Dole Packaged Foods ยท 1 month ago
Sr Manager, Sales Strategy
Westlake Village, CA
Full-time
Hybrid
Senior Level
$140K/yr - $160K/yr
7+ years expDole Packaged Foods is a purpose-led organization that champions accessible fruit nutrition. The Senior Manager of Sales Strategy will develop and execute strategic initiatives to drive growth across key channels and ensure the sales team is equipped with the necessary tools and resources to succeed.
Food and Beverage
Responsibilities
Sales Strategy Development: Collaborate with senior leadership to develop long-term sales strategies, ensuring alignment with company goals and objectives , and driving growth across key channels (Retail, Club, E-Commerce)
Customer Segmentation & Growth Prioritization: Classify customers by revenue contribution, profitability, and growth potential to ensure optimal focus and resource allocation across accounts
Customer Account Planning: Develop and manage detailed, annual customer account plans that align with company goals, incorporating key strategies, promotional calendars, and retailer-specific tactics
Annual Sales & Financial Targets: Establish clear sales, volume, revenue, and profitability targets for each account, ensuring alignment with broader company objectives and budget forecasts
Sales Team Development: Ensure the field sales team is equipped with the tools, training, and resources needed to successfully sell into key retailers, including product stories, objection handling, and sales techniques
Strategic Spend Allocation & Evaluation: Lead the strategic evaluation and development of trade and operational spend allocations across channels, ensuring alignment with broader business goals. Optimize the distribution of spend to maximize ROI and support sustainable growth
Market & Competitive Analysis: Continuously assess market trends and competitive activities to inform sales strategy. Use insights to anticipate changes in the market and adjust sales strategies accordingly
Performance Analysis & Reporting: Regularly evaluate the performance of trade spend, promotions, and channel strategies. Develop reports and recommendations based on findings to enhance future sales strategies and achieve sales targets
Category Strategy Translation into Sales Execution: Collaborate with the Marketing team to align category strategies with overall business objectives and ensure that category goals are clearly translated into actionable sales plans for key channels and customers
Innovation Execution: Take innovation launches from the Marketing team and translate them into effective channel-specific and customer-specific strategies. Ensure that new products or initiatives are successfully executed in the market and aligned with broader business goals
Other duties as assigned
Qualification
Required
7-10 years of experience in Sales Strategy, Category Management, or related roles, with a proven track record of developing and executing successful sales strategies
Strong experience in trade spend analysis, budget allocation, and channel strategy development
Demonstrated ability to analyze market data, synthesize insights, and make data-driven strategic decisions
Excellent communication and interpersonal skills with the ability to influence and collaborate with senior leadership and cross-functional teams
Strong problem-solving skills and the ability to think strategically while managing the day-to-day execution of plans
Experience with sales forecasting, financial analysis, and budgeting processes
Ability to work in a fast-paced environment and manage multiple, complex projects simultaneously
Experience in the CPG or food manufacturing industry
Familiarity with sales performance tracking tools and data analysis platforms
Experience working with syndicated data and competitive intelligence tools
Advanced Excel and data analysis skills, including experience with reporting tools such as Tableau, Power BI, or similar platforms
Bachelor's degree in Business, Marketing, or related field required
Preferred
MBA is a plus
Company
Dole Packaged Foods
We deliver high-quality fresh and packaged fruit with positive impact on people, planet and prosperity.
10001+ employees
Funding
Current Stage
Late StageRecent News
2025-07-19
Morningstar.com
2025-05-20
Company data provided by crunchbase