Director of Revenue Management at Graphic Packaging International, LLC in Atlanta, Georgia

Role Purpose:

Lead profitability analytics, drive margin improvement activities and manage the CPQ platform for Americas Converting at GPI

Minimum Qualifications:

• Bachelor's degree required and MBA preferred


• Minimum 12+ years of increasing leadership in analytics, finance, or commercial management


• Experience in the paper and packaging industry preferred

Reports To: SVP Finance & Operations

Direct Reports: 5 direct reports including CPQ Product Manager, multiple Analysts

Location: Atlanta, GA

Activities / Accountabilities:

• Ownership of CPQ technology solution; develop and provide training, establish data governance protocol


• Design and maintain CLM platform with Salesforce.com (Contract Lifecycle Management)


• Establish the organization, process, and technology to improve revenue


• Establish key commercial terms & conditions for customer contracts


• Serves Sales VPs, Finance VPs, BU President to advise them on margin and pricing targets


• Define the strategy for how Revenue Management will serve the organization


• Provide leadership, direction and guidance for the Revenue Management department


• Develop monthly financial outlook for pricing; complete variance analysis; report findings to executives


• Validate financial realization of expected pricing


• Establish the budget for the Revenue Management department


• Accountable for pricing with the Long Range Plan


• Manage and coach direct reports in career progression and personal growth


• Develop and maintain a consistent and effective way of working with the commercial organization


• Accountable for the quality, timeliness, and adherence to budget of revenue management projects


• Accountable for the oversight and execution of margin improvement efforts


• Oversee the collaborative definition of pricing & profitability analysis with commercial leaders


• Design and lead monthly customer profitability review process


• Guide the identification of insights, determine implications, and vet the findings with stakeholders


• Guide margin target setting for new RFQs


• Provide leaders guidance when evaluating requests for price & surcharge exceptions


• Maintain all rebates, signing bonuses and commissions for AMC; includes payments and analysis


• Guide the research of new analytical methods and tools in pricing

Interfaces (who the role works with):

• Business Unit Presidents


• Sales VPs and Directors


• Commercial Director and Managers


• Finance VPs

• Customer Service


• Capacity Management & Estimating


• Plant Managers


• IT

Critical Capabilities:

• Ability to create stakeholder engagement


• Strong prioritization and decision making skills


• Leadership and talent development skills


• Ability to motivate and drive changes


• Executive presentation skills


• Expertise in the use of structured problem solving methods

KPI's/Goals:

• Pricing, price setting up lift targets


• Price realization (% of list price achieved)


• Margin improvement targets


• Execution of pricing and margin improvement programs and initiatives