Overview
The Director of Sales Strategy & Planning is a leader on the Sales Strategy and Insights team acting as a key liaison between sales teams and various internal cross functions. This role partners with marketing to develop the sales go to market strategy across the T Marzetti portfolio. Leads the end-to-end development of selling materials to support new product launches and communicate to field sales and broker partners. Works closely with the Revenue Management team to guide pricing recommendations and lead the development of all customer facing materials. Collaborates with supply chain to manage service disruptions. This highly visible leader will work closely with internal and external cross-functional partners to deliver company goals and objectives. The role includes a direct level manager report.
Responsibilities
- As part of the annual planning process develop, plan, execute and communicate the merchandising, assortment, pricing, and shelving (MAPs) strategy to deliver company goals. Collaborates with key stakeholders including category management and trade analytics to support recommendations.
- Partners with marketing on the end-to-end launch of new products relative to key sales inputs. Works closely with marketing to develop the trade and channel pricing strategy to support the launch, assessing competitive environment and category dynamics to optimize recommendations. Provides retailer specific distribution assumptions and costs to support initial launch volumes.
- Leads internal development and external broker communication of retailer selling materials supporting new product launches, seasonal businesses, and brand initiatives. Coordinates webinars with broker partners as part of this process.
- Acts a “voice of sales” among cross functional partners. Particularly within marketing to consult around areas impacting retailers. Plays a key role as a liaison between field sales and marketing teams.
- Collaborates with RGM, marketing and senior sales leadership to provide base pricing recommendations and strategy. Develops all related rationale and selling material.
- Works with supply chain to manage service disruptions. Develops retailer level inventory strategy and communications. Proactively works with the team to manage potential obsolete inventory.
- Interacts with field sales team accordingly to support additional cross functional related inquiries.
Qualifications
- 8 to 10 years of experience in customer leadership/trade management positions in CPG Field Sales including planning, direct selling, trade investment and execution.
- BS in business related degree
- Highly developed problem-solving skills and ability to anticipate issues
- Ability to lead, influence and communicate effectively with internal cross functional teams
- Previous experience leading teams and developing people
- Strong interpersonal skills
- Exceptional communication and presentation skills
- Ability to think strategically and execute with excellence
- Highly proficient in Microsoft Office suite (especially Excel, PowerPoint and Word)
- Experience working with IRI and other syndicated data sources.
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