Director, Retail Sales Strategy

Onnit•Austin, TX

3d•Hybrid

About The Position

The Director of Retail Sales Strategy represents Onnit within the Unilever Wellbeing Collective and is accountable for strengthening ONNIT’s sales planning discipline across all classes of trade. This role plays a critical part in developing and building the strategic growth for the Onnit brand, including the go-to-market strategy for long-term growth and profitability. This role requires a highly strategic, data driven and collaborative leader with deep experience in omni-channel sales within high growth CPG environments.

Requirements

10+ years of experience in CPG Sales with people leadership experience and proven track record of success working in sales planning, customer development, category management, and trade planning.
An inclusive leader with strong communication skills, a passion for team development and a high degree of comfort in giving and receiving actionable feedback.
Ability to influence cross-functionally and build capabilities for the entire organization – with a passion for problem-solving, collaboration, digging into the details, and rolling up sleeves to make things happen.
Proven ability to work with all levels of leadership + functions across key customers to build best-in-class partnerships
Entrepreneurial spirit, tenacity, dependability, integrity, and innovative sensibility
Personally and professionally motivated to deliver results and get things done
Robust analytical skills with experience in driving the P&L and successfully leading cross-functional teams through challenging business environments.
Expert storyteller with the ability to translate data into insights and distill disparate learnings into cohesive plans to drive the business – capitalizing on opportunities and mitigating threats.
Sharp organizational skills and the ability to multi-task and thrive in a dynamic, deadline-driven environment.
Superior presentation and communication skills (written and verbal).

Responsibilities

Build the annual sales plan in partnership with Sales, Finance, Marketing, and Supply Chain
Translate ONNIT’s goals into channel, customer, and product level targets
Develop long range demand and revenue forecasts to support strategic planning
Own the S&OP forecast process, including cadence, accuracy tracking, and scenario modeling
Partner with Demand Planning/Supply Chain to ensure inventory availability and minimize out of stocks
Identify risks and opportunities versus plan and communicate them proactively
Track performance against plan at customer and product levels while meeting revenue & profit targets
Build dashboards, scorecards, and KPIs that give Sales leaders actionable insights
Analyze trends to identify growth opportunities or performance gaps
Support pricing and promotional strategy in order to mitigate channel conflict while simultaneously meeting topline and profitability objectives including but not limited to PPA, display and merchandising strategy, and SKU rationalization
Partner with internal teams in the development of innovation and actively contribute to the commercialization process through assessing size of prize and collaborating with finance to determine costing model
Provide data driven recommendations to optimize mix, margin, and customer profitability
Execute shopper marketing initiatives at key retailers
Act as the connective tissue between Sales, Finance, Marketing, and Supply Chain
Translate strategy into clear, actionable plans for field teams
Ensure consistent communication of goals, expectations, and performance
Lead analysis and provide insights from customer-specific and syndicated data.
Lead development of selling stories on innovation with customers
Build models to support scenario planning, pricing decisions, and resource allocation
Provide insights that shape commercial strategy and investment decisions