Natalia Glushchenko
New York,NY
Summary
Strategic Finance and Revenue Growth Management Leader with over 15 years of international experience across FMCG and consumer goods industries. Proven track record in driving top- and bottom-line growth through advanced RGM levers: pricing architecture, promotional effectiveness, trade terms optimization, and portfolio mix strategy.
- TOP-tier international companies: JDE Peet’s, Danone, Nestle, Anheuser-Busch
- Oversaw a $10B Net Sales portfolio, driving business growth through analytical decision-making and cross-functional collaboration.
- Demonstrated success in launching new products and categories, financial project leadership, and cost optimization initiatives across diverse markets and industries.
- Dedicated to maximizing revenue streams, enhancing market presence, and supporting strategic business development initiatives.
- Proven track record of driving Revenue Growth through strategic pricing, promotional effectiveness, trade investments structuring, and optimized product mix strategies.
- Experience improving business processes and systems (IT IS, BI), with the ability to succeed in ambiguity.
- Experience with SAP and other ERP systems, spreadsheet software, and SQL, excellent analytical skills.
Overview
16
16
years of professional experience
Work History
Commercial strategy and finance manager
Magnolia Bakery
New York, NY
09.2024 - Current
- Company Overview: CPG, Retail, eCommerce & DTC – Premium Food Sector
- Own full P&L responsibility for the U.S. business unit and act as strategic finance partner to the CEO and leadership team.
- Led development of pricing models, cost optimization strategies, and scenario planning to support margin improvement and cash discipline.
- Shape financial direction of the company by aligning revenue strategy with rapid business expansion across DTC, retail, and wholesale.
- Built financial close process from scratch: implemented Day 1 closing routines, SOPs, and standardized reporting, transforming month-end from 104 to 7 calendar days.
- Managed long-term financial planning (LPR and AOP), aligning with strategic business goals. Preparation of the Business reviews (QBR, Year-end review) with the executive members and investors, regional/market teams.
- Developed tools for complex data modeling and financial analysis, including margin analysis, PVM, EDLP/Promo forecasts, and P&L reporting.
- Implemented and enhanced reporting tools and dashboards (Power BI) to track financial and business performance in real-time.
- Conducted market research using internal and external data sources, synthesizing insights into actionable takeaways for leadership.
- Managed period-end closing processes, ensuring compliance with accounting standards and accurate financial reporting.
- Created and automated budget templates, dashboards, and management reports (P&L, cash flow, sales performance) across departments.
- Supported ERP integration and reporting automation across finance, supply chain, and store operations.
- Led cross-functional projects to optimize business processes, enhance efficiency, and achieve strategic objectives.
- Key Achievements
- Accelerated period close to 7 days (vs. 104), fully designing financial reporting process and SOPs.
- Increased gross margin by 5% via pricing adjustments, vendor negotiations, and SKU-level profitability analysis.
- Reduced overhead spend by 10% through fixed cost optimization and budget accountability.
- Introduced forward-looking financial planning discipline aligned to scale-up trajectory of the brand.
Revenue Growth Senior manager
JDE Peet’s
Boston, MA
06.2023 - 09.2024
- Company Overview: CPG, Coffee & Tea Portfolio, Multi-Country Portfolio – USA
- Led the U.S. commercial finance agenda and RGM execution, aligning pricing, promotional calendar, and margin expansion strategy to long-term business goals.
- Performed financial analysis to identify growth drivers to influence business decisions.
- Developed OBPPC framework and offer strategies to maximize growth and profit.
- Led the sales planning process in partnership (VCP, long-term, innovation planning) with key cross functional teams.
- Owner of trade spend and pricing/promotion process that aligns with AOP guidance and sales targets.
- Oversaw end-to-end financial planning, including P&L, cash flow, and trade investment allocation for omnichannel business (Retail, eCom, Club, and B2B).
- Implemented promotional analysis and elasticity review to help maximize trade spending to deliver topline & bottom-line growth targets.
Revenue Growth Lead (Director)
JDE Peet’s
07.2021 - 06.2023
- Company Overview: CPG, Coffee & Tea Portfolio, Multi-Country Portfolio – Ukraine, Eastern Europe & Central Asia
- Built and led the RGM strategy across 12 markets, driving execution across pricing, promotion, assortment, and trade terms.
- Led the end-to-end launch of the Pickwick Tea brand from scratch: category strategy, pricing, positioning, channel plan, and go-to-market execution.
- Oversaw a $10B Net Sales portfolio in international FMCG, driving business growth through analytical decision-making and cross-functional collaboration.
- Developed and implemented revenue growth (Pricing, Promo, Trade, Mix) strategies across multiple markets and channels. Run profitability analysis for pricing scenarios, PPA (price-pack architecture) and Promotional strategies.
- Reviewed the external market trends in comparison to sell in/sell out - close collaboration with business intelligence and marketing team.
- Led RGM analytics and toolbox for multiple regions (USA, Eastern Europe, Central Asia) to support the of price optimization projects, analysis, elasticity models & accelerate best practices in RGM.
- Led the implementation of the OBPPC framework, optimizing pricing, product, and packaging strategies to drive revenue growth and improve market competitiveness.
- Managed omnichannel pricing, provided strategic price recommendations for innovation and regular portfolio and partner with brand to deliver pricing strategy in line with brand ambitions and long-term targets.
- Supported the construction, strategy and post analysis of A/B tests, to inform product price and pack changes.
- Key Achievements
- Achieved $1.3M in net sales within 6 months of Pickwick Tea launch.
- Rolled out unified ROI toolset used by commercial and finance teams across markets.
- Improved trade terms compliance by 20% through structured investment tracking.
Head of Finance and Business Controlling
Danone
09.2020 - 07.2021
- Company Overview: CPG, Dairy Division – Omni-Channel – Ukraine, Eastern Europe
- Led, motivated, and set strategic direction for a team of Financial managers (3 direct reports)
- Full financial P&L management, supported with financial analysis, insights and recommendation review with leadership team, Analysis tools development (AOP/Value creation/LTP/Strategic Business plan)
- Business Partner for Cost optimization initiatives (Production, Supply Chain, G&A, Marketing spend, A&P, Promotion etc.)
- Developed pricing simulations, demand models, and productivity tracking tools supporting innovation and margin improvement.
- Partnered with business leadership on investment allocation, resource prioritization, and scenario-based planning to optimize profitability and cost-to-serve.
- Optimized industrial costs through process improvements and supply chain optimization.
- Conducted thorough spend analysis across trade spend, manufacturing, SG&A, COGs, and CAPEX.
- Led commercial planning, cross-functional S&OP process and financial strategy, optimizing budgeting and forecasting processes. Ensure alignment for the forecast between sales/marketing/operations/finance.
- Managed G/L reporting, total cost-to-serve analyses, and productivity projects.
- Supported free cash flow (FCF) management and optimized operational working capital (OWC).
- Financial and strategic insights for new product innovations including P&L, business case development, DCF modeling, and capital request development.
- Supported free cash flow processes and operational working capital optimization
- Key Achievements
- Reduced low-performing SKUs by 12%, improving overall profitability.
- Developed a cash model toolbox, reducing working capital requirements by 5%
- Reduced budget variance on redemptions by 8% through implementation of quarterly forecasting routines.
- Designed post-launch investment tracking framework for three major innovations.
- Influenced major strategic shifts by linking inefficient spend to EBIT erosion.
Sales and Innovations Senior finance manager
Danone
03.2018 - 09.2020
- Company Overview: CPG, Dairy Division – Omni-Channel – Ukraine, Eastern Europe
- Full financial P&L management, supported with financial analysis, insights and recommendation review with leadership team, Analysis tools development (AOP/Value creation/LTP/Strategic Business plan)
- Support with A&P planning and management, support collaboration with marketing team to ensure optimization and efficiency. Drive ROI analysis for key initiatives – maximization of investment, share learnings
- A&P and media (working/non-Working) spend and advertising budget control and ROI efficiency.
- Performance management across sales, marketing, and supply chain functions.
- Partnered with business leadership on investment allocation, resource prioritization, and scenario-based planning to optimize profitability and cost-to-serve.
- Developed pricing simulations, demand models, and productivity tracking tools supporting innovation and margin improvement.
- Key Achievements
- Launched a new dairy category, achieving 37.5% category revenue and gross profit growth YoY.
- Optimized industrial costs for a baby line by 13.2%, enhancing productivity and efficiency.
Senior Sales Financial controller
Nestle
04.2017 - 03.2018
- Company Overview: CPG, Omni-Channel – Ukraine, Eastern Europe
- Supported Route-to-Market (RTM) business cases with comprehensive P&L analysis, distributor logistics deep dives, ROI assessments, and net profit maximization incentives.
- Conducted profitability and cost-to-serve analysis for 20+ distributors, enabling €500K annual savings.
- Developed cost-to-serve models and conducted thorough distributor audits, reducing logistics costs by 15-19%.
- Managed accruals and financial reporting, providing actionable insights for a 5% improvement in budget accuracy.
- Partnered with product development, sales, marketing, operations, and customer support teams to align efforts and ensure successful product launches.
- Developed performance metrics and aligned revenue goals with cross-functional teams.
- Supported senior management through executive presentations, providing financial insights and strategic recommendations.
- Coordinated price changes and developed customer/channel commercial strategies, resulting in a 10% increase in market competitiveness.
- Key Achievements
- Enhanced financial transparency and operational efficiency, leading to a 10% reduction in operational costs.
- Achieved a 12% increase in distributor profitability through financial business cases.
Commercial Finance manager (Go-to-Market)
Anheuser-Busch (AB Inbev)
02.2015 - 04.2017
- Company Overview: CPG, Omni-Channel – Ukraine, Eastern Europe, CIS
- Performed GTM analysis, assessing financial and logistics performance, improving efficiency by 10%.
- Supported the development of a normative model for calculating compensation rates, reducing discrepancies by 12%.
- Conducted financial analysis of distributors, including Profit and Loss Reports and EBITDA, improving performance by 10%.
- Managed cost-to-serve analyses, distributor audits, and financial transparency initiatives to reduce fulfillment costs, logistics and operational costs.
- Key Achievements
- LEAN GREEN BELT: Developed a normative model for calculating distributor compensation rates, standardizing processes and improving transparency.
- Set up reporting and validation processes for distributors in the CIS region, reducing reporting errors by 20%.
Demand Analyst
Anheuser-Busch (AB Inbev)
04.2012 - 02.2015
- Company Overview: CPG, Omni-Channel – Ukraine, Eastern Europe, CIS
- Generated stock reports and sales forecasts, improving alignment with S&OP cycles.
- Analyzed out-of-stock issues, mitigating risks, and ensuring timely actions.
- Conducted SKU analysis and supported new product launches, enhancing demand planning accuracy by 15%.
- Key Achievements
- Developed a new demand planning approach for direct distributors, leading to improved alignment of S&OP cycles.
- Achieved a 15% improvement in forecast accuracy through enhanced demand planning techniques.
Claims Specialist
Anheuser-Busch (AB Inbev)
11.2009 - 04.2012
- Company Overview: CPG, Omni-Channel – Ukraine, Eastern Europe, CIS
Education
Pre-MBA -
Rice University - Susanne M. Glasscock School of Continuing Studies
Houston, TX, USA08.2024
Master’s - International Economy and Finance
NATIONAL UNIVERSITY OF ECONOMICS OF UKRAINE
Kharkiv, Ukraine06.2009
Skills
- ERP and RGM systems: SAP BW, SAP SD, Oracle NetSuite, Anaplan, 1C, TPM
- BI and analytics tools: Excel (advanced), VBA, SQL, Power BI, Tableau, Cognos, Essbase, Smart View, Visio, SharePoint, Think Cell
- Market and retail analytics: Nielsen, IRI, Kantar, Circana, Stackline, Amazon Seller Central, Shopify
- Data analysis expertise
- Advanced spreadsheet proficiency
- Communication and presentation skills
- Analytical thinking with business judgment
- Adaptability in unstructured environments
Accomplishments
Tea Pickwick launch in Ukraine @ JDE Peet’s
$1.3 million in net sales within the first 6 months after launch
Financial Innovation Management @ Danone: financial project leading of new subcategory in dairy launch.
Incremental effect on profit $1 million YoY
Formulating, structuring, and building from scratch of the normative P&L for distributors @ Nestlé
Cost optimization of 55%for Route-to-Market (RTM) and trade terms
LEAN Green Belt project support @ Anheuser-Busch
Financial business support: RTM cost reduction of $1.4 million per year across 2 markets
Timeline
Commercial strategy and finance manager
Magnolia Bakery
09.2024 - Current
Revenue Growth Senior manager
JDE Peet’s
06.2023 - 09.2024
Revenue Growth Lead (Director)
JDE Peet’s
07.2021 - 06.2023
Head of Finance and Business Controlling
Danone
09.2020 - 07.2021
Sales and Innovations Senior finance manager
Danone
03.2018 - 09.2020
Senior Sales Financial controller
Nestle
04.2017 - 03.2018
Commercial Finance manager (Go-to-Market)
Anheuser-Busch (AB Inbev)
02.2015 - 04.2017
Demand Analyst
Anheuser-Busch (AB Inbev)
04.2012 - 02.2015
Claims Specialist
Anheuser-Busch (AB Inbev)
11.2009 - 04.2012
Pre-MBA -
Rice University - Susanne M. Glasscock School of Continuing Studies
Master’s - International Economy and Finance
NATIONAL UNIVERSITY OF ECONOMICS OF UKRAINE
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