Senior Director Sales Strategy and Planning

Position Overview

The Senior Director of Sales Strategy & Planning is a critical leadership role at GoMacro, responsible for shaping and executing the company’s commercial strategy to drive sustainable, profitable growth across in-store, eCommerce, and all classes of trade throughout the U.S. and Canada. This role owns the development and integration of category, channel, customer, and product strategies aligned to GoMacro’s Annual Operating Plan (AOP), with accountability for revenue growth, trade investment effectiveness, and EBITDA performance. As the voice of the customer, this leader plays a key role in influencing enterprise decisions across Sales, Marketing, Finance, and Operations.

Primary Responsibilities

Strategic Business Planning

• In collaboration with the SVP of Sales, lead the annual Sales Planning and Key Learnings process, translating insights into actionable strategies that deliver against AOP, revenue, and profitability targets
• Develop and operationalize channel- and customer-specific MAPS strategies (Merchandising, Assortment, Pricing, Shelving) across all classes of trade
• Partner with Sales leadership to embed strategy into account planning and execution, ensuring alignment on key growth drivers, risks, and opportunities
• Serve as a key contributor to long-range planning and enterprise financial strategy, aligning commercial priorities with company objectives

Revenue Growth & Trade Spend Management

• Own and evolve trade investment strategy, establishing customer-level budgets that balance growth, ROI, and EBITDA targets
• Drive disciplined trade spend optimization, including promotional effectiveness, pricing strategy, and post-event analysis
• Partner with field sales to prioritize, structure, and negotiate trade programs that deliver profitable growth and strong retailer partnerships
• Advance Revenue Growth Management (RGM) capabilities, including price-pack architecture and promotional strategy

S&OP Leadership (Sales & Operations Planning)

• Lead Sales inputs into the S&OP process, including forecasting assumptions, performance trends, risks, and opportunities (R&Os)
• Partner cross-functionally with Demand Planning, Supply Chain, and Finance to ensure alignment between demand forecasts and operational capabilities
• Establish and monitor sales KPIs, proactively identifying gaps and driving corrective actions

Data, Insights & Sales Operations Excellence

• Lead Category Insights and Sales Operations team, building best-in‑class capabilities in analytics, reporting, and tools
• Translate syndicated data (IRI, Nielsen, SPINS, Numerator) and retailer POS into actionable insights and compelling selling stories
• Oversee development of sales tools, reporting dashboards, and broker enablement resources to support executional excellence
• Ensure consistent, accurate, and forward‑looking reporting to inform strategic and tactical decision‑making

Innovation & Commercialization

• Partner with Sales, Marketing, and Commercialization teams to shape the innovation pipeline, representing customer and channel needs
• Lead commercialization strategy, including launch plans, pricing, trade strategy, and revenue forecasting
• Ensure strong alignment between innovation strategy and in‑market execution, driving successful product launches

Continuous Improvement & Transformation

• Continuously evolve and mature Sales Strategy & Planning processes, tools, and frameworks to support scalable, future‑ready growth
• Identify and implement new approaches to improve efficiency, effectiveness, and decision‑making
• Contribute to the development of long‑term strategic roadmaps, bringing forward innovative ideas and solutions

What Success Looks Like:

• Delivery of AOP targets with strong balance of top‑line growth and profitability
• Improved trade ROI and pricing discipline across customers and channels
• High‑quality, insight‑driven customer strategies and selling stories
• Strong cross‑functional alignment and forecast accuracy
• A high performing, engaged team delivering measurable business impact
• Fostering the values, culture, and engagement of the organization

Required Skills & Leadership Competencies

• Strategic Leadership: Deep understanding of CPG, customer, and channel dynamics with the ability to balance competing priorities and deliver aligned outcomes
• Data‑Driven Decision Making: Proven ability to translate data into insights, insights into strategy, and strategy into execution
• Financial Acumen: Strong expertise in forecasting, trade spend management, ROI analysis, and P&L ownership
• Executive Communication & Influence: Ability to clearly articulate strategies and influence stakeholders at all levels, including executive leadership
• Player‑Coach Mentality: Hands‑on leader who can operate strategically while diving into details and driving execution
• People Leadership & Development: Proven ability to build, lead, and develop high‑performing, values‑based teams
• Adaptability & Agility: Thrives in dynamic environments, effectively prioritizing and leading through change
• Negotiation & Relationship Management: Skilled in building strong customer partnerships and delivering win‑win outcomes
• Cross‑Functional Collaboration: Ability to drive alignment and results across Sales, Marketing, Finance, and Operations
• Self‑Awareness & Leadership Presence: Brings humility, curiosity, and strong interpersonal awareness to leadership interactions

Education & Experience

• Bachelor’s degree required; MBA or advanced degree preferred
• 7+ years of progressive experience in CPG sales strategy, revenue growth management, or commercial planning
• Experience across U.S. and Canada markets strongly preferred
• Background spanning Sales Planning, Customer Development, Category Insights, and/or Customer‑facing sales roles

Technical Expertise

• Advanced proficiency in Microsoft Excel, PowerPoint, and business analytics tools
• Deep experience with IRI, Nielsen, SPINS, Numerator, and retailer POS data
• Familiarity with TPM systems, account planning tools, and forecasting models
• Strong capabilities in trade spend analysis, scenario planning, and financial modeling

Travel

Approximately 5–10% travel (2–4 weeks annually)

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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