Director of Revenue Management

Director, Revenue & Category Management

In 1889 the Clover Leaf brand was first introduced to Canadians when the company began operating the first commercial salmon cannery on the Fraser River near Vancouver, British Columbia.

Over the last 135 years, Clover Leaf has grown to offer a variety of seafood products including canned tuna, salmon, sardines, oysters, mussels, clams, and shrimp. Clover Leaf is consistently voted by Canadians as the #1 most trusted brand for canned seafood. Today, canned seafood is bought by 70% of Canadians. Clover Leaf is the #1 brand in the category, with over 40% share of the market and 90% brand awareness. Clover Leaf Seafoods offers seafood under the Clover Leaf and Brunswick brands. Brunswick is the #1 brand of canned sardines in Canada. Our International division, Bumble Bee Seafoods International, exports to over 40 countries around the world, and Brunswick is the #1 brand of Sardines in the Caribbean region.

Clover Leaf Seafoods, along with our U.S. affiliate, Bumble Bee Foods, form one of North America’s largest branded seafood companies. In 2020, Clover Leaf Seafoods, along with Bumble Bee Foods, was acquired by our long-time partner, FCF Company Ltd. FCF is a privately held company and one of the world’s largest marine trading companies, with 50 years of experience in the supply of tuna and other seafood. With FCF as a strong strategic owner, Clover Leaf Seafoods is well-positioned for future growth.

Our Beliefs and Purpose: Delicious, protein-rich, versatile, convenient, and affordable. We believe seafood is one of the greatest foods on the planet.

Our Purpose: Feeding people’s lives through the power of the ocean.

Our How: Trusted brands offering seafood products that are delicious, nutritious, and accessible.

As a company of seafood lovers, we have made it our mission to discover new, innovative, and more sustainable ways to source foods from the ocean for our family of brands and help others discover seafood goodness. We offer the largest range of certified sustainable seafood in the canned seafood category.

Director, Revenue & Category Management

Reporting to the Vice President, Marketing, the primary objective of this role is to drive “best in class” revenue management capability within the Revenue Management team and across the organization to maximize revenue, margin and share in Canada.

What You’ll Do Here:

• Lead the price and promotion strategy, leveraging predictive analytics, and knowledge of market conditions and cost changes.
• Set clear strategic and tactical pricing and promotion guidelines by product, channel and region.
• With your team, lead Monthly Business Planning meetings with key customer teams to identify value growth opportunities based on strong analytics and insights, primarily focusing on promotion strategy and instore drivers.
• Own strategic category knowledge and insights using NielsenIQ to identify opportunities for brand and category development.
• Collaborate with Sales and Marketing to ensure success of commercial priorities like innovation, in-store activation, and category leadership.
• Lead the Canadian implementation of an upgraded Trade Planning & Management system (to be identified) for North America, in partnership with the U.S. Director of Business Management.

Drive “Best in Class” Revenue Management Capability

• Utilize the NIQ Trade and Price Optimization (formerly Cornerstone) system to set overall trade promotion and price strategy for our portfolio of products with support from the Price and Revenue Manager:
• Create pricing strategies rooted in predictive analytics, price elasticity, competitive interaction and changes in costs to maximize revenue, margin and share.
• Issue trade promotion direction to the Sales account team.
• Recommend and execute price increases as required.
• Monitor delivery of profit margin by product line & recommend actions to maximize.
• Develop annual operating plans in partnership with Marketing, Sales and Finance to set pricing direction and share projections.
• Liaise with Procurement for future cost and supply changes and act as the critical link for Financial Planning to ensure accuracy of Net Unit Revenue.
• Ensure integrity of master pricing and product hierarchy data.

Lead the Team

• Coach and develop two direct reports: Pricing & Revenue Manager & Trade Marketing Assistant Manager.
• Create an inspiring vision for change, and advocate for that vision throughout the organization and among your key stakeholders (Executive Team, Sales Leaders, Finance, US counterparts).

Deliver the Results

Drive key business metrics, including:

• Volume and Net Sales.
• Profit improvement.
• Market share.

Build Collaborative Relationships

• Build strong working relationships with Sales, Finance, Consumer Marketing, Supply Chain, Operations and external partners to create one commercial team focused on executing with excellence.
• Positively contribute towards increasing the cohesiveness of the group and take personal accountability to help raise its effectiveness.
• Further strengthen collaboration with US counterparts to share best practices.

Share Category Knowledge and Insights

• Leverage Nielsen analytics to identify key trends and insights and communicate these to the broader team.
• Issue monthly reporting and presentations.
• Monitor competitive activity.
• As needed, develop business reviews on key product lines leveraging Nielsen data
• Identify Portfolio Management opportunities, working with Finance, Sales and Consumer Marketing.
• Support the development of presentations to senior management.

What You Bring to the Team:

• Demonstrated capability of managing pricing and trade spend at a CPG company in Canada.
• Keen to use data analytics to provide actionable insights, with the ability to make decisions and execute.
• A passion to drive results & change agent capability.
• Must be able to demonstrate the ability to initiate, develop and deliver plans to a successful outcome.
• Strong business/financial acumen & familiarity with managing a P&L.
• Data savvy & outstanding analytical skills.
• Advanced sales & category understanding with an in-depth knowledge of grocery retailers in Canada.
• Prior experience analyzing, interpreting presenting Nielsen data insights is a must.
• An exceptional team player. With excellent interpersonal, written, verbal and communication skills.
• Comfortable and capable presenting to senior leadership and can distill complex data into concise communication points.
• Proven ability to effectively achieve results across. functions and organizations through collaboration, negotiation and influence.
• Coaching & Mentoring Skills; challenges people and captures their commitment to achieve superior results.
• Technical skills including advanced Excel capability. Previous experience in CAS, SAP or other TPM solution & COGNOS is ideal.
• University degree in Business or Commerce.
• 10+ years of experience in the CPG Food / Beverage industry in roles involving Pricing and Revenue Management, Trade Marketing or Customer Finance.
• Preference for some Key Account sales experience in Canada.
• Demonstrated capability of managing pricing and trade spend at a CPG company in Canada.
• Keen to use data analytics to provide actionable insights, with the ability to make decisions and execute.

Why Work for Clover Leaf Seafoods?

• We are a medium-sized company with a collaborative and inclusive culture.
• We work efficiently as a team and provide an environment where you can make an impact on the business.
• As part of our “focus forward” value to build the future for our company, we are committed to continuously evolving and learning together as a team.
• We are proudly a “people-focused” company, knowing that the best and only true way to achieve our company mission is through our people.

What we offer:

• Engaging and agile workplace culture, collaborative and inclusive teams.
• Investing in our people through numerous learning and development programs such as GROW and LEAD.
• A variety of wellness benefits, employer-paid health and dental premiums, Employee Assistance Program, access to virtual health care, and more.
• Commitment to resource sustainability.
• Tuition reimbursement opportunities.
• Recognition and rewards through our programs.
• Company matching pension plan.

Clover Leaf Seafood fosters diversity, inclusion and belonging within and across our organization. We welcome all to apply, including women, visible minorities, Indigenous peoples, persons with disabilities, and persons of any sexual orientation or gender identity. Interested applicants can apply directly.

Clover Leaf Seafood is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to meet your needs.