Position Summary
The Senior Director, Commercial Planning (SDCP) is a proven leader who effectively acts as a liaison between marketing and sales. The incumbent drives organizational effectiveness through the development of the annual commercial plan, retail execution tools, and the implementation of specific brand initiatives throughout the commercial (sales & marketing) organization. The SDCP has strong analytical, interpersonal skills, and effectively influences cross-functional stakeholders, processes, and outcomes.They interact with senior-level management in sales, marketing, finance, operations, as well as key distributor management and key accounts in the retail trade on specific brand initiatives. This role is remote.
Role & Responsibilities
Communication and Coordination:
- Lead annual commercial planning process, working closely with brand and trade marketing teams to ensure brand strategies and priorities come to life in all local market plans
-Retail execution priorities, calendars, and KPIs developed
-Below the line budget development and deployment to commercial jobs to be done and retail programming
- Collect and consolidate inputs from the Commercial Directors and Division Sales on initiatives, new items (SKUs) or programs, providing feedback to brand teams and trade marketing
-Ensure all programs are “execution-ready”; market, shopper, and sub-channel relevant
-Lead post-program analysis process on key programs and initiatives to ensure program ROIs are met and key learnings are memorialized
- Coordinate communication between the Commercial Directors and Divisions from the Marketing team
-Ensure all Commercial Directors present priorities, initiatives, and programs to the field in a consistent cadence and format: Monthly, Quarterly, and Annually.
-Coach CDs to actively lead presentations to wholesalers and brokers in preparing for the next focus period or month.
-Ensure the CDs are the “guide” to the field audience on national program presentations at virtual or in-person National Sales Meeting
- Work closely with Commercial Strategy team on key corporate priorities
-Ensure sales enablement tools (account segmentation, GoSpotCheck, Pinata, etc…) are commercially viable and drive the right outcomes
-Assist in the development of market, brand, and program scorecards to ensure KPIs are appropriate, relevant, and reasonable
- Coordinate and champion “National Programs”
-Develop National Distributor Engagement programs as part of annual plan
-Ensure uniform planning and execution of focus programs across the US
-Gather information that helps the company understand the coverage and impact of the national program: photos, reports, and customer feedback.
- Plan and coordinate local program needs
-Recommend budget allocations across relevant BTL budget categories (POS, VAP, Sampling Events, Sports and Special Events)
-Support Sales and the CDs in developing market targets for programs by identifying priority accounts and execution needs for programs: i.e. display coverage, POS needed, etc.
-Manage/monitor a “Regional” budget via Flex funds and others to create focused spending on key initiatives decided upon by Sales and Marketing.
-Develop agency connections and production capabilities for the creation of materials for localized program needs. Work in collaboration with Trade/Brand Marketing to ensure alignment of strategy and look and feel.
New Product (NPD) Introductions:
- Coordinate & champion new item introductions and their respective launch plans
- Assist in development of new item commercial plans
- Understand and inform when new items & sizes are scheduled to be introduced
Leadership Requirements:
- Lead, coach and develop a team that provides meaningful and actionable insights and solutions that are data-driven and support the commercial strategy
- Invest time into the development of direct reports and identify opportunities for advancement within Proximo
- Identify high potential talent and invest in the development of those individuals to grow the pipeline for future leaders of the department
- Ability to influence cross-functionally and lead teams through transformational change
- High-impact leader who clearly articulates vision, works effectively with team, and holds others accountable
Knowledge and Experience
- Bachelor’s degree required
- Six plus years’ relevant experience in the consumer goods industry, spirits experience, and/or three-tier distribution experience preferred.
- Demonstrated sales/brand management abilities with proven success in delivering sales goals and objectives.
- Ability to build and maintain strategic working relationships with distributors and Regional Directors and select key accounts
- Proven team leader who places a high value on working together internally to achieve a common goal
- Proficient in Word, Excel and PowerPoint
- Ability to navigate Tableau, VIP, Great Vines, Diver, and other sales reporting systems
- Strong interpersonal, influencing, negotiation, time management, and presentation skills required
- Must have a valid state driver’s license
The salary range for this role is a base salary of $158,000 - $190,000 along with an annual bonus, 401K match, and medical and wellness benefits. The range will vary based on location. Base salaries are determined during our interview process, by assessing a candidate’s experience and skill set against internal peers and against the scope and responsibilities of the position.
Proximo is an equal opportunity employer and does not unlawfully discriminate against employees or applicants for employment based on race, color, sex (including pregnancy), sexual orientation, gender identity or expression, religion, national origin, citizenship status, age, genetic information, physical or mental disability of an otherwise qualified individual, membership or application for membership in a uniformed service, engaging in legally protected activity, or any other characteristic protected under applicable law.