Sales Manager, Net Revenue Management

WHO ARE WE?

We are Health and Wellbeing, an exciting new division within Unilever built with a start-up mindset by welcoming a fantastic selection of companies to the Unilever family. In North America these include OLLY, Liquid I.V., SmartyPants, Welly, Onnit and newly announced Nutrafol. Each of these companies has a fantastic variety of benefit-led products, with strong innovation and growth potential.

Our mission, with our science-backed and disruptive portfolio, is to improve the health and wellbeing of millions of consumers and become a leading Health and Wellness organisation.

OUR ORGANIZATION – THE COLLECTIVE

As part of working together to achieve these goals we are forming one customer facing account team. Being part of the Collective offers a fantastic opportunity to represent more brands, and provide one voice to our customers, while also developing best in class capabilities. This will be a remarkable group of people coming together to work across a number of the different operating companies.

OUR HOME-BASED APPROACH: 

While working for the Collective, at this stage, you will also be connected to a home company. The home company for this role will be OLLY PBC. The development of ourselves as a Health and Wellbeing Collective is still in its infancy and so we welcome you to join us on the next chapter of this exciting growth journey.

THE ROLE: SALES MANAGER -NET REVENUE MANAGEMENT (NRM), WBC 

Reporting to the VP of Sales Transformation, the Sales Manager Net Revenue Management (NRM) is an individual contributor role, working cross-functionally across Sales, Marketing, Finance, and Supply Chain. NRM is a holistic approach that leverages portfolio optimization, pricing strategy, mix management, and promotional spend efficiency to maximize net revenue and margin performance. This leader will (a) deliver 5–10% efficiency in Trade/Reduced Revenue through price-pack architecture, promo ROI, and customer investment optimization; (b) establish clarity and transparency into the full Trade/Reduced Revenue construct via a standardized price waterfall and reporting; and (c) partner closely with Finance leadership (FP&A and Controllership) to translate NRM actions into P&L impact—expanding gross margin, improving mix, and funding growth investments. Your goal is to ensure the right product reaches the right consumer at the right price—creating mutual value for customers, consumers, and WBC. Through this, you will directly influence both top-line acceleration and bottom-line strength.

KEY RESPONSIBILITIES

• Lead strategic portfolio assessments to guide sales planning, identify price realization gaps, uncover white space opportunities, and ensure price-pack execution aligned with brand and portfolio strategy.
• Optimize pricing and pack architecture across channels and customers by partnering with Sales, Marketing, Finance, and Supply Chain. Use scenario modeling to anticipate competitive moves, elasticity, and mix shifts that drive profitable growth.
• Design and evaluate promotional strategies that align with brand objectives and deliver strong ROI. A/B test mechanics, optimize calendars, and scale high-margin tactics to elevate promotional effectiveness.
• Establish disciplined investment guardrails—including depth, frequency, mechanics, and ROI thresholds—supported by a pre-commit sign-off process with Finance and Sales to ensure value-driven decisions.
• Develop advanced financial models and methodologies for pricing simulations, white space launches, and holistic customer-level P&L views that connect price, mix, promo, and terms to contribution margin and cash flow.
• Advance annual reduced revenue rate planning by integrating standardized, weighted criteria to improve transparency and consistency.
• Create customer segmentation frameworks by OpCo to guide investment strategies, prioritize opportunities, and tailor commercial approaches.
• Define and track KPIs to measure NRM initiative success and enable best-in-class performance management.
• Establish a robust NRM operating cadence through monthly Councils, QBRs with executive readouts, and post-event ROI audits to drive accountability and continuous improvement.
• Build cross-functional NRM capabilities across Sales, Marketing, Finance, and Supply Chain through targeted training on price waterfall, ROI, and mix levers. Champion data-driven decision-making across the organization.
• Live WBC’s team values: BE YOURSELF, BE DISRUPTIVE, BE PASSIONATE, BE SUPPORTIVE—and make life better for our teams, our customers, and our consumers.

CAPABILITIES + SKILLS REQUIRED

• 6–8+ years in CPG Revenue Growth/NRM, Commercial Finance, or Sales Strategy with demonstrable P&L impact.
• Expert in price waterfall/NSR analytics; strong financial acumen and analytical skills (variance, mix, elasticity, promo ROI, IRR).
• Hands-on with TPM/TPO tools and syndicated/retailer data (e.g., NIQ/Circana; retailer portals such as Walmart Luminate, Amazon ARA, 84.51°).
• Advanced Excel and Power BI (or similar); ability to turn complex data into clear narratives and decisions.
• Proven change agent: designs guardrails, influences senior stakeholders, and upskills commercial teams
• Ability to solve problems and drive results
• Nice-to-have: SQL/Python for ad hoc analytics; eCommerce revenue management experience.

What To Expect During The Interview Process

• Initial video screen and interview with the Hiring Manager
• Round 1: 1-2 conversations with other team members
• Round 2: 1-2 conversations with team or cross-functional partners
• Final Round: Homework*
• Our final round is called Homework. Candidates who participate in this round are given 3 questions in advance to answer and present to the interview panel they previously spoke with in the process. We understand every candidate is different. If you need a reasonable accommodation to adjust this procedure, please let us know as possible so that we can evaluate and provide other options that work for your needs

WHAT TO EXPECT DURING THE INTERVIEW PROCESS

• Initial video screen with a member of our Talent team
• Round 1: Conversation with the Hiring Manager + 1-2 conversations with other team members
• Round 2: 2-3 conversations with team or cross-functional partners
• Final Round: Homework*

*Our final round is called Homework. Candidates who participate in this round are given 3 questions in advance to answer and present to the interview panel they previously spoke with in the process. We understand every candidate is different. If you need a reasonable accommodation to adjust this procedure, please let us know as possible so that we can evaluate and provide other options that work for your needs

THE DETAILS

LOCATION: Remote

HOURS: full time, exempt (salaried)

MANAGER: VP Sales Transformation – Unilever Wellbeing Collective

PLEASE NOTE: Candidates must be authorized to work in the United States without sponsorship.

WHAT WE OFFER:

• An opportunity to work with an intelligent, inspiring, and extraordinarily fun team
• We pay 100% of the premiums for employee-only medical, dental + orthodontics, and vision insurance
• 4 weeks PTO + paid holidays + 12 Mental Health Days per year
• 100% Paid parental leave, Fertility + Adoption Benefits
• Annual Bonus
• 401(k) plan with Employer Match
• Hybrid Work + Wellness + Cell Phone Stipends
• Free product
• And much more!