Senior Manager, Sales Strategy Foodservice

Dole Packaged Foods•Thousand Oaks, CA

1d•Hybrid

About The Position

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit. At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you will be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what is right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success. The Senior Manager of Sales Strategy Foodservice will lead the development, optimization, and execution of strategic initiatives that accelerate growth and enhance performance across the Non-Commercial and K‑12 channels. This leader will partner closely with Sales Strategy, Field Sales, Marketing, Finance, and broader cross‑functional teams to generate long‑term strategies aligned with category and enterprise objectives. This individual will be responsible for ensuring the sales team is equipped with insights, tools, and resources that drive winning customer outcomes and sustainable growth within the non-commercial space. The Senior Manager will influence decision-making, proactively champion customer and market needs, and drive team activity aligned with volume and profit goals. This role provides flexibility to work in a hybrid environment of home and our Westlake Village, CA office. (Hybrid is defined as 3 times per week in the office).

Requirements

7-10+ years of progressive experience in Sales Strategy, Sales Operations, Sales, Category/Channel Strategy, or related commercial roles, focused on foodservice customers.
Strong ability to navigate ambiguity, solve complex problems, and lead strategic planning for aligned customer channels to drive measurable business impact.
Advanced experience analyzing internal and syndicated data sources such as Circana, Datassential, or equivalent.
Demonstrated ability to translate complex data and insights into compelling, simplified business stories and actionable recommendations.
Exceptional communication and influencing skills with experience presenting to senior leaders and cross‑functional partners.
Highly proficient in Microsoft Excel and PowerPoint.
Bachelor’s degree required.

Nice To Haves

Experience in the food manufacturing industry, particularly within Non‑Commercial and/or K‑12 channels.
Familiarity with sales performance management platforms and opportunity pipeline tools.
Advanced analytical skills, including complex data analysis and business case development.
MBA preferred

Responsibilities

Lead the development of long-term strategic plans across the Non‑Commercial and K‑12 channels in partnership with the Director and cross‑functional leaders, ensuring alignment with company objectives, category strategies, and growth priorities.
Lead resolution of operational challenges impacting customers or the sales organization, prioritizing issues and partnering with cross functional team members to drive timely solutions.
Create and continuously enhance tools, processes, and resources that empower the field sales team to effectively sell the Dole portfolio, anchored in competitive intelligence, marketplace intelligence, and account dynamics.
Translate product features and attributes into solution selling stories to solve operator challenges and drive growth.
Develop high‑impact value propositions, selling stories, and growth strategies based on market dynamics, customer segmentation, product portfolio opportunities, and competitive landscape.
Conduct advanced analysis to develop strategic recommendations for target customer prioritization and opportunities resulting in customer-level strategies and approaches.
Partner with Marketing to commercialize innovation, ensuring channel‑specific strategies, launch plans, and customer activation are aligned with broader business goals.
Assess market trends, competitive activities, and outside impacts such as government regulations to inform organizational understanding of emerging opportunities and risks.
Support collaborative planning during the Annual Budget Process based upon channel goals and growth strategies across the organization.
Other duties as assigned.