Sr Manager, Revenue Growth Management
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 the Role: We're seeking an experienced, data-obsessed, and commercially minded Senior Manager of Revenue Growth Management to join our growing team. In this role, you will own the performance of our menu portfolio: what earns a spot on our menu, what job each product plays, how many slots each category gets, and what we charge. Your mandate is to optimize net product margin across the entire menu portfolio.
This is a high-ownership role where you'll treat our fresh-food product portfolio like your own business, setting the strategy, delivering the financials, and pushing for both growth and margin. Because we own every category in our fridges, the goal isn't to win any single category; it's to maximize what the whole menu earns. Pricing and promotion are among your key levers. 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 and pricing decisions, guide the innovation roadmap, and make bold keep or kill product calls.
What You'll Be Doing
- Decide what earns a spot on our menu. This is the heart of the role. You will set the economic guardrails every product must clear, based on contribution margin, velocity, waste risk, and consumer buying behavior, and define the job each SKU plays in the portfolio. There is no intermediary to convince in our Fridge channel, so you will make the call, monitor it, and adapt quickly based on what the data tells you. This includes our Retail portfolio: which SKUs we carry with retail partners, including retail-only items, and whether they earn their place on our menu and with the retailer.
- Allocate space across categories. Determine how many slots each category earns, and why, based on what each category contributes to the performance of the whole menu.
- Lead pricing and promotion strategy. Recommend optimal price points, price-pack architecture, and promotion and discount strategy across the menu. Because one product's price shapes the performance of others, you will manage product pricing holistically across the portfolio.
- Protect margin, net of waste. Manage the financial health of our product portfolio by modeling waste and input costs and evaluating promotion and discount efficiency. Our food is fresh, so a wrong call costs us quickly. You will work with Demand Planning to set sell-through targets to manage waste, and with Procurement and Operations teams to manage input costs towards clear targets.
- Lead innovation priorities. You will guide our menu development team's innovation priorities by informing commercial briefs before development starts, establishing the strategy for the new product(s) within the existing portfolio, what margin it needs to make, target price, 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.
- Manage the product portfolio lifecycle. Monitor product and category 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.
- Live in the data. Pull and analyze high-volume, consumer-level transaction data to surface trends, track repeat purchase, read price and promotion response, and rationalize slow-moving SKUs.
- Build a scalable toolkit. Create the pricing models, guardrails, scorecards, and forecasts that connect product portfolio performance to company-wide goals, and that our fridge-level assortment models run on. 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.
What You'll Bring
- Bachelor's degree in Finance, Economics, Marketing, Statistics, or related field
- 6–8 years of progressive experience in revenue growth management, pricing, commercial strategy, category management, or a comparable commercial role, ideally with a physical product portfolio.
- Demonstrated experience setting pricing, promotion, or price-pack architecture strategy, including measuring price elasticity and promotional ROI.
- 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 fluency in product 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 environment
- Experience in a business that sets its own consumer-facing prices (e.g., QSR, retail, DTC).
- Experience designing and reading pricing or promotion tests.
- Experience supporting major grocery, mass, club or natural retailers
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