Job Title: Senior Director of Category & Revenue Development

Reports to: Chief Growth Officer

Number of Direct Reports: 8

Key Internal Partners: Field Sales, Marketing, Finance, Logistics, Demand Planning, Customer Service.

Key External Partners: Customers (including Sr. Leadership), 3rd Party Broker Partners, and Industry Associations

Job Summary:

Job Responsibilities & Tasks:

• Lead the development, management and execution of sales strategy, new item introduction, revenue development and category management
• Works closely with sales leadership to ensure best in class execution of sales strategies to deliver organization objectives
• Leads the development and execution of tools and processes for category management, analytic reporting, trade utilization, and trade management
• Works across functions in the development of the MNA Sales Strategy to achieve short and long-term sales goals
  • Provides the plans in conjunction with marketing for customer business plans settings (topline growth):
    • Right assortment, Right promotions, Right pricing, Right placement
  • Develops and manages channel strategies
  • Ensure definition of success is clear (and KPI backed) for promotion activity, new item launches (ACV/CACV expectations based on differing customer windows).
  • Tracks key sales / commercial KPI’s – distribution, everyday pricing, promotion, display.
  • Proactively addresses challenges and opportunities across business regarding distribution, pricing, promotions, and shelving.
  • Development of key “argumentations / selling stories” to secure key commercial priorities (ie., pricing changes)
  • Leads Annual Operating Plan Process.
  • Ensures / develops efficient process and tools in forecasting, promotion, and POS management
  
  

Key Performance Indicator (KPI):

Position Requirements:

EDUCATION

• Bachelor’s degree in Business or related field
• MBA is a plus

EXPERIENCE

• 7+ years’ experience leading Category Development for the CPG / FMCPG sector, with a track record in complex and fast-growing environments.

• 15+ years of progressive experience in Sales or Business Development
• A solid background of creating and executing high growth strategies
• A strong track record of successfully building and growing sales, category and profitability
• Experience in customer marketing, with a full understanding of market insights, strategy, marketing planning, communications, and product launches

SKILLS

• Exceptional knowledge of U.S. retail and foodservice channels
• Outstanding written and verbal communication skills
• A strong, visionary leader that can develop, inspire, and motivate others
• Strong analytical skills to identify challenges and/or opportunities; Utilize data to act
• Ability to handle complexity
• An energetic team leader, able to challenge the status quo, ask the right questions, empower the sales team, with clear expectations and solid articulation of strategies and action plans
• A solid cross-functional partner who will build outstanding partnerships internally with Marketing, Finance, Logistics, Demand Planning, Customer Service & Human Resources.
• A transformational leader who exhibits and models a strong sense of ownership and accountability throughout the entire sales process (origination, follow through and delivery).
• A motivated leader interested in development and growth of the team, function, and self.

PHYSICAL & TRAVEL REQUIREMENTS

• Must be able work in normal office conditions
• Must be able to work 8 hours per day and be on his/her feet for extended periods of time
• Must be able to travel via airplane within the U.S. and Internationally
• 30% travel required throughout the year

COMP

• $210,000-$260,000/year