Director of Revenue Growth Management

Cumberland Farms Director of Revenue Growth Management Job in Worcester, MA | Cumberland Farms Jobs

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Director of Revenue Growth Management

165 FLANDERS ROAD WESTBOROUGH MA

Full-time, Part-time

Job Description

Are you curious about solving complex business challenges for a leading convenience retailer? Do you have a passion for cross functional collaboration? Then you may be the perfect addition to our team!

Cumberland Farms is one of the fastest-growing convenience retailers in the United States, committed to becoming America's #1 'one-stop' destination. The business has an established pedigree of delivering excellent fuel, grocery and merchandise, and food service. Headquartered in Westborough, Massachusetts, our Company has grown to over 1,500+ locations across the United States employing over 18,000 team members. You can find us operating under the following store banners: Certified Oil, Cumberland Farms, Fastrac, Kwik Shop, Loaf N Jug, Minit Mart, Sprint Food Stores, Tom Thumb, Turkey Hill, and Quik Stop. Our US headquarters in Westborough, MA is home to our Store Support Center, Company Warehouse, and Culinary Center.

What We Offer:

• Competitive Wages
• Work today, get paid tomorrow through our earned wage access program*
• Paid Time Off
• Medical/Health/Dental Coverage
• 401K with Company Match
• Team Member Discounts
• Tuition Reimbursement
• Employee Assistance Program
• Health Savings Account
• Company Spirit Days
• Employee recognition and awards
• And much more!

Position Summary:

The Director of Revenue Growth Management (RGM) is a senior leadership role responsible for leading the company's revenue growth agenda across pricing, promotion, mix, and trade investments across the US business. Reporting directly to the VP Commercial Finance, this role partners closely with Commercial Finance, Marketing, Operations, Procurement and Leadership to identify and execute initiatives that deliver long-term, sustainable growth, strengthen decision making and provide greater visibility to the business across all areas from fuel through to center store and food.

This is a high-impact commercial role that combines the analytical rigor of finance with the strategic mindset of a business partner. The Director of RGM will build and lead the capability including tools, analytics, routines, and external partnerships that enable the business to make faster, better-informed commercial decisions. This role requires strong strategic thinking, cross-functional influence, and the ability to translate data into clear actions that drive measurable revenue and margin outcomes.

Responsibilities:

1. Lead the enterprise RGM agenda - owning pricing strategy, promotional effectiveness, mix optimization and commercial profitability across key categories including fuel, tobacco, center store and food.

2. Build and lead commercial analytics capabilities that provide timely, actionable insight to support executive and commercial decision making - moving the business from data reporting to decision enablement.

3. Develop and own decision frameworks, dashboards, and automated reporting tools that improve visibility to revenue performance, risks, pricing gaps, and growth opportunities.

4. Partner with Commercial Finance to evaluate category, loyalty, and banner opportunities - ensuring all commercial investment decisions are grounded in disciplined financial returns and net margin accountability.

5. Own and continuously improve core commercial routines, including monthly pricing and promotional reviews, forecast input, and strategic planning cycle contributions.

6. Lead the development of medium and long-term pricing architecture and mix strategy - improving revenue quality, gross margin, and EBITDA over a multi-year horizon.

7. Assess performance versus plan and prior year across pricing, mix, and promotional effectiveness - translating findings into clear recommendations and actions for senior leadership.

8. Manage and optimize trade investment effectiveness - evaluating the financial return on promotional and pricing spend and recommending reallocation where appropriate.

9. Build organizational capability in revenue management and commercial analytics - including coaching team members and upskilling commercial finance partners on RGM tools and methodology.

10. Serve as a thought partner to senior leadership on growth strategy, value creation, and commercial priorities.

Working Relationships:

The Director of RGM works most closely with the commercial finance, operational finance, procurement and category and marketing teams. The role will also work with accounting, IT, operations, and other functional areas as needed.

Requirements

Minimum Education: Bachelor's degree in Finance, Accounting, Economics, Mathematics, or a related field.

Preferred Education: Master's degree in Business Administration (MBA), Finance, or equivalent. Relevant postgraduate qualification demonstrating analytical depth and commercial thinking.

Minimum Experience: 10+ years' progressive experience in finance, revenue management, commercial strategy, analytics, or related leadership roles.

Preferred Experience: Experience leading pricing, promotion, and mix strategy in a retail, consumer goods, or multi-site environment. Track record of building analytics and reporting capabilities and translating insight into measurable commercial outcomes. Experience managing external analytics or BI partners.

Licenses/Certifications: CPA (Certified Public Accountant) or CFA (Chartered Financial Analyst) designation is a bonus but not required. Candidates with equivalent demonstrated expertise and commercial impact will be considered equally

Technical Skills:

• Advanced commercial modelling - pricing elasticity, promotional ROI, mix analysis, investment optimization and scenario planning
• Strong proficiency in data visualization and BI tools - Power BI experience strongly preferred; ability to build and own executive-ready dashboards.
• Experience connecting financial reporting to commercial data sources including loyalty programs, and point-of-sale systems.
• Develop business cases, scenario models, and financial frameworks to support strategic investment and prioritization decisions.
• Strong command of syndicated data, retailer POS, internal sales data, and financial reporting to generate actionable insight
• Ability to design and implement automated reporting and decision support tools that reduce manual work and improve speed of insight.
• Experience with statistical analysis and modeling techniques, including regression-based analysis, elasticity modeling, forecasting, and trend decomposition

Soft Skills:

• Commercial acumen - thinks and speaks like a business leader. Understands the revenue and margin levers behind every commercial decision and can articulate trade-offs clearly.
• Translates analytics into action - does not stop at the insight. Drives to clear recommendations and holds the business accountable for acting on them.
• Accountability and ownership - a genuine belief that finance's role is to drive outcomes, not report them. Takes personal ownership of results and expects the same from the team.
• Collaborative by nature - builds strong, trusted relationships across functions. Brings people together rather than operating within silos. Comfortable with joint accountability.
• Courageous communicator - able to deliver difficult messages to senior stakeholders clearly and constructively. Challenges assumptions with evidence, not just opinion.
• Talent developer - invests in the growth of the team. Sets clear expectations, coaches for performance, and builds commercial acumen at every level of the function.
• Adaptable and resilient - thrives in a fast-moving, evolving organization. Comfortable operating in ambiguity while maintaining clarity of purpose and discipline of execution.
• Connector and integrator - sees across the business, connects the dots between commercial strategy, operational delivery, and financial outcomes. Acts as a bridge, not a barrier.
• High standards with a growth mindset - not satisfied with the status quo. Continuously raises the bar for quality, speed of insight, and the commercial impact of finance.

Travel: Minimal

Hours & Conditions: Monday - Friday 8 hour day in office setting

Physical Requirements: n/a

$175000-$200000

Wage

$175000-$200000

Additional Info

At Cumberland Farms, it's important that our employees reflect the world we live in and the communities we serve. We celebrate our differences, so your unique background and skillset could bring a wonderful new perspective to our team. If you have a passion for delivering exceptional results, thrive in a fast-paced corporate environment, and bring experience in business management or related areas, we'd love to meet you - even if you don't meet every single requirement.

Consistent with Massachusetts Pay Transparency Law, we're sharing the base salary range for this position. Final pay within this range will be based on your skills, experience, and qualifications. Base pay represents just one part of our total rewards approach. We're proud to offer a variety of financial and non-financial benefits that invest in your overall growth, well-being, and career journey.

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Cumberland Farms convenience stores across the U.S.

Certified Oil • Cumberland Farms • Fastrac • Kwik Shop • Loaf N' Jug • Minit Mart • Quik Stop • Sprint Food Stores • Tom Thumb • Turkey Hill