JOB SUMMARYThe Director of Retail Sales Strategy represents Onnit within the Unilever Wellbeing Collective and is accountable for strengthening ONNIT's sales planning discipline across all classes of trade. We need someone who will be a leader of leaders who will see beyond the horizon to find opportunities and anticipate challenges. This role plays a critical role in developing and building the strategic growth for the Onnit brand, including the go-to-market strategy for long-term growth and profitability. This role requires a highly strategic, data driven and collaborative leader with deep experience in omni-channel sales within high growth CPG environments.
KEY RESPONSIBILTIESAnnual & Long Range Sales Planning
• Build the annual sales plan in partnership with Sales, Finance, Marketing, and Supply Chain
• Translate ONNIT's goals into channel, customer, and product level targets
• Develop long range demand and revenue forecasts to support strategic planning
Forecasting & Demand Planning
• Own the S&OP forecast process, including cadence, accuracy tracking, and scenario modeling
• Partner with Demand Planning/Supply Chain to ensure inventory availability and minimize out of stocks
• Identify risks and opportunities versus plan and communicate them proactively
Sales Performance Management
• Track performance against plan at customer and product levels while meeting revenue & profit targets
• Build dashboards, scorecards, and KPIs that give Sales leaders actionable insights
• Analyze trends to identify growth opportunities or performance gaps
Go to Market & Commercial Strategy Support
• Support pricing and promotional strategy in order to mitigate channel conflict while simultaneously meeting topline and profitability objectives including but not limited to PPA, display and merchandising strategy, and SKU rationalization
• Partner with internal teams in the development of innovation and actively contribute to the commercialization process through assessing size of prize and collaborating with finance to determine costing model
• Provide data driven recommendations to optimize mix, margin, and customer profitability
• Execute shopper marketing initiatives at key retailers
Cross Functional Alignment & Communication
• Act as the connective tissue between Sales, Finance, Marketing, and Supply Chain
• Translate strategy into clear, actionable plans for field teams
• Ensure consistent communication of goals, expectations, and performance
Category Insights & Analytics
• Lead analysis and provide insights from customer-specific and syndicated data.
• Lead development of selling stories on innovation with customers
• Build models to support scenario planning, pricing decisions, and resource allocation
• Provide insights that shape commercial strategy and investment decisions
Candidates are not required to reside in Austin, Texas but must be willing to travel as needed to support business operations.
QUALIFICATIONS• 10+ years of experience in CPG Sales with people leadership experience and proven track record of success working in sales planning, customer development, category management, and trade planning.
• An inclusive leader with strong communication skills, a passion for team development and a high degree of comfort in giving and receiving actionable feedback.
• Ability to influence cross-functionally and build capabilities for the entire organization - with a passion for problem-solving, collaboration, digging into the details, and rolling up sleeves to make things happen.
• Proven ability to work with all levels of leadership + functions across key customers to build best-in-class partnerships
• Entrepreneurial spirit, tenacity, dependability, integrity, and innovative sensibility
• Personally and professionally motivated to deliver results and get things done
• Robust analytical skills with experience in driving the P&L and successfully leading cross-functional teams through challenging business environments.
• Expert storyteller with the ability to translate data into insights and distill disparate learnings into cohesive plans to drive the business - capitalizing on opportunities and mitigating threats.
• Sharp organizational skills and the ability to multi-task and thrive in a dynamic, deadline-driven environment.
• Superior presentation and communication skills (written and verbal).
Onnit takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs. This position is bonus eligible and employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance, retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays. Any coverages for health insurance will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.
USA Pay Range
$175,000-$190,000 USD
Benefits- Full medical, dental, and vision benefits
- Basic Life Insurance
- Immediate 401(k) eligibility with company matching
- Unlimited vacation
- Paid holidays
- Flexible workplace policy
- $100/month flexible benefit stipend
- Tuition reimbursement
- Fringe benefits include in-office meals, product credits and discounts, lifestyle spending account, family planning, online learning, fitness stipend, among many others
