Senior Director, Revenue Management

At Saputo, we bring good to the table by making high-quality products, investing in our people, and supporting communities around the world . As a top 10 global dairy processor, we value contributions that matter and strive to foster an inclusive, growth-driven work environment. Ready to bring your best?

Overview of the role:

Saputo is seeking a Senior Director, Revenue Management – North America.

The Senior Director, Revenue Management leads Saputo North America’s revenue management agenda across Canada and the United States to deliver sustainable, profitable growth across customers, channels, categories, and products. This role integrates pricing, trade investment, promotion effectiveness, mix and assortment, and portfolio profitability into one disciplined commercial framework. The Senior Director partners with Sales, Marketing, Finance, Supply Chain, Operations, Category & Product Management, Commercial R&D, and Technology to translate market, customer, commodity, and cost dynamics into fact-based decisions and consistent execution.

As a senior commercial thought leader, the Senior Director establishes governance, analytics, tools, and decision forums that improve pricing accuracy, strengthen return on trade investment, accelerate insights, and build an integrated revenue management capability across Saputo North America while enabling market-specific execution in Canada and the United States.

How you will make contributions that matter:

Revenue Management Strategy & Governance

- Own and evolve the Saputo North America revenue management strategy, operating model, multi-year roadmap, and performance scorecard in alignment with business and commercial priorities.
- Integrate the core revenue growth levers of pricing, promotions, trade terms, mix, assortment, channel strategy, and portfolio optimization.
- Align North American standards with country-specific market conditions, customer structures, commercial practices, and business priorities to drive consistency without limiting local agility.
- Establish decision rights, approval thresholds, guardrails, and governance for pricing, trade investment, promotions, bids, contracts, and new business opportunities.
- Define clear North American and country-level decision rights, escalation paths, and accountability across the Canadian and U.S. businesses.
- Lead pricing and revenue management forums, ensuring decisions, assumptions, risks, approvals, and follow-up actions are documented and communicated.
- Serve as a trusted advisor to senior Sales, Finance, Category & Product, Marketing, Operations, and Supply Chain leaders, constructively challenging assumptions and recommending action.

Pricing Strategy, Architecture & Execution

- Lead market-based pricing strategies that reflect commodity movements, inflation, supply chain costs, cost-to-serve, competitive dynamics, and customer value.
- Oversee periodic and event-driven price reviews, scenario modeling, financial evaluation, sales materials, customer transition plans, and execution of approved price changes.
- Develop and maintain price corridors, floors, exception protocols, validation controls, and pricing policies that improve consistency and reduce value leakage.
- Optimize ERP-enabled price data, maintenance routines, and controls to improve pricing accuracy, transparency, and monthly price-change execution.
- Partner with Sales on complex negotiations and customer conversations, balancing profitable growth, customer needs, and volume risk.

Trade Investment & Promotion Effectiveness

- Own the governance and optimization of total trade investment, including planning standards, approval criteria, accrual alignment, performance tracking, and post-event review.
- Establish consistent pre- and post-promotion evaluation methods using incremental volume, revenue, margin, return on investment, and strategic objectives.
- Identify non-productive spend, value leakage, and underperforming events; partner with commercial teams to redirect investment toward higher-return opportunities.
- Maintain promotional guidelines and embed lessons learned into customer plans, annual planning, and future investment decisions.

Customer, Channel & Portfolio Profitability

- Lead recurring diagnostics across Canada and the United States, including customers, channels, categories, brands, and SKUs to identify performance drivers, risks, and corrective actions.
- Advance category and portfolio profitability by prioritizing opportunities in mix, assortment, product rationalization, and route-to-market economics.
- Develop actions for the highest- and lowest-performing customers and SKUs, including margin improvement, cost-to-serve, terms, freight, and commercialization opportunities.
- Create clear North American executive reporting that connects price, volume, mix, trade, freight, currency, and cost movements to net sales and margin outcomes, with visibility to consolidated and country-level performance.

New Business, Bids & Commercial Decision Support

- Support the financial and strategic evaluation of bids, new customers, private label, co-manufacturing, innovation, and other business development opportunities.
- Apply defined guardrails and scenario analysis to assess profitability, capacity, factory utilization, service requirements, risk, and incremental growth.
- Maintain scalable bid and tender tools, decision records, and post-launch scorecards to confirm performance against approved business cases.

Planning, Forecasting & Performance Management

- Co-lead North American net sales and customer margin planning with Sales Operations and Finance, including consolidated, country, channel, customer, category, and product views.
- Lead in-year forecasting and scenario planning for price, volume, mix, trade, freight, commodity exposure, and customer margin performance.
- Provide timely diagnostics for weekly, monthly, quarterly, and annual business reviews, highlighting causals, outlook, risks, opportunities, and recommended actions.
- Partner with Finance on close-related revenue management activities, including customer expense classification, true-ups, pricing factors, and relevant commodity or hedging impacts.

Data, Digital Enablement & Advanced Analytics

- Define the North American revenue management data, reporting, and technology roadmap, including ERP, trade promotion, customer, syndicated market,.
- Improve data quality, common definitions, master data, model governance, and controls so leaders can make decisions from trusted information.
- Harmonize revenue management definitions, performance measures, and reporting across Canada and the United States to enable comparable insights and coordinated decision-making.
- Champion responsible use of advanced analytics, automation, and AI-enabled decision support for elasticity, scenario modeling, promotion optimization, forecasting, and opportunity identification.
- Ensure analytical methods remain explainable, validated, appropriately governed, and paired with commercial judgment.
- Drive adoption of self-service dashboards and standardized tools while preserving clear accountability for decisions and outcomes.

You are best suited for the role if you have the following qualifications:

- 10+ years of progressive experience in revenue management, commercial finance, sales operations, pricing, category management, or a related commercial discipline.
- Leadership experience in consumer-packaged goods, food and beverage, dairy, or another complex, customer-driven manufacturing environment.
- Bachelor’s degree in business, Finance, Economics, Marketing, Analytics, Supply Chain, or related discipline, or equivalent relevant experience. Master's degree or advanced professional qualification in Business, Finance, Analytics, or a related field, is preferred.
- Demonstrated experience leading teams and influencing senior cross-functional stakeholders.
- Demonstrated ability to lead through a matrixed, multi-country organization and influence senior stakeholders across Canada and the United States.
- Demonstrated ability to lead through a matrixed, multi-country organization and influence senior stakeholders across Canada and the United States.
- Deep experience in pricing, trade investment, promotion analytics, customer profitability, forecasting, and commercial decision support.
- Experience translating complex data into clear recommendations, business cases, and executable commercial actions.
- Working knowledge of commodity- and cost-driven pricing dynamics, customer negotiations, and commercialization processes.
- Experience with ERP and commercial analytics environments; ability to lead processes, data, and technology improvement.
- Experience with SAP and trade promotion, pricing, syndicated data, visualization, and advanced analytics platforms.
- Experience establishing or maturing a multi-country revenue growth management capability across multiple channels, customer segments, and business models.
- Exposure to elasticity modeling, assortment optimization, AI-enabled analytics, and model governance.

We support and take care of our employees and their families by offering:

- Benefit coverage (medical & dental)
- Group retirement plan with employer contribution
- Telemedicine and assistance program for employees and their families
- Opportunity to contribute to a collective RRSP & TFSA
- Training and development programs
- Saputo Flex Program, flexible work environment (schedule/location/time off) according to department needs
- Organized activities for employees and their families
- Advantageous discounts on Saputo products

Salary: $173,685 - $227,960

*Salary offers will vary commensurate with experience, education, skills, and training.

STATEMENT ON AI:

All applications are carefully considered by our Talent Acquisition team.

Artificial Intelligence tools may be used in screening applications.

Artificial Intelligence is not used to assess or select applications.

In Canada, Saputo is a leading cheese manufacturer and fluid milk and cream processor, with a portfolio of well-loved brands such as Dairyland, Armstrong, Neilson, Alexis de Portneuf, and many more. Whether your expertise lies in manufacturing, operations, supply chain management, sales, quality assurance, or in any other function, your role is integral to our success. You will make contributions that matter, all while working alongside colleagues who genuinely care about your success and who will roll up their sleeves to help.

The material contained herein is provided for informational purposes only. All open jobs offered by Saputo Inc. and all companies, corporations, partnerships, limited partnerships and other entities controlled by Saputo Inc. (collectively, “Saputo”) on Saputo's web site are subject to specific job skill requirements. The job skill requirements, qualifications, and preferred experience are determined by a Saputo subsidiary, office or department, and all positions are subject to local prevailing employment laws and restrictions. This would include immigration laws pertaining to work authorization requirements and any other applicable government permissions or compliance. The materials on this site are provided without warranties of any kind, either expressed or implied, including but not limited to warranties regarding the accuracy or completeness of the information contained on this site or in any referenced links. While Saputo attempts to update this site on a timely basis, the information is effective only as of the time and date of posting. Strict confidentiality will be observed at all times. Saputo is an equal opportunity employer. The information on this site is for information purposes only and is not intended to be relied upon with legal consequence.

We support employment equity. Saputo strives to embed diversity and inclusion in its operations and invites candidates from all horizons to join its family. Saputo welcomes and encourages applications from people with disabilities. Accommodations up to the point of undue hardships, are available on request for candidates taking part in all aspects of the selection process.