an immediate connection to our Core Ingredients:
- Crunchy Crunchy: We are hungry for excellence.
- Own It: We think and act as an owner – with appetite, initiative, and responsibility.
- Connection: We build authentic relationships that foster trust and open communications.
- Vibrance: We come to work eager and passionate about fulfilling our vision. When we share our work, we share a part of who we are.
The Revenue Growth Manager will translate customer, promotional, pricing, and financial data into practical recommendations that improve revenue, profitability, and commercial decision-making. Working closely with Sales, Marketing, and Insights, this manager within the finance team will balance strategic thinking with hands-on execution and will help build scalable RGM capabilities across the organization.
This role is both an analytical business partner and an operational owner. The manager will lead retailer- and customer-specific analyses, strengthen net sales and trade spend processes, build decision-support tools, and establish consistent governance for planning, execution, and performance measurement.
This position can base 4 days out of our Larkspur Landing office or hybrid between our Larkspur and American Canyon locations (with one day remote).
Responsibilities
Net Sales & Trade Investment Management
- Strengthen visibility to gross-to-net drivers, customer investment, and net sales realization by customer, brand, channel, and promotion.
- Support monthly trade spend reviews with Sales, identifying risks, opportunities, forecast gaps, and actions to improve investment discipline.
- Establish consistent trade spend classifications, planning standards, guardrails, approval processes, and performance measures.
- Evaluate customer investment structures and recommend where spending should be reduced, redirected, or reinvested to improve profitable growth.
- Connect RGM recommendations with trade planning, financial forecasts, accrual processes, and customer profitability.
Pricing, Promotion & Revenue Growth Management
- Develop pricing and price-pack architecture recommendations that balance consumer value, retailer economics, competitive positioning, revenue, margin, and market share objectives.
- Build and interpret scenario models for pricing, pack, mix, promotion, assortment, distribution, and customer investment decisions.
- Evaluate promotional effectiveness by customer, brand, category, event, and mechanic, for both EDLP, and high-low customers.
- Assess promotional depth, frequency, timing, mechanics, shopper response, and financial returns; identify low-return activity and recommend improvements.
TPM Implementation, Administration & Ownership
- Serve as the business lead and primary administrator for the replacement trade promotion management platform, with implementation targeted by April 2027 ahead of 2028 planning.
- Own business processes, user roles, master-data standards, planning calendars, approval workflows, and ongoing system governance after launch.
- Coordinate user acceptance testing, training, documentation, change management, issue resolution, enhancement prioritization, and adoption tracking.
- Maintain the integrity and usability of the TPM platform so it remains the trusted system for customer planning, trade investment, accrual support, and performance measurement.
Commercial Analytics & Decision Support
- Integrate syndicated, retailer POS, customer, promotional, and internal financial data to identify actionable growth and productivity opportunities.
- Build clear business cases, financial models, dashboards, and recurring reporting that support commercial decisions.
- Translate complex analysis into concise recommendations for Sales, Marketing, and senior leadership.
- Improve the quality, consistency, and speed of decision-making through disciplined analytical standards and modern analytics, visualization, and AI-enabled tools.
Capability Building & Cross-Functional Leadership
- Develop repeatable RGM tools, frameworks, playbooks, and decision processes for pricing, promotions, trade investment, and customer economics.
- Serve as a trusted thought partner who brings clear analysis, sound judgment, and constructive challenge to commercial planning.
- Drive alignment across Sales, Marketing, Insights, and Finance.
- Manage multiple workstreams independently, prioritize effectively, and maintain momentum in a fast-paced environment.
Requirements
- Bachelor’s degree in Business, Finance, Economics, Marketing, Analytics, Statistics, or a related field.
- 7+ years of relevant experience in Revenue Growth Management, Trade Promotion Management, Commercial Finance, Sales Strategy, Category Management, Pricing, Trade Marketing, Sales Analytics, or a related CPG function.
- Strong understanding of CPG pricing, promotions, trade investment, customer economics, gross-to-net drivers, and retailer dynamics.
- Demonstrated ability to evaluate promotional performance and translate event-level, shopper, and financial results into business recommendations.
- Advanced Excel and financial modeling skills, including scenario analysis and the ability to structure and interpret complex data sets.
- Experience with TPM/TPO platforms or comparable commercial planning and analytics tools.
- Experience partnering effectively across Sales and Finance, with strong communication, influencing, and presentation skills.
- Strong project-management capability and the ability to balance strategic thinking with hands-on execution.
Preferred
- Experience implementing, administering, or owning a TPM/TPO platform, including requirements, testing, training, governance, and adoption.
- CPG food, beverage, beauty, personal care, or other consumer-products experience.
- Experience with syndicated and retailer data platforms such as Circana, NielsenIQ, Numerator, SPINS, or comparable tools.
- Power BI or similar data-visualization experience.
- MBA or relevant master’s degree.
- Experience using AI-enabled tools to improve analysis, productivity, and written communication in a professional setting.
Our Commitment to an Inclusive Workplace:
At Mezzetta, we embrace diversity and strive to create an inclusive environment where you know you belong. Part of that commitment includes a zero-tolerance policy and being an Equal Opportunity Employer that prohibits discrimination and harassment of any kind. All employment decisions at Mezzetta are solely based on merit, qualifications, abilities and business needs, without regard to race, color, religion or belief, gender, sexual orientation, gender identity/expression, age, marital status, national origin, disability, military or veteran status, family or parental status, pregnancy, or any other status protected by law. All of us share in the responsibility of fulfilling this commitment and creating a culture where our team can thrive.