Executive Search Success Story: Building an Omnichannel Net Revenue Management Team for a Private-Equity-Backed Consumer Health and Household Products Company

How JRG Partners executed a confidential, multi-role North American executive search strategy that equipped a private-equity-backed consumer health and household products company with the net revenue management, e-commerce pricing, customer investment, and commercial finance leadership required to harmonize pricing across mass, club, drug, and online channels, stop margin leakage, and deliver the sponsor’s EBITDA plan.

The Challenge

A private equity sponsor’s consumer health and household products company had grown e-commerce to 28% of sales, but online pricing had become disconnected from brick-and-mortar, triggering price matching by major retailers and margin leakage estimated at $35M annually. Customer terms and allowances had accumulated over years without governance, retail media and marketplace fees were consuming online profitability, and the sponsor’s EBITDA plan assumed net revenue improvements the company had no team to deliver. Executive leadership and the sponsor identified several critical vulnerabilities threatening the value-creation plan:

• Online and in-store price divergence triggering retailer price matching and $35M in annual margin leakage
• Customer terms, allowances, and deductions accumulated without governance or return analysis
• Retail media and marketplace fees eroding e-commerce profitability
• No net revenue management function or executive ownership of price across channels
• Commercial finance unable to forecast net revenue by customer and channel
• A sponsor EBITDA plan dependent on net revenue improvements with no delivery capability

Recognizing that the value-creation plan required a net revenue management capability spanning all channels, the sponsor, CEO, and Chief Financial Officer engaged JRG Partners to recruit a Vice President of Net Revenue Management, Director of E-Commerce & Omnichannel Pricing, Director of Customer Investment & Terms, and Director of Commercial Finance & Revenue Planning. The company required an executive search partner with deep revenue growth management expertise and access to leaders who had harmonized pricing across physical and digital channels.

Why They Chose JRG Partners

Revenue Growth Management Practice Focus

JRG Partners maintains a dedicated practice recruiting revenue growth management, net revenue management, pricing, and commercial finance leadership for consumer companies, with a clear understanding of omnichannel price dynamics, customer investment governance, and marketplace economics.

Private Equity Portfolio Experience

Our firm has extensive experience recruiting commercial leadership teams for sponsor-backed consumer companies, with a clear understanding of value-creation plans, EBITDA bridges, and operating partner expectations.

Omnichannel Pricing Expertise

Our team has a documented history of recruiting leaders who have built price harmonization and e-commerce profitability programs across mass, club, drug, and online channels.

Our Executive Search Strategy

Phase 1 — Value-Creation Plan Alignment

Our consultants partnered directly with the sponsor’s operating partner, CEO, and Chief Financial Officer to review channel pricing data, customer terms, e-commerce profitability, and the EBITDA bridge, defining four leadership profiles aligned with the net revenue plan.

Phase 2 — Talent Identification & Mapping

Our research team performed an extensive talent mapping initiative targeting net revenue management, pricing, customer investment, and commercial finance leaders at consumer health, household products, beauty, and consumer packaged goods companies and e-commerce platforms who had delivered documented omnichannel net revenue outcomes. Over 330 executives were systematically assessed across these sectors.

Phase 3 — Candidate Engagement

Priority during outreach was given to leaders with a documented history of harmonizing pricing across physical and digital channels, governing customer terms and deductions with return analysis, improving marketplace and retail media profitability, and building net revenue forecasting by customer and channel under private equity ownership. Only candidates meeting these strict performance baselines advanced.

Phase 4 — Selection Process

Finalists presented net revenue plans to the sponsor, CEO, and Chief Financial Officer, completed structured leadership assessments, and underwent reference verification focused on quantified net revenue, margin, and channel outcomes.

Key Outcomes

• 330+ net revenue management, pricing, and commercial finance executive profiles mapped across North America.
• Successfully placed a synchronized leadership tier spanning net revenue management, omnichannel pricing, customer investment, and commercial finance within five months.
• Closed $30M of $35M in annual price leakage within twelve months.
• Recovered $12M annually in ungoverned customer investment.
• Improved e-commerce contribution margin by 600 basis points.
• Contributed $48M to EBITDA within two years, exceeding the sponsor’s plan.