Sr Manager, Revenue Growth & Portfolio Strategy
Farmer’s Fridge makes fruits and vegetables accessible and approachable for everyone. We offer a variety of fresh, healthy, ready-to-eat meals and snacks through our fresh food vending machines, wholesale partners, and our office pantry solution — providing chef-curated meals to customers within seconds. Today, we operate a network of Fridges and partner with clients nationwide in high-foot-traffic areas, such as airports, hospitals, universities, and large office buildings — where there is limited accessibility to fresh, healthy, grab-n-go options.
We care deeply about what we’re creating and aspire to make sure our customers feel that through every touchpoint. This shows up in many ways across the business. We are committed to prioritizing food safety, we are passionate about product quality, we value our employees, we champion the best idea no matter where it comes from, and we’re committed to making an overall positive impact as we scale.
About this Role: We're seeking an experienced, data-obsessed, and commercially minded Senior Manager of Revenue Growth & Portfolio Strategy to join our growing team. In this role, you will drive the performance of our product portfolio: which products go where, at what price, and in what assortment. In our Fridge channel, there’s no intermediary to convince – you make the call, execute it, monitor performance, and adapt the strategy quickly.
This is a high-ownership role where you’ll treat the portfolio like your own business, setting the strategy, delivering the financials, and pushing for both growth and margin. Our DTC, smart vending Fridge network is where you’ll spend most of your time: with no buyer to convince, you’ll make fast decisions and own the outcomes.
This role requires someone equally comfortable deep in granular, consumer-level transactional data and stepping back to make sharp strategic calls. You’ll turn our data-rich transactional data into high-margin menu decisions, guide the innovation roadmap, build scalable toolkits, and make bold keep or kill product calls. We run a lean team, so you'll need to be comfortable doing the analysis yourself and shaping the strategy it informs.
If you thrive in high-ownership, fast-moving environments and want to own the product lifecycle from commercial brief to shelf, this is the role for you!
What You’ll Do…
- Choose what goes in the Fridge. This is the heart of the role. You will determine which products earn a slot in each fridge, based on contribution margin per slot, velocity, waste risk and consumer buying behavior. There is no intermediary to convince in our Fridge channel, so you will make the recommendation, execute it, monitor it, and adapt quickly based on what the data tells you.
- Lead innovation priorities. You will guide our menu development team’s innovation priorities by co-drafting the commercial briefs before development starts, establishing the strategy for the new product(s) within the existing portfolio, what margin it needs to make, target sales and velocities, and other key commercial targets. You will then track performance at 30, 60, and 90 days and make the keep or kill call.
- Live in the data. Pull and analyze high-volume, consumer-level transaction data to surface trends, track repeat purchase, and rationalize slow-moving SKUs.
- Protect margin, net of waste. Manage the financial health of our portfolio by recommending optimal price points, modeling waste and input costs, and evaluating trade spend efficiency. Our food is fresh, so a wrong call costs us quickly. You will work directly with the Director of Channel Strategy to set pricing and promotion strategy, with Demand Planning to set sell-through targets to manage waste, and with Procurement and Operations teams to manage input costs towards clear targets.
- Manage the full product lifecycle. Monitor product performance across every point of distribution (Fridge and Retail), leading the commercial rollout of new items and the disciplined pruning of underperformers. You will maintain a standing list of top performers and weak performers, each with a decision gate against it, and make recommendations to swap products.
- Arm the Retail category story. Work directly with Sales, Account Management and our broker partners to build our category story and line review analyses they take to market, track how we’re selling, and make strategic recommendations to position our retail channel for growth.
- Build a scalable toolkit. Operate our slot optimization models and scoring frameworks to make recommendations on a regular basis. Create the models, scorecards, and forecasts that connect portfolio performance to company-wide goals — then scale them into repeatable playbooks.
- Cross-functional leadership. Work alongside New Product Development, Marketing & Insights, Operations, Supply Chain, and Sales to capture margin opportunities and embed your strategy across the org.
Who You Are…
- Bachelor's degree in Finance, Economics, Marketing, Statistics, or related field
- 6–8 years of progressive experience in revenue management, commercial strategy, category management, or a comparable commercial role, ideally with a physical product portfolio (CPG food/beverage strongly preferred).
- Expert spreadsheet modeling and data skills, with a proven ability to independently organize, analyze, and draw clear business conclusions from large, granular datasets.
- Experience working with AI tools to build analyses faster – and knowing how to manage AI as a tool rather than the primary thinker, checking its output for accuracy.
- Strong financial acumen and complete fluency in product and channel P&Ls, gross-to-net calculations, and margin tracking.
- Commercial intuition — the ability to look past the raw numbers to read market dynamics, consumer preferences, and channel realities.
- High ownership and a bias toward action; comfortable rolling up your sleeves, iterating quickly, and driving to answers in a lean, fast-moving environment.
Bonus Points
- Experience launching and scaling products within a high-growth food or beverage business.
- Experience with syndicated data platforms such as NielsenIQ, SPINs, or equivalent
- Experience supporting major grocery, mass, club or natural retailers
The base salary range for this role is $135,000 - $145,000. The base pay offered will be determined by factors such as experience, skills, training, certifications, education, and any applicable minimum wage requirements.
In addition to base salary, this position is eligible for company performance-based bonuses and equity.
We provide a comprehensive benefits package, including:
- Medical, dental, and vision insurance (multiple plans available)
- 401(k) with immediate employer match vesting
- Paid time off (including vacation, sick leave, and holidays)
- Paid sabbatical after 5 years of service
- Employee discounts
- Employee Assistance Program (EAP)
Benefits at Farmer's Fridge:
In This Together - We stay connected, whether in person or virtually. We encourage business transparency through monthly town hall meetings and weekly financial updates. We set out to make the best product on the market, and we believe we’ve done it. We value your input in the new menu creation process. From regular tasting panels, where employees provide new menu feedback.
Happier Workdays - Each day at work should fill you with joy. We're a fun and passionate group, and we don't take ourselves too seriously. Bring your unique self to work, dress comfortably, and always feel free to share your thoughts and opinions. We encourage curiosity; there's no hierarchy here when we're all swapping ideas.
Never run on empty - Daily Farmer's Fridge meal and office snacks are just some of the offerings to make sure you aren't distracted by a growling stomach. Recharge with our paid sabbatical program after five years of service.
Innovate & Elevate - We're all teachers and learners. You'll grow and help grow the company through cross-functional collaboration, open access to leadership, and regular business updates. You have a direct impact on the company’s bottom line. You can also impact your bottom line by participating in our 401(k) plan that includes a company match with immediate vesting.
Farmer’s Fridge Diversity Statement:
"Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply for jobs unless they meet every single qualification. At Farmer’s Fridge, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.”
Farmer’s Fridge is an equal-opportunity employer. We are committed to providing equal employment opportunity in all employment practices, including hiring, without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability status, veteran status, or any other characteristic protected by federal, state or local law. View our disclosures related to External Agencies and Applicants below: https://www.farmersfridge.com/careerdisclosures