Revenue growth management recruitment
Revenue growth management is one of the most in-demand commercial disciplines in FMCG. We place the pricing, promotional and trade investment specialists who make every pound and dollar of spend work harder.
Roles we recruit
- Revenue Growth Manager
- Pricing Manager
- Promotions Analyst
- Trade Investment Manager
- Commercial Analyst
- Head of RGM
What the work looks like
What employers look for
Why it matters
With input costs and shopper budgets under pressure, the gap between a good and a great price-and-promo plan shows up straight on the P&L.
What is revenue growth management?
Every FMCG business makes thousands of small commercial decisions a year: list prices, promotional depth and frequency, which pack sizes to sell in which channel, and how much to invest with each customer. Revenue growth management brings those decisions together and puts evidence behind them. Instead of each account manager negotiating in isolation, RGM sets the guardrails and models the trade-offs.
The discipline grew up in large multinationals and has spread fast, helped by several years of input-cost inflation that forced brands to justify every price increase and every promotion. Today many mid-sized and challenger brands are building their first RGM function, which is a big reason demand for experienced people is high.
RGM is not the same as simply raising prices. Done well, it can mean cutting promotions that lose money, reinvesting in ones that grow the category, launching a pack size that fills a gap at a key price point, or restructuring trade terms so that retailers are rewarded for performance rather than paid for nothing. The common thread is evidence: every decision is modelled before it is made and checked afterwards.
What a revenue growth manager does, and the levers of RGM
A revenue growth manager builds the models and recommendations behind pricing and promotional decisions, then works with sales, finance and marketing to put them into the annual plan and customer negotiations. Most RGM frameworks cover five core levers:
Day to day, that usually means running post-promotion evaluations, maintaining price and promotion guardrails for each customer, preparing the commercial case for list price changes, supporting account managers before key negotiations and reporting trade spend effectiveness to finance and the leadership team.
- Pricing: list and shelf price strategy, price elasticity and price positioning against competitors
- Promotions: promotional depth, frequency and mechanics, and post-event evaluation of incremental return
- Pack-price architecture: the right pack sizes and formats at the right price points for each channel and shopper
- Mix: steering sales towards more profitable products, channels and customers
- Trade terms and investment: how money paid to retailers is structured and what performance it buys
RGM vs NRM, and how titles differ in the UK and US
Net revenue management (NRM) and revenue growth management (RGM) describe largely the same toolkit. Some companies use NRM to emphasise managing net revenue after trade spend, others use RGM to signal a wider growth agenda that includes mix and portfolio choices. When we recruit, we focus on which levers the person has actually owned rather than which label their employer used.
In the UK you will see revenue growth manager, RGM manager, pricing and promotions manager, trade investment manager and commercial analyst. US CPG companies use the same titles plus revenue management manager, trade promotion manager and trade marketing manager, and the work is often tied to trade promotion management (TPM) and optimisation (TPO) systems. Senior roles include head of RGM, director of revenue management and VP of revenue growth.
- Revenue Growth Manager / RGM Manager / NRM Manager
- Pricing Manager / Pricing & Promotions Manager
- Trade Investment Manager / Trade Promotion Manager
- Commercial Analyst / RGM Analyst
- Head of RGM / Director of Revenue Management
Skills employers are hiring for in 2026
The core is analytical: price elasticity modelling, promotional post-evaluation, and comfort with large datasets from EPOS, NielsenIQ or Circana and internal ERP and trade spend systems. Advanced Excel is a given; SQL, Power BI or Tableau and some exposure to Python or R are increasingly listed, especially where companies are moving to promotion optimisation tools.
Just as important is commercial translation. An RGM model is worth nothing if sales teams ignore it, so employers look for people who can explain a recommendation in plain language to a key account manager and defend it to a commercial director. In the UK, experience planning around HFSS volume-promotion restrictions and the deep everyday-low-price model of the discounters is useful. In the US, knowledge of TPM platforms, retailer deduction processes and price-pack strategy across club, mass and dollar channels is highly valued.
How we run an RGM search
RGM roles vary more than almost any other commercial job, so the brief matters. We establish whether you need a builder (setting up RGM for the first time, choosing tools and winning over sales) or an operator (running an established process at scale), which levers the role owns, and where it reports: sales, finance or a central commercial team.
We then approach RGM, pricing and commercial finance people at comparable businesses, plus analytically strong candidates from consultancies and data providers where that suits. We test each shortlisted candidate on a real example: a price increase or promotional change they modelled, how they sold it in, and what happened. If you are building or growing an RGM team, brief us.
- Agree the levers the role owns and where it reports
- Decide builder or operator, and the tools and data available
- Map RGM, pricing and commercial finance talent at comparable businesses
- Interview every shortlisted candidate against a real modelling example
- Advise on package, notice and counter-offer risk before offer stage
Hiring challenges and how to beat them
The pool of people with genuine end-to-end RGM experience is small, and large multinationals compete hard to keep them. Widening the search to strong commercial finance business partners, category analysts or consultants with consumer goods experience usually produces better shortlists than insisting on the RGM title.
Expectations on salary can also be out of date. RGM has risen in status quickly, and published pay data for the title is still thin, so we share what we see in live processes alongside our salary guides. Finally, be clear on where the role sits: candidates often turn down RGM roles that look like reporting jobs with no influence over pricing decisions.
Interview design matters too. A short, realistic case study, such as evaluating a past promotion or recommending a price-pack change from a small dataset, tells you far more than a long panel interview, and good candidates respect it. Keep it to a couple of hours of work; long unpaid assignments put off the people you most want.
Career paths in revenue growth management
People usually arrive in RGM from commercial finance, category or insight analysis, sales planning or management consultancy. From revenue growth manager the path leads to head of RGM, or across into senior key account, category or commercial strategy roles. Because RGM touches price, promotions and profitability, it is increasingly seen as a route to commercial director and general management.
RGM experience is also portable. The same toolkit applies across food, drink, household and personal care, and between UK and US markets, so people who have built RGM capability once are often approached to do it again at a larger business or in a new region.
If you have RGM, pricing or trade investment experience and are open to a move, register your CV.
Revenue growth management salaries
Indicative base salary ranges compiled from published 2025–26 data. Published data for the RGM title is still based on small samples, and senior RGM roles at large FMCG and CPG companies often pay above these ranges. Bonus, and in the UK often a car allowance, are typically extra. US BLS figures are medians for an adjacent occupation.
| Role | Typical base salary | Basis |
|---|---|---|
| Revenue Growth Manager | £48,000–£68,000 (average £57,000) | Glassdoor UK base pay range, small sample |
| Pricing Manager (all sectors) | £38,000–£65,000 (median £51,000) | Payscale, 10th–90th percentile |
| Role | Typical base salary | Basis |
|---|---|---|
| Revenue Growth Manager | $63,000–$110,000 | Glassdoor US base pay range, small sample |
| Pricing Manager (all sectors) | $70,000–$139,000 (median $104,000) | Payscale, 10th–90th percentile |
| Financial analyst (commercial and RGM analyst roles) | $103,570 median | US BLS, May 2025 |
Source: Glassdoor (2026), Payscale (2026), US Bureau of Labor Statistics OEWS (May 2025). Ranges are indicative and vary by location, company size, category and package.
UK vs US
Skills in demand
- Price elasticity modelling
- Promotional post-evaluation
- Pack-price architecture
- Mix management
- Trade terms & investment
- TPM / TPO systems
- EPOS, NielsenIQ & Circana
- Advanced Excel
- Power BI / Tableau
- SQL
- Commercial finance
- Stakeholder influence
- HFSS promotion rules
Live revenue growth management roles
Hiring questions
All FAQs →Revenue growth management (RGM) is the discipline of growing profitable revenue by managing price, promotions, pack-price architecture, product mix and trade investment together, based on data. Rather than each sales team negotiating in isolation, RGM sets guardrails and models the trade-offs so a business knows which price moves, promotions and customer investments actually earn a return.
A revenue growth manager builds pricing and promotional models, evaluates past promotions, and recommends price, pack and trade investment changes. They work with sales, finance and marketing to build those recommendations into the annual plan and customer negotiations, and they track whether the changes delivered. In smaller businesses they may also be setting up RGM processes and tools for the first time.
Most frameworks use five levers: pricing (list and shelf price, elasticity and positioning), promotions (depth, frequency, mechanics and return), pack-price architecture (the right pack sizes at the right price points by channel), mix (steering sales to more profitable products, customers and channels) and trade terms and investment (how money paid to retailers is structured and what it buys).
In practice they overlap heavily. Net revenue management (NRM) focuses on maximising revenue after trade spend through pricing, promotion and trade terms. Revenue growth management (RGM) uses the same toolkit but is often framed more broadly, adding mix and portfolio choices to a wider growth agenda. Companies pick one label or the other, so recruiters look at the levers a person has actually owned.
Strong analytics, including price elasticity and promotional evaluation, advanced Excel and increasingly SQL, Power BI or Tableau. Familiarity with EPOS and syndicated data, and with trade promotion management systems, is expected. Equally important is commercial judgement and the ability to explain models simply, because RGM only works when sales teams and senior leaders act on its recommendations.
Published data for the title is limited. Glassdoor shows a UK base range of roughly £48,000–£68,000 for revenue growth managers and a US range of about $63,000–$110,000, both from small samples. Pricing manager data from Payscale is broader: about £38,000–£65,000 in the UK and $70,000–$139,000 in the US. Senior RGM roles at large FMCG and CPG companies typically pay more.