THE GORILLA WAY
At Gorilla, our mission is to build brands people love with products we believe in alongside people we care about!
We believe in four pillars that are the driving force behind everything that we do which are Brands, Customer, Community and our People. We believe in our unique company culture and investing in the people who work here by caring about the totality of their lives which is why our core values are so important to us!
The role is responsible for creating and implementing strategies that influence channel growth with profit outcomes for their assigned channels. This role utilizes a strong understanding of growth levers, profit drivers and trade levers for consumer goods to build out fair and justifiable customer and channel AOP (annual operating plans) and enabling trade strategies that maximize growth potential (via price, volume, cost and mix). This role is responsible for channel specific plans and is a critical link to the company’s budgeting and forecasting process.
You will be responsible for developing sales strategies, communicating key brand initiatives, influence in-market execution, and leading the translation of national brand strategies, marketing plans and category/shopper insights into channel and customer specific objectives in order to achieve volume and share targets. The Sales Strategy & Planning Team serves as a critical conduit between Brand Marketing and the Field Sales teams by translating national strategies into retail channel GTMs. They serve as the internal voice of customers during planning, innovation development, brand strategy development and stage-gate meetings and external customer facing partner for the brand team.
This role will collaborate closely with sales leadership, finance, marketing & senior management on Revenue Growth Management (RGM) activities.
Primary Duties:
Strategic Selling
- In partnership with sales execution, forge critical relationships and value creation with strategics customers to ensure long-term business partnerships.
- Develop and implement strategic sales plans to accommodate corporate goals for assigned brand/channel, connecting brand growth plans to channel opportunities across key channels and strategic accounts.
- Drive strategic growth by partnering with sales leadership on both annual trade programs and long-range plans to achieve key financial targets and selling objectives.
- Partner with the innovation team, brand team, and sales leadership to influence future product masterplans to ensure customer, channel, and department sufficiency to achieve growth targets and gain market share.
- Customer facing role that attends and support JBPs/strategic line reviews as the voice and face of the brand team (Compelling Selling Stories).
- Influence the sales team in assessing funding proposals, including contractual rebates, off-shelf, fixed fees, and promotional campaigns.
Channel and Customer Roadmaps
- Develop channel/customer roadmaps to achieve growth and profit improvement goals through pricing, price pack architecture, mix, promotion and gross to net improvements, while identifying growth opportunities via RGM levers.
- Lead pricing strategies and drive recommendations for price changes and new items, considering brand strategy principles and market impacts.
- Develop strategic programs for off-shelf and drive alignment with teams on which offerings to pursue.
- Create & drive distribution priorities through strategic customers and channel-specific programs.
Performance & Forecasting Analysis
- Support integrated business planning activities, including sales and financial forecasts, and propose adjustments to balance risks in the plan.
- Partner with sales and brand teams to steer forecasting decisions for new products and events, leveraging market data, point of sale information, and customer strategies to develop insights on velocity and distribution potential.
- Utilize data analytics tools to analyze market trends, competitor activity, sales performance, brand and product performance, competitor pricing, and promotions, adjusting sales strategies to ensure profitability and market competitiveness.
- Partner with Sales to execute promotional “test and learns”, measure KPIs, and plan future scalability to optimize promotional effectiveness.
- Conduct post-mortem analysis to understand deltas to forecast and improve future planning.
- Develop and own the data arsenal of promotional details and KPIs for select strategic customers.
- Create new modeling for ad hoc business cases for select customers for continuous development
- Track customer risks and opportunities for top customers or channels of responsibility
- Develop and manage customer dashboard for POS and customer KPI reporting
- Conduct seasonal and everyday sell-thru tracking
- Track customer promotional plans and report on promotional effectiveness improvements.
- Report and monitor compliance to promotional guidelines and guardrails.
- Conduct ad hoc sales analytics/reporting as needed
Communication and Collaboration
- Collaborate with Sales, Finance, Brand, Operations, and Sales Operations teams to ensure seamless coordination and alignment of strategies and objectives. Act as a trusted advisor to Sales leadership, providing insights and recommendations to drive business growth, operational efficiency, and profitability.
Core Competencies:
- Analysis
- Communicative
- Strategic Thinking
- Commercially Focused
- Profit Minded
- Leadership
- Insight
- Problem Solving
- Reasoning
- Collaborative
- Creative
