Manager, Sales Planning & Execution [Category Platform]

ROLE MANDATE

The Manager, Sales Planning & Execution leads the successful execution of category plans across our customer base. This begins with representing and advocating for customer needs while developing plans. This is coupled with supporting CBTs in successfully selling-in category plans and ensuring the in-market conditions are optimized (price, product, place, promotion).

As such, the Sales Planning & Execution Manager is tasked with leading the delivery of annual budget volume and profit targets for the Category Platform. This requires a strong command of recent performance drivers, the forecasted performance, and the R&O to over-deliver the year.

The Manager, Sales Planning & Execution is responsible for balancing demand and supply within the 30-180 day horizon to maximize profit and meet our customer commitments.

CORE ACCOUNTABILITIES

1. Advocate for Customer-Centric Category Planning: Act as a strong advocate for customers’ perspective in decision-making processes within the category; influence factors like pricing, display, assortment, and innovation. Support Category teams to develop future year marketing plans that are aligned with customer needs and executable.
2. Lead the sell-in of category marketing plans: Communicate category plans to Sales in written and verbal form (Collaboration, Playbook). Translate category marketing plans into customer-specific plans and support KAMs in building sell stories to execute to plan. Support KAMs by joining them in front of the customer to sell-in major initiatives (e.g., innovation, seasonal plans).
3. Maximize in-year performance: Continuously challenge and support the KAM teams to improve performance and push for the execution of plans that meet or exceed budget commitment. Anchor in data and insights. Create category stories to support the execution of the 4P (Price, Product, Place, Promotion) trade strategy across regions and channels.
4. Lead category R&O: Maintain a strong command of recent performance drivers, the forecasted performance, and the R&O to over-deliver the year in terms of volume and profit. Owning the R&O includes understanding the probabilities of each initiative and working to gap close with partners.
5. Proactive Issue Resolution: Provide and execute proactive recommendations to address and resolve potential issues (e.g. new competitive threats, sell-through plans to avoid write-offs).

SKILLS & CAPABILITIES

1. Customer-Centric Perspective
2. Strategic Thinking & Planning
3. Communication
4. Leadership & Influence
5. Analytical Skills
6. Problem Solving

KEY EXPERIENCES

1. Customer selling experience
2. Business development
3. Leading through others
4. Strong and proven commercial results

CRITICAL INTERACTIONS

1. Deep engagement within the Category Platform team
2. Extensive partnership with each of the KAMs, including at the Director & VP/GM levels
3. Coordination with supply chain and Sales to ensure we are optimizing sales efforts against available capacity within a 6-month window
4. Joining KAM on key sales calls to represent as Category Captains
5. Regular engagement with the Retail Field Sales team to understand and optimize in-market conditions

SUCCESS MEASURES

1. Gross Profit
2. Sales Volume
3. Market Share (Volume): Retail Canada and Food Service Canada
4. Retail Branded Innovation as % of Sales