Director, Growth & Retention

As a world leader in delivering effective weight management solutions, Jenny Craig offers a unique program with one-on-one support for our clients. We are masters in weight management, and we believe in what we do - helping as many people as possible experience all the benefits of getting their weight under control through a change in lifestyle. Jenny Craig provides the highest level of customer service & health promotion in a professional, fast-paced work environment.

We are looking for Director - Growth & Retentionto join our Marketing team.

Major Responsibilities:

Set strategic direction for Jenny Craig's revenue growth management function

• Align with leadership team on RGM agenda and objectives
• Build and communicate the organization's revenue growth management plan
• Operate on a two time-horizon agenda: deliver near-term, high opportunity wins while setting foundation to execute mid-long term strategic priorities
• Support development of RGM capabilities across the organization
• Develop, evolve, and maintain the company's RGM toolkit
• Support the implementation of RGM capability building program
• Build and maintain the performance management infrastructure required to ensure that RGM initiatives are executed effectively
• Partner with leaders in other functions, providing subject matter expertise on RGM and serving as an advocate for potential revenue and profit-driving opportunities in cross-functional communications
• Collaborate cross-functionally with peers and senior leaders in finance, operations, and sales

PRICING: Establish portfolio pricing strategy for current and new products and programs

• Provide clear recommendations on price positioning, architecture, and trajectory

• Define pricing architecture across Jenny Craig programs to be in line with competitive positioning.
• Lead competitive price analysis and develop deep understanding of market dynamics to maximize Jenny Craig value proposition.

• Establish pricing guardrails and principles including: price cliffs, competitive price gaps, and own price gaps.
• Support product innovation with strategic pricing recommendations.
• Manage pricing across channels to minimize channel conflict.
• Recommend price point changes as needed to capture incremental value and mitigate cost changes to maximize profitability.

Promotions: develop, execute, and refine promotional strategy.

• Lead rigorous analytical assessment of current and historical promotions, providing recommendations to Jenny Craig leadership on what types of promotions are most likely to drive incremental sign-ups, revenue, and profit.

• Identify seasonal offers and promotions to drive customer acquisition, engagement, and retention.
• Lead promotion execution and optimization
• Post promotion assessment, evaluation, and optimization.
• Build annual promotional roadmap while enacting strategic pivots as needed.
• Build and model promotional scenarios to create optimal promotional plans
• Increase CLV with promotions to trial while supporting retention.

Programs: own program strategy, development, and innovation.

• Lead Program Innovation initiatives to expand customer base and new revenue streams.
• Develop loyalty and top customer programs to engage customers.
• Identify category white space / build program innovation roadmap
• Partner with nutrition / R&D and coaches to identify new program opportunities.

Qualifications and Skills:

• Graduate business degree or equivalent preferred
• Minimum 8 years of business experience, including minimum 4 years in commercial analytics-focused roles (focused on revenue management or customer lifecycle management)
• Demonstrated professional and academic success, including demonstrated proficiency in commercial analytics
• Demonstrated initiative, tenacity, and leadership in prior role
• Ability to interact with and persuade individuals (verbally and in writing) at levels senior to him/herself
• Comfort leading and working with cross-functional groups, including both business generalists (e.g., in Sales, Marketing, Finance) and analytics specialists (e.g., engineers, data scientists)
• Ability to pivot from deep analytics to strategic dialogue with the company's leadership teams
• Familiarity in working with rich/ detailed customer-level data and comfort in creating and interpreting A/ B promotional tests
• Entrepreneurial drive and bias toward action

Compensation & Benefits:

• Base wage compensation
  • $162k-$198k
• Generous paid time off
• Paid holidays
• Medical/dental/vision insurance
• Flexible spending account (FSA)
• Company-paid long-term disability, basic AD&D, and basic life insurance
• 401(k) w/match
• Employee Assistance Program (EAP)
• Waived Program enrollment fees & food discounts

Company Values:

• Driven: Demonstrate a sense of urgency to deliver results. Exhibit resilience in the face of obstacles
• Customer Centric: Seek to understand our customer and consider the customer first in all decisions. Exhibit a passion for service.
• Collaborative: Build trusting relationships and work together to achieve successful outcomes. Embrace diversity and inclusion as a driver of learning and innovation.
• Agile: Operate nimbly. Quickly adapt and respond to change. Be solution-oriented when navigating through uncertainty.
• Entrepreneurial: EMPOWER employees with freedom and flexibility within our framework to:
  Exercise an ownership mentality.
• Express and test great ideas for growth and continuous improvement.
  Take calculated risks and accept accountability for outcomes.
• Courageous: Seek and deliver candid feedback. Respectfully challenge ideas in pursuit of the best outcome, but commit to the final decision wholeheartedly.