Revenue Management Strategist
Dart Container, Lansing, MI, United States
The Revenue Management Strategist leads the commercial execution of Dart’s pricing strategy by integrating analytics into commercial action. This role drives change management in meaningful ways that yield revenue and margin expansion. This position is a key partner and influencer to Business Unit (BU) leadership, Pricing, and Finance. This role is accountable for improving pricing discipline, contract and discount structures, and pricing decisions align with Dart’s overall revenue and profitability objectives.
Day to Day Role
Serve as the primary commercial interface between Revenue Management and key stakeholders
Define and execute pricing strategy, guardrails, and governance across BUs, products, and customers
Translate analytical insights into actionable pricing decisions and commercial recommendations
Be a key collaborator for strategic accounts, distributor relationships, and contract negotiations
Identify and drive margin improvement opportunities (e.g., discount optimization, program economics, contract alignment)
Partner with Sales and BU leadership to align Revenue Management initiatives with BU growth and profitability goals
Drive adoption of pricing frameworks (e.g., price bands, segmentation, deal review processes) across the organization
Lead cross-functional integration efforts impacting pricing, including PriceFX workflows and pricing operations alignment
Monitor pricing performance, variability, and in-market realization with established strategies
Core Skills and Qualifications The ideal candidate must possess the following:
Bachelor’s degree with an emphasis in business, economics, statistics, or related field of study
Demonstrated business acumen and experience in pricing, revenue management, financial analysis, and strategy
Comprehensive knowledge of foodservice industry and go to market strategies
Proven analytical skills, with progressive experience in regression, correlation, and financial modeling
Advanced proficiency in BI platforms, pricing systems, and statistical tools
Ability to learn very rapidly, assemble and comprehend substantial amounts of information to develop critical conclusions
Demonstrated ability to break down complex problems into pieces that can be solved with data, analysis, assumptions, and judgment
Excellent collaboration and facilitation skills
Excellent written, verbal, and interpersonal communication skills
Excellent analytical and quantitative skills
Results orientation, with demonstrated ability to apply situational analysis to optimize project efficiency and outcomes
Preferred Skills and Qualifications
Experience mentoring others, preferred
Experience with Power BI, SAP, Salesforce CRM, and/or pricing software such as PriceFX
Overview Dart makes everyday products that give people the freedom to enjoy the food & drinks they love, wherever they are. From to-go containers and dinnerware to tamper-evident food packaging and even the red SOLO cup, Dart products have been keeping people on the go and having fun for 65 years. We’re a family‑owned, family‑focused company of 12,000 employees united by a shared set of values and dedicated to providing exceptional customer service. Headquartered in Mason, MI, with 30 locations in three countries, we’re proud of our ability to innovate, manufacture and lead the way with each new generation of quality products.
Benefits Dart Container full‑time employees enjoy great benefits, including medical, dental, vision, life insurance, 401(k) with company matching contributions, paid vacation, paid holidays, short‑term disability, tuition assistance, product discounts and more.
Drug‑Free Workplace Dart Container is a drug‑free workplace. Candidates are subject to a drug test (excluding THC*/marijuana/cannabis) and background check at the time of offer.
EEO Statement *THC testing ONLY when such testing is required by law. Dart Container is an equal opportunity employer and will consider all candidates for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.
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Day to Day Role
Serve as the primary commercial interface between Revenue Management and key stakeholders
Define and execute pricing strategy, guardrails, and governance across BUs, products, and customers
Translate analytical insights into actionable pricing decisions and commercial recommendations
Be a key collaborator for strategic accounts, distributor relationships, and contract negotiations
Identify and drive margin improvement opportunities (e.g., discount optimization, program economics, contract alignment)
Partner with Sales and BU leadership to align Revenue Management initiatives with BU growth and profitability goals
Drive adoption of pricing frameworks (e.g., price bands, segmentation, deal review processes) across the organization
Lead cross-functional integration efforts impacting pricing, including PriceFX workflows and pricing operations alignment
Monitor pricing performance, variability, and in-market realization with established strategies
Core Skills and Qualifications The ideal candidate must possess the following:
Bachelor’s degree with an emphasis in business, economics, statistics, or related field of study
Demonstrated business acumen and experience in pricing, revenue management, financial analysis, and strategy
Comprehensive knowledge of foodservice industry and go to market strategies
Proven analytical skills, with progressive experience in regression, correlation, and financial modeling
Advanced proficiency in BI platforms, pricing systems, and statistical tools
Ability to learn very rapidly, assemble and comprehend substantial amounts of information to develop critical conclusions
Demonstrated ability to break down complex problems into pieces that can be solved with data, analysis, assumptions, and judgment
Excellent collaboration and facilitation skills
Excellent written, verbal, and interpersonal communication skills
Excellent analytical and quantitative skills
Results orientation, with demonstrated ability to apply situational analysis to optimize project efficiency and outcomes
Preferred Skills and Qualifications
Experience mentoring others, preferred
Experience with Power BI, SAP, Salesforce CRM, and/or pricing software such as PriceFX
Overview Dart makes everyday products that give people the freedom to enjoy the food & drinks they love, wherever they are. From to-go containers and dinnerware to tamper-evident food packaging and even the red SOLO cup, Dart products have been keeping people on the go and having fun for 65 years. We’re a family‑owned, family‑focused company of 12,000 employees united by a shared set of values and dedicated to providing exceptional customer service. Headquartered in Mason, MI, with 30 locations in three countries, we’re proud of our ability to innovate, manufacture and lead the way with each new generation of quality products.
Benefits Dart Container full‑time employees enjoy great benefits, including medical, dental, vision, life insurance, 401(k) with company matching contributions, paid vacation, paid holidays, short‑term disability, tuition assistance, product discounts and more.
Drug‑Free Workplace Dart Container is a drug‑free workplace. Candidates are subject to a drug test (excluding THC*/marijuana/cannabis) and background check at the time of offer.
EEO Statement *THC testing ONLY when such testing is required by law. Dart Container is an equal opportunity employer and will consider all candidates for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.
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