Associate Director, Revenue Management

Associate Director, Revenue ManagementAlbert Uster Imports, Inc. ("AUI") is a privately held gourmet food company headquartered in the Washington, DC area with warehouse locations in Kansas City, Las Vegas, Miami, Los Angeles, San Francisco, Gurnee and Gaithersburg. AUI falls under the Vestar Capital Partners portfolio with affiliate organization, Roland Foods, LLC.Founded in 1968, the company offers over 1,400 products from around the world. We serve leading hotels, restaurants, casinos, cruise lines, airlines, and manufacturers with innovative, high quality products and solutions to their most demanding culinary challenges. We operate a network of distribution centers across the U.S. and serve select international markets as well. AUI has a national direct selling organization of over 60 sales professionals and a staff of culinary experts (chefs and food scientists) adept at custom product solutions.The Associate Director of Revenue Management is a key commercial leader responsible for driving profitable growth through pricing strategy, revenue management analytics, customer profitability optimization, trade program management, and disciplined pricing execution across all AUI's sales channels. Operating as a hands-on player-coach, this leader will manage and develop the Revenue Management team while remaining actively engaged in the analytical and executional work.

Responsibilities include developing pricing models, evaluating customer profitability, supporting bids and customer negotiations, managing pricing execution, and translating financial analysis into actionable commercial recommendations.The successful candidate combines strong financial and analytical capabilities with leadership, communication, and influencing skills. This individual will partner closely with Sales, Purchasing, Innovation, Financial Planning & Analysis (FP&A), Customer Experience, and Leadership to improve pricing effectiveness, optimize customer investments, and support strategic business decisions that drive sustainable gross profit growth. This role offers significant visibility across the organization and provides a unique opportunity to influence commercial strategy while developing broad business knowledge across multiple functions.As a response to the pandemic, Albert Uster Imports office employees have transitioned to a hybrid working schedule, requiring employees to report in-person Monday through Wednesday, with the option to telework on Thursday and Friday each week. Due to the collaborative, cross-functional nature of the organization, employees at the Gaithersburg office are required to work in-person for the abovementioned days, outside of any People & Culture-approved disability accommodation request.ResponsibilitiesOwn and support pricing execution across all AUI's sales channels, ensuring accuracy, consistency, and alignment with overall pricing strategyLead the customer price change process across all sales channels, including analysis, recommendation development, approval coordination, execution oversight, and post-implementation measurementPartner with Purchasing, Sales, Finance, and Leadership to evaluate cost changes, customer and product price positioning, margin impact, and price-volume tradeoffsSupport the management of sub-distribution and national account pricing deviationsMaintain pricing controls, governance processes, and pricing data integrity to ensure consistency and compliance across the organizationDrive continuous improvement of pricing processes and methodologies to improve effectiveness and profitabilityNew Customer Pricing, Bids & Commercial OpportunitiesLead pricing support for new business opportunities, including formal bids, customer requests, strategic initiatives, and contract negotiationsPartner with Sales, Purchasing, Operations, and Finance to ensure pricing recommendations reflect commercial objectives and operational realitiesParticipate in opportunity pipeline discussions to align pricing assumptions, volume projections, and financial expectationsProvide financial analysis and recommendations to support customer negotiations and strategic commercial decisionsEvaluate pricing scenarios, margin opportunities, and profitability implications to support growth objectivesTrade Spend ManagementOwn administration, analysis, and optimization of customer rebate programs and commercial investment initiativesPartner with Sales leadership to evaluate customer program performance and return on investmentLead financial analysis supporting rebate negotiations, annual program reviews, and customer investment decisionsGross Margin Analytics, Forecasting & Financial PlanningDevelop and maintain gross margin analytical tools to support pricing decisions and improve visibility into customer and product profitabilitySupport quarterly forecasting, annual budgeting, and long-range planning processes related to revenue, pricing, and gross marginBuild financial models and scenario analyses to support strategic business decisionsContinuous Process ImprovementIdentify opportunities to improve, automate, and scale pricing, forecasting, reporting, and customer investment processesPartner with Business Process and Technology teams to improve systems, reporting tools, and data qualityDevelop standardized methodologies, reporting frameworks, and best practices across the Revenue Management functionDrive continuous improvement initiatives that improve accuracy, efficiency, analytical capabilities, and business decision-makingTeam Leadership & OperationsLead, coach, and develop the Revenue Management teamEstablish priorities, coordinate workflow, and monitor performance against established goals and KPIsFoster a culture of accountability, collaboration, continuous improvement, and analytical excellenceProvide ongoing coaching, mentorship, and professional development opportunities to team membersSupport organizational capability building by promoting best practices in pricing, analytics, and revenue managementQualifications and SkillsRequired5-7 years of experience in Revenue Management, Pricing, Commercial Finance, FP&A, Sales Analytics, Category Management, or related analytical functionsExperience supporting and advancing company pricing initiatives, with knowledge of Gross to Net pricing structuresExperience developing pricing models, profitability analyses, forecasts, and business casesStrong financial modeling, analytical, strategic and problem-solving skills with the ability to translate complex analyses into actionable recommendationsStrong communication and presentation skills with the ability to effectively influence cross-functional stakeholders and present to senior leadership using Microsoft Excel and PowerPointDemonstrated project management skills with the ability to manage multiple priorities in a fast-paced environment and collaborate effectively across cross-functional teamsDemonstrated experience leading and developing small teams or workstreams, providing guidance, feedback, and coaching to drive performance and foster professional growthPreferredBachelor's degree and MBAStrong interpersonal skills, including tact, diplomacy, active listening, and collaborationPositive, solutions-oriented mindset with a collaborative and team-focused approachExperience with SQL, Tableau, Power BI, or other business intelligence and reporting toolsExperience in foodservice distribution, consumer products, manufacturing, or related industriesSalary RangeAlbert Uster Imports hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways AUI does that is through a competitive compensation package. The base salary for this role will be $140,000 - $160,000. This role will be bonus eligible. Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion, the salary offered.AUI is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. AUI considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. AUI is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at