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Turning Point Brands, Inc. · 13 hours ago

VP Commercial Strategy & Planning

United States

Full-time

Remote

Director/Executive

8+ years exp

Turning Point Brands, Inc. is a leading manufacturer and distributor of branded consumer products. The Vice President, Commercial Strategy & Planning will lead the development and implementation of commercial strategies to drive growth and maximize revenue opportunities, collaborating with various teams to ensure alignment and execution.

Consumer GoodsManufacturingTobacco

Responsibilities

Lead development of end-to-end Go-to-Market (GTM) planning and execution strategies to deliver against revenue targets

Partner with Brand Marketing teams to translate brand strategy into an execution plan with clear requirements and tactics for the sales team to deploy

Lead the creation of comprehensive Go-to-Market (GTM) strategies for new product launches, promotional initiatives, and brand expansions, ensuring alignment with business goals

Partner with Brand Marketing Team to develop and execute wholesale and trade programs that align with brand and company strategies and drive retail engagement

Co-create GTM Cycle Plans with cross-functional teams (for ex. sales, brand marketing, trade marketing, BI, Finance) on strategies and tactics required for successful deployment

Project manage Cycle Plans from inception through completion

Provide data-driven commercial insights to identify sales trends, optimize processes, and set GTM plans to drive clear executional plans

Scope and set commercial KPIs to track performance with BI to surface data-driven commercial insights and refine strategy and tactics

Oversee and manage Sales Incentive Plans (SIP) design, roll-out to the sales teams, and payout calculations

Partner with Sales Leadership to ensure clear understanding of GTM plans, and foster a collaborative feedback loop for continuous improvement

Deploy and evaluate the aligned upon commercial strategy while partnering with Brand, Sales, and Finance leadership on strategic initiatives:

Revenue growth management (for ex. pricing optimization, trade programs)

Sales resource optimization (for ex. sales structure and roles, sizing, territory design, routing, sales incentives)

New product introductions (for ex. new brands / product lines)

Oversee commercial tech stack (for ex. SalesForce.com) to set-up and maintain commercial tooling

Oversee Sales Support Systems and Technologies, including CRM platforms, such as SalesForce, to drive efficient and scalable execution

Guide IT stakeholders on technical requirements and desired functionality

Coordinate with BI to maintain commercial data and define reporting requirements

Set-up Sales Surveys, SOPs for account & data management, account and territory assignments

Guide Sales Operations team to drive improvements in critical support processes (sales enablement, sales support, sales training, etc.) to keep pace with business expansion

Qualification

Go-to-Market strategyTrade marketingSales planningData analysisProject managementLeadershipCommunicationCross-functional collaborationPresentation skills

Required

Bachelor's degree in Business, Sales, Marketing, or a related field

8-10 years of experience in trade marketing, sales planning, or go-to-market strategy within the FMCG/CPG industry

Strong understanding of retail dynamics, trade programs, field sales execution and category management

Proven ability to develop and execute successful go-to-market strategies for new and existing products

Strong leadership, communication, and project management skills

Proficiency in data analysis, with a strong ability to leverage insights to drive decision-making

Proven ability to build compelling PowerPoints and present GTM strategies to large audiences

Experience working with cross-functional teams and influencing at all levels of an organization

Experience navigating change and influencing at an executive level

Responsible for being knowledgeable of and acting in strict accordance with the requirements of all relevant laws, regulations, and Company policies, including, among other areas, Food and Drug Administration regulations