Associate Director, Revenue Management

ABOUT ALBERT USTER IMPORTS

Albert Uster Imports, Inc. (“AUI”) is a privately held gourmet food company headquartered in the Washington, DC area (Gaithersburg, MD) with warehouse locations in Kansas City, Las Vegas, Miami, Los Angeles, San Francisco, Gurnee and Gaithersburg. AUI falls under the Vestar Capital Partners portfolio with affiliate organization, Roland Foods, LLC.

Founded in 1968, the company offers over 1,400 products from around the world. We serve leading hotels, restaurants, casinos, cruise lines, airlines, and manufacturers with innovative, high quality products and solutions to their most demanding culinary challenges. We operate a network of distribution centers across the U.S. and serve select international markets as well. AUI has a national direct selling organization of over 60 sales professionals and a staff of culinary experts (chefs and food scientists) adept at custom product solutions.

ABOUT THE ROLE

The Associate Director of Revenue Management is a key commercial leader responsible for driving profitable growth through pricing strategy, revenue management analytics, customer profitability optimization, trade program management, and disciplined pricing execution across all AUI’s sales channels. Operating as a hands-on player-coach, this leader will manage and develop the Revenue Management team while remaining actively engaged in the analytical and executional work. Responsibilities include developing pricing models, evaluating customer profitability, supporting bids and customer negotiations, managing pricing execution, and translating financial analysis into actionable commercial recommendations.

The successful candidate combines strong financial and analytical capabilities with leadership, communication, and influencing skills. This individual will partner closely with Sales, Purchasing, Innovation, Financial Planning & Analysis (FP&A), Customer Experience, and Leadership to improve pricing effectiveness, optimize customer investments, and support strategic business decisions that drive sustainable gross profit growth. This role offers significant visibility across the organization and provides a unique opportunity to influence commercial strategy while developing broad business knowledge across multiple functions.

As a response to the pandemic, Albert Uster Imports office employees have transitioned to a hybrid working schedule, requiring employees to report in-person Monday through Wednesday, with the option to telework on Thursday and Friday each week. Due to the collaborative, cross-functional nature of the organization, employees at the Gaithersburg office are required to work in-person for the abovementioned days, outside of any People & Culture-approved disability accommodation request.

RESPONSIBITILIES

Price Execution and Price Change Management

• Own and support pricing execution across all AUI’s sales channels, ensuring accuracy, consistency, and alignment with overall pricing strategy
• Lead the customer price change process across all sales channels, including analysis, recommendation development, approval coordination, execution oversight, and post-implementation measurement
• Partner with Purchasing, Sales, Finance, and Leadership to evaluate cost changes, customer and product price positioning, margin impact, and price-volume tradeoffs
• Support the management of sub-distribution and national account pricing deviations
• Maintain pricing controls, governance processes, and pricing data integrity to ensure consistency and compliance across the organization
• Drive continuous improvement of pricing processes and methodologies to improve effectiveness and profitability

New Customer Pricing, Bids & Commercial Opportunities

• Lead pricing support for new business opportunities, including formal bids, customer requests, strategic initiatives, and contract negotiations
• Partner with Sales, Purchasing, Operations, and Finance to ensure pricing recommendations reflect commercial objectives and operational realities
• Participate in opportunity pipeline discussions to align pricing assumptions, volume projections, and financial expectations
• Provide financial analysis and recommendations to support customer negotiations and strategic commercial decisions
• Evaluate pricing scenarios, margin opportunities, and profitability implications to support growth objectives

Trade Spend Management

• Own administration, analysis, and optimization of customer rebate programs and commercial investment initiatives
• Partner with Sales leadership to evaluate customer program performance and return on investment
• Lead financial analysis supporting rebate negotiations, annual program reviews, and customer investment decisions

Gross Margin Analytics, Forecasting & Financial Planning

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