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Title:  Director of Revenue Management

Requisition ID:  13067-159

Atlanta, GA, US, 30328

Category:  Accounting and Finance
Travel:  No Travel Required

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


  • Pricing, price setting up lift targets
  • Price realization (% of list price achieved)
  • Margin improvement targets
  • Execution of pricing and margin improvement programs and initiatives

Required Experience

At Graphic Packaging International (NYSE: GPK), we produce the box you may have poured your child's cereal from this morning, the microwaveable tray that heated your lunch, the paper cup that held your coffee throughout the day, and the carrier of those bottles of craft beer you may enjoy tonight! We're one of the largest manufacturers of paperboard and paper-based packaging for some of the world's most recognized brands of food, beverage, foodservice, household, personal care and pet care products. Headquartered in Atlanta, Georgia, we are a team of collaborative, innovative, passionate individuals who are committed to providing consumer packaging that makes a world of difference.

With almost 18,000 employees working in more than 70 locations in North and South America, Europe and the Pacific Rim, we strive to be an environmentally responsible leader in our industry and in the communities where we operate. We are committed to workplace diversity and offer compensation and benefits programs that are among the industry's best to reward the talented people who make our company successful.

If this sounds like something you would like to be a part of, we'd love to hear from you. Learn more about us at www.graphicpkg.com.

Inspired Packaging. A World of Difference.

Graphic Packaging is an Equal Opportunity Employer. All candidates will be evaluated on the basis of their qualifications for the job in question. We do not base our employment decision on an employee's or applicant's race, color, religion, age, gender or sex (including pregnancy), national origin, ancestry, marital status, sexual orientation, gender identity, genetic identity, genetic information, disability, veteran/military status or any other basis prohibited by local, state, or federal law. Click here to view the EEO is the Law Poster.

Nearest Major Market: Atlanta

Job Segment: Manager, Revenue, Revenue Management, Product Manager, Finance, Management, Research, Operations