Commercial Finance Manager & Revenue Growth Specialist

Req ID: 6871 

Department: Sales 

Status: Reg F-T Exempt, Exempt  

Location: Napa, California (US-CA)  

Workplace Location:  On-Site

Job Summary:

The Commercial Finance Manager & Revenue Growth Specialist plays a vital role within the Commercial Strategy organization, supporting the development and execution of regionally aligned pricing and revenue growth strategies. This individual contributor works cross-functionally with Sales, Commercial Finance, and Distributor partners to protect margins, unlock growth opportunities, and provide data-driven insights that improve decision-making.  Responsible for assigned Zone/Region related to day-to day coordination and management of financial activities, a key business partner to sales to ensure financial goals are planned and executed; managing key spends (DAs, Incentives, LMFs, etc) in compliance with Distributor contracts, tracking gaps and opportunities within the Zone P&L, and scenario planning

This role supports key pillars of the Commercial Operations function including pricing strategy, financial planning, and sales analytics. The ideal candidate combines strong analytical capabilities with business acumen, curiosity, and a collaborative mindset.

Key Responsibilities:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned.  Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

Pricing Strategy & Execution

• Support regional pricing execution, ensuring alignment with national guidelines, brand strategies, and margin objectives.
• Evaluate pricing and promotion proposals submitted by Sales or Distributors and provide recommendations grounded in financial impact, ROI, and strategic fit.
• Provide strategic input to regional or national pricing strategies by synthesizing insights across brands, markets, and trade channels.

• Conduct comprehensive net sales analysis of actual vs plan and PY variance review to understand mix and pricing decisions.  

Revenue Growth & Commercial Support

• Partner with Sales to analyze trade investment efficiency, channel pricing architecture, and distributor margins.
• Support strategic decision-making by modeling impacts across pricing tiers, discount structures, and investment scenarios.

• Centralized role in coordinating and communicating expectations to deliver financial plans as determined through the ABP cycle by evaluating monthly business results with sales managers including financial statements, depletion trends and distributor inventory levels.  Ensure sales managers understand business results and collaborates on strategies to mitigate potential risks.
• Manage Distributor expense spend and local market fund usage (LMF) against MTS plans.
• Manage Month End close activities in accordance with GAAP and the FI close calendar, to ensure the accuracy of Zone P&Ls

Data Analysis & Insights

• Support the governance of price management, including revenue generating opportunity analysis and regular ROI and profitability review leveraging PSM, Net Sales, and Circana data.
• Understanding and use of tools using distributor shipment, depletion, and inventory information, retail scan data, and other internal and external data sources and systems to deliver action-based results (Power BI, SAP, BPC).
• Contribute to forecast accuracy and financial planning by integrating pricing assumptions and historical insights into business reviews and annual planning cycles.

Cross-Functional Collaboration

• Serve as a trusted resource to Sales leaders by helping them understand pricing structures, margin dynamics, and ROI considerations.

• Work closely with Sales Execution Zone leadership, Wholesale Analytics, Pricing and RPMs to understand performance trends and opportunities with their AOR; as well as to understand resource gaps for future development and overall financial growth and increased dollar market share.

• Collaborate with internal stakeholders in Finance, Marketing, and Strategy to ensure commercial alignment.
• Participate in planning meetings and contribute insights for Quarterly Business Reviews and commercial checkpoints.

Qualifications:

Education:

• Bachelor’s Degree and/or 3 -5 years of business experience required; experience in Beverage Alcohol pricing preferred

Experience:

• 3–5 years of experience in pricing, commercial finance, or revenue growth management, preferably in beverage alcohol or consumer goods; Understanding of 3 Tier system, competitors, and market trends
• Experience leading or influencing cross-functional pricing or strategy initiatives at the regional or national level is a plus.
• Prior exposure to P&L ownership or margin optimization in a distributor or supplier environment strongly preferred.
• Familiarity with Pricing Governance, LMF Budgets, Price Elasticity and/or ROI analytics at a commercial portfolio level is advantageous.

Skills:

• Strong Excel skills required; Pricing application software experience desired (VIP/VISTAR)
• Experience with syndicated data tools such as Nielsen or Circana highly preferred
• Analytical and process oriented while maintaining a strong customer focus
• Comfortable with challenging the status quo when necessary
• Ability to analyze data and translate it into meaningful insights.
• Strong written and verbal communication skills, with the ability to present findings to commercial partners and leadership.
• Highly organized, detail-oriented, and self-motivated.

Working Conditions:

• Hybrid work environment
• Fast paced and deadline driven, with cross functional project exposure
• May include periodic travel to support markets or partners
• Comply with company safety regulations

Salary Range: $86,300.00 -  $129,500.00  

The starting pay will be based on several factors, including but not limited to experience, training, education, and geographic location. TFE offers a comprehensive benefits package that includes medical, dental, vision, life insurance coverage, disability benefits, PTO, wellness programs and fertility and family building benefits.   We also provide a 401(k) plan where TFE may make a discretionary profit-sharing contribution.

Trinchero Family Estates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Trinchero Family Estates complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.