Director of Commercial Revenue Profitability

Company Overview:

DreamFields is built on a bold mission: disrupting the industry through a lifestyle brand that blends cannabis, culture, and unforgettable moments. Driven by Jeeter, the nation's #1 pre-roll brand, we combine creative excellence with cutting-edge operations to build one of the most loved workplaces in cannabis. As we continue to scale nationally across the USA and internationally in Canada, our growing team is fueling the next chapter of DreamFields' success.

Job Summary:

The Director of Commercial Revenue Profitability serves as a strategic and financial authority within the Commercial Operating Engine. The role partners with Commercial Leadership, Revenue Growth Management (RGM), Category Management, Sales, Marketing, Finance, Operations, and IT to ensure that pricing, promotional investments, discounts, and transaction-level decisions maximize realized gross profit and EBITDA. The Director owns financial governance throughout the order management process, including validating pricing and discounts, monitoring promotional and contra-revenue spending against authorized budgets, assessing order-level profitability, and exercising approval, hold, rejection, or escalation authority when transactions fall outside established financial guardrails.

Duties/Responsibilities:

Organizational Alignment & Accountability

• Collaborates closely with RGM, Category Management, Sales, Marketing, Commercial Finance, Operations, Sales Operations, and IT.
• Commercial Leadership, RGM, and Category Management establish commercial strategy collaboratively, while Sales and Marketing retain responsibility for commercial execution.
• Owns financial governance of the order process and ensures transactions align with approved pricing strategies, profitability targets, promotional budgets, and established decision rights.
• Exercises authority to approve, hold, reject, or escalate transactions based on established financial guardrails.

Order-Level Profitability Governance

• Review order profitability in real time and validate pricing, discounts, promotional commitments, and gross profit impact before release.
• Exercise approval, hold, rejection, or escalation authority based on unfavorable variance from the approved Latest Estimate gross profit baseline.
• Ensure all transactions comply with approved account tiers, product-category profitability requirements, price books, and promotional limits.
• Resolve or escalate pricing, discount, promotional, and system setup exceptions within established service levels.

Pricing, Promotions & Gross Profit Recovery

• Lead centralized order profitability and promotional approval processes across core markets.
• Enforce front-end and back-end contra-revenue spending limits and monitor spending against approved budgets.
• Identify pricing leakage, promotional leakage, and margin erosion, and lead corrective action with Sales and Commercial partners.
• Execute account-tier pricing corrections and gross profit recovery initiatives, prioritizing the highest-impact accounts and opportunities.
• Evaluate promotional return on investment by product category and recommend continuation, modification, or discontinuation.

Commercial Financial Intelligence & Reporting

• Provide real-time financial decision support to Commercial Leadership, Sales, Category Management, Marketing, Operations, and Finance.
• Develop and maintain order-level gross profit calculations, decision-support tools, dashboards, and exception reporting.
• Report gross profit protected, recovered, and at risk by account, sales representative, state, and product category.
• Reconcile realized gross profit improvements with Commercial Finance and report performance against approved baselines and budgets.
• Present category-level gross profit, pricing compliance, promotional ROI, and EBITDA improvement opportunities through established leadership forums.

Cross-Functional Leadership & Process Improvement

• Partner with Revenue Growth Management and Category Management to translate commercial strategy into enforceable financial guardrails.
• Work directly with Sales and Order Management to support fast, financially informed decisions without creating unnecessary administrative barriers.
• Collaborate with Sales Operations and IT to automate pricing and profitability checks where systems permit.
• Establish sustainable order governance, reporting, approval procedures, and escalation paths.
• Lead change management and training related to pricing controls, promotional governance, and order profitability requirements.

Transaction Approval Authority

• Tier 1 - Monitoring: Transactions within approved guardrails and up to 5% unfavorable gross profit variance; no Director approval required.
• Tier 2 - Director Approval: Transactions with greater than 5% and up to 15% unfavorable gross profit variance.
• Tier 3 - Vice President Escalation: Transactions with greater than 15% and up to 20% unfavorable gross profit variance.
• Tier 4 - Executive Escalation: Transactions with greater than 20% unfavorable gross profit variance.
• The Director may immediately hold any transaction with a pricing, discount, promotional, or system setup exception.

Key Performance Indicators

Qualifications:

• Minimum of 10 years of progressive experience in commercial finance, revenue management, pricing, sales finance, financial planning and analysis, or a related discipline.
• Demonstrated experience improving gross profit, pricing compliance, promotional ROI, and commercial financial controls.

Required Education 

• Bachelor's degree in finance, accounting, economics, business administration, or a related field required; master's degree preferred.

Required Knowledge, Skills & Abilities

• Expert knowledge of commercial finance, pricing strategy, revenue management, gross profit optimization, and financial planning and analysis.
• Strong financial modeling and analytical skills, with the ability to evaluate transaction-level profitability in real time.
• Ability to translate complex financial information into clear commercial decisions and actionable recommendations.
• Excellent judgment and confidence, exercising approval, hold, and escalation authority in a fast-paced commercial environment.
• Strong leadership, communication, negotiation, and cross-functional collaboration skills.
• Ability to influence senior leaders and drive accountability across Finance, Sales, Marketing, Operations, and IT.
• Advanced proficiency with enterprise resource planning, customer relationship management, and business intelligence tools; experience with Microsoft Dynamics 365 Business Central, Salesforce, and Power BI preferred.
• Ability to manage competing priorities, resolve exceptions quickly, and maintain accurate documentation and reporting.

Preferred Experience 

• At least 5 years of leadership experience supporting complex, multi-market commercial operations preferred.
• Experience in consumer-packaged goods, manufacturing, distribution, or the cannabis industry preferred.

Preferred Certifications 

• Professional certification such as Chartered Financial Analyst (CFA), Certified Public Accountant (CPA), or equivalent preferred.

Travel Requirements: 

• Occasional travel may be required to support market reviews, leadership meetings, and cross-functional business needs.

Physical Requirements: 

• Prolonged periods of sitting at a desk and working on a computer.
• Ability to communicate effectively and review detailed financial and operational information for extended periods.

Work Schedule (Exempt):

This is a full-time, exempt position. The role requires flexibility to work the hours necessary to meet business needs, which may include extended hours, weekends, and holidays. Work schedules and expectations may be adjusted based on operational priorities and organizational demands.

Allergen Info:

Positions in our facilities may involve regular exposure to cannabis plant material, dust, and other potential allergens. Individuals with sensitivity to pollen, molds, or strong odors may experience discomfort. Appropriate personal protective equipment (PPE) is provided and required when applicable.

EEOC:

DreamFields is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.

All candidates must be willing to submit to a background check to be considered for the position.