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Channel Sales | Naperville | Full Time | Permanent

Wilton is a global heritage brand with a 95-year history in baking and decorating. As part of the Dr. Oetker family, Wilton aspires to be the most influential and successful cake decorating brand, sparking more ways to create sweeter moments both in the kitchen and the workplace. Learn more about Wilton at www.wilton.com.
 

Description 

Do you have a passion for transforming data into strategies that drive growth throughout an organization? The Net Revenue Management (NRM) & Performance Specialist plays a critical role in driving Wilton's profitability and commercial excellence across retail, grocery, and eCommerce channels. Reporting to the VP of Channel Sales, you will develop and execute strategies that maximize net sales and margin by optimizing pricing, trade investments, mix, and pack architecture - ensuring every dollar of revenue contributes effectively to the bottom line. This role partners cross-functionally with Sales, Marketing, Finance, and Supply Chain to translate insights into actionable plans, helping Wilton grow profitably within major accounts such as Walmart, Kroger, and Meijer.

Ingredients

Pricing & Trade Optimization

• Develop and maintain pricing strategies by customer, channel, and category (bakeware, cake decorating, seasonal).
• Conduct price elasticity and margin impact analysis to identify optimal list and net pricing.
• Partner with Sales and Finance to evaluate trade spending and identify opportunities to improve ROI.
• Support the creation and communication of price increase proposals and tariff-related adjustments to customers.

Net Revenue Management Framework

• Lead implementation of Wilton's 5-Levers NRM Model: Pricing, Pack Price Architecture, Promotions, Mix, and Trade Terms.
• Identify margin opportunities by SKU, category, and retailer using shipment, POS, and syndicated data.
• Develop post-event analysis templates to evaluate promotional performance and recommend optimizations.

Performance Analytics & Reporting

• Build and manage NRM dashboards and KPIs to monitor profitability and trade effectiveness.
• Deliver regular performance reviews highlighting key revenue drivers, mix shifts, and pricing gaps.
• Partner with FP&A to align financial forecasting with gross-to-net improvements.

Cross-Functional Partnership

• Collaborate with Sales to develop customer-specific pricing stories and promotional plans.
• Partner with Marketing to ensure pricing and value strategies are aligned with brand positioning.
• Support Supply Chain in anticipating cost changes (e.g., steel tariffs) and integrate impacts into pricing scenarios.

Strategic Projects & Continuous Improvement

• Support transformation initiatives to standardize revenue performance tools and scorecards.
• Drive automation of pricing and profitability tracking using Power BI, Excel, and ERP systems.
• Contribute to the annual operating plan by providing insights on pricing, mix, and trade effectiveness.

Equipment 

• Bachelor's degree in Finance, Business, Economics, or related field required.
• 3-5 years in CPG pricing, trade marketing, finance, or category management.
• Experience with major retailers (Walmart, Target, Kroger, Meijer) strongly preferred.

Instructions 

• Advanced Excel (pivot tables, VLOOKUPs, data modeling).
• Power BI or Tableau proficiency.
• Experience with retailer systems such as Retail Link, Luminate, IRI, or NielsenIQ.
• Strong analytical mindset with ability to translate data into actionable insights.
• Excellent communication, influencing, and presentation skills across functions.
• Demonstrated ability to balance strategic thinking with hands-on execution.
• Ability to develop & maintain relationships while collaborating cross-functionally within areas of the business.
• Demonstration of growth mindset by embracing the qualities of agility, curiosity, accountability, and innovation consistent with Wilton's Culture Recipe.

Baking Conditions 

• Professional office environment, sedentary in nature.
• Routinely use standard office equipment such as (laptop computers, monitors/keyboards, printers, and telephones).
• Processes information and communicates effectively with others.
• Ability to travel domestically or internationally as needed.

Rewards 

Pay Transparency Wage Tier*: II