Director Customer Planning

Bimbo Bakeries USA•Conshohocken, PA

13d•$151,300 - $211,800

About The Position

The Director, RGM - Trade Investment & Promotional Strategy leads trade investment strategy, promotional planning, and performance management for an assigned geographic region. Reporting to the Senior Director, RGM - Trade Investment & Promotional Strategy, this leader translates national strategies, targets, and investment guardrails into regional and customer-level plans, owns regional trade investment performance, and manages and optimizes on-invoice and off-invoice discounts. The role serves as the primary Revenue Growth Management partner to Regional Sales leadership and works closely with Finance, Marketing, Category Management, Demand Planning, and the broader RGM team. It combines commercial and financial acumen with customer planning capabilities to improve promotional effectiveness, investment productivity, and profitable regional growth. The position also builds and develops a regional team and advances disciplined planning, measurement, learning, and continuous improvement.

Requirements

Bachelor's degree required.
8–10+ years of progressive experience in Revenue Growth Management, Commercial Finance, Sales Finance, Trade Strategy, Customer Strategy, Category Management, or related commercial roles within a consumer packaged goods organization.
Demonstrated experience managing trade investment, promotional strategy, customer planning, financial evaluation, and performance management.
Strong understanding of CPG commercial economics, including gross-to-net management, on-invoice and off-invoice discounts, trade accruals, customer P&Ls, and promotional ROI.
Proven ability to translate national strategies into regional and customer-level plans that balance growth, profitability, and execution realities.
Strong analytical and problem-solving capabilities, including evaluating scenarios and converting complex information into clear recommendations.
Proven ability to partner with Sales leadership, influence cross-functional stakeholders, and challenge constructively.
Excellent communication and storytelling skills, with the ability to simplify trade-offs and drive decisions.
Strong people leadership, organizational, budget management, and change management capabilities.
Results-oriented and resourceful, with comfort operating in a fast-paced and evolving environment.
Ability to meet the physical and mental demands representative of the position's essential functions; reasonable accommodations may be requested.

Nice To Haves

MBA or advanced degree preferred.

Responsibilities

Own trade investment strategy, priorities, and performance for an assigned region within the national framework.
Translate enterprise promotional strategies, investment principles, targets, and guardrails into regional customer plans and operating priorities.
Align regional trade investments with brand roles, portfolio priorities, customer strategies, and revenue and margin objectives.
Serve as the regional expert on trade investment effectiveness, promotional economics, and performance improvement.
Own and manage the regional trade budget, including allocation, commitments, forecasts, accruals, variances, and delivery against financial targets.
Manage and optimize the regional mix of on-invoice and off-invoice discounts based on customer economics, financial impact, and execution requirements.
Apply national governance standards, authorization levels, and controls; escalate material risks and exceptions as needed.
Provide transparency into planned, committed, and actual spending and lead corrective actions when performance is off track.
Partner with Regional Sales and customer teams to develop customer-specific promotional strategies and annual plans.
Optimize regional customer promotional calendars, event selection, investment levels, timing, frequency, depth, duration, and mechanics.
Adapt national direction to regional customer dynamics while maintaining strategic and financial guardrails.
Integrate promotional plans into customer business planning, annual operating plans, forecasting, and commercial routines.
Evaluate regional promotional investments using revenue, volume, incrementality, margin, ROI, and strategic value measures.
Partner with Regional Finance to quantify investment choices, evaluate risks, and support customer and leadership decisions.
Identify low-return or non-strategic spending and recommend reallocating it toward higher-value customers, brands, channels, and events.
Assess incremental investment requests and exceptions through fact-based analysis, scenario evaluation, and clear decision criteria.
Lead pre-event evaluation, in-market tracking, post-event analysis, and periodic regional performance reviews.
Identify performance drivers, risks, and opportunities and turn learnings into changes to future customer plans.
Build a regional test-and-learn agenda within national standards and share results that can inform enterprise strategy.
Scale successful practices and stop or redesign activities that do not deliver intended consumer, customer, or financial outcomes.
Partner with Demand Planning, Sales, and Finance to improve promotional forecast accuracy and align volume, revenue, trade spend, supply, and P&L expectations.
Ensure customer plans follow defined processes, calendars, decision rights, and handoffs from strategy through execution and settlement.
Improve data quality and process compliance to provide a reliable regional view of trade investment and promotional performance.
Drive adoption of national tools, analytics, scorecards, reporting, and promotional planning processes.
Advise Regional Sales leadership on trade investment, promotional strategy, and customer decisions.
Influence regional priorities and investment trade-offs through clear, data-driven recommendations and constructive challenge.
Partner with the national RGM team to deploy capabilities, share regional insights, and improve enterprise frameworks and tools.
Build, coach, and develop a high-performing regional team and foster ownership, collaboration, accountability, and continuous improvement.