The Role:The Sales Strategy Manager is responsible for developing and driving commercial strategies to accelerate revenue growth, improve execution, and strengthen partnerships across various wellness categories. This role sits at the intersection of the customer sales team, marketing, finance, and operations. Translating consumer insights, market trends, and retailer needs into actionable sales strategies.
The ideal team member combines strong analytical capability with hands-on commercial acumen, understands the mechanics of pricing, promotion, assortment, and distribution, and can influence cross-functional teams to deliver against growth objectives in a highly competitive environment.
The work environment...So, what's it like to work here? If you're based in the greater Bay Area, you'll walk into our Emeryville office each Tuesday morning and start the in-person portion of our hybrid work week at our weekly all-company meeting and find close to 200 of your colleagues, some sitting with their dogs, talking excitedly through the week ahead and watching a newer teammate tell their personal life and career journey followed by a quick update on any hot topics that might be relevant to the week ahead.
We are a dynamic, HYBRID workplace, with an expectation that all employees come into the office Tuesday through Thursday. We are very intentional about connecting in person for things like innovation, impromptu collaboration, having respectful challenges to get to better decisions, leadership role-modeling, and culture building. Great work cultures are built on stories about what great looks like in practice, and great stories during virtual meetings just don't happen. The expected pay scale for this role is $130k to $145k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.
At the beginning of 2026, we moved into our massive modern 133,000 square foot headquarters in Emeryville, California, complete with spacious personal workspaces, gym with rock-climbing wall, a café, free onsite parking, tons of greenery, and many transportation options.
JOB RESPONSIBILITIES:Sales Strategy: 50% of Time
- Support annual operating plans (AOP), volume forecasts, and revenue targets.
- Translate enterprise and brand strategies into actionable sales plans by channel, customer, and category
- Develop and own short and long-term sales strategies aligned to company growth objectives and category priorities
- Identify growth opportunities across pricing, promotion, assortment, distribution and channel mix
- Equip customer sales team with clear strategic direction by building out and sharing retailer facing selling materials, tactical program and product details, and execution playbooks
- Support customer execution by simplifying strategies into actionable priorities
- Track performance against plan and recommend course corrections as needed
- Present strategies, insights, and recommendations to leadership and key stakeholders
- Influence without direct authority across matrixed teams
- Serve as a strategic thought partner to sales leadership
Advanced Analytics & Forecasting: 25% of Time
- Analyze consumption trends via point-of-sale data, syndicated data (e.g. Circana, Nielsen, etc.), & retailer data to identify drivers and drains across key product lines
- Analyze shipment trends and internal sales performance then translate it into business updates connecting the dots between consumption trends, forward looking forecasts, and variances vs the annual operating plan
- Monitor category trends, competitive activity, and consumer behavior shifts
- Develop actionable insights and performance reporting to inform cross functional partners, leadership, and customer selling teams
- Transform information into applicable recommendations for customer selling teams and leadership
- Create insights driven innovation forecast scenarios modeling baseline and promotional lift volumes with high and low side sensitivities
Cross-Functional Liaising: 25% of Time
- Partner closely with Customer Selling Team, Marketing, Category Leadership, Revenue Growth Management, Finance, and Supply Chain
- Align sales strategy with brand initiatives, innovation launches, and customer sales tactics
- Support go-to-market planning for new product launches, line extensions, and channel expansion
- Support operational readiness for key programs and product launches
The daily stuff that everyone does:
- Attending meetings and presentations
- Meeting recap notes and follow up actions that drive clarity and accountability
- Participating in company-wide activities and events galore
- Impromptu conversations with colleagues
- Administrivia like email, calendaring, expense reports, and other non-value-added work
QUALIFICATIONS:Education:
- Bachelor's Degree required
Experience:
- 7+ years of experience in the Consumer-Packaged Goods (CPG) Industry within Customer Account Management, Commercial Development, Customer Marketing, Revenue Growth Management, or Category Management.
Skills:
- Advanced business storytelling & ability to draw insights and make business recommendations
- Team oriented with great ability to build relationships and work cross-functionally
- Ability to work in Circana, Tableau, TPM systems
- Demonstrated ability to work in high paced, changing environment with ambiguity
- Both verbal and written communication skills necessary with ability to tailor message across various audiences
- Skilled at presenting in front of groups
- Agile learner comfortable with ambiguity
- Above average MS Office skills
- Ability to motivate and prioritize.
So, if after reading through this long list you're thinking-I'm not sure I meet 100% of these requirements, should I still apply? YES-if you embody a growth mindset, see challenges as opportunities to develop, and find innovative ways to get the real work that matters done, you sound like our kind of candidate!
The 5 capabilities or mindsets most relevant to this role:- Learning & growth mindset
- Start & end with consumer
- Embody a strategic mindset
- Challenge ideas respectfully
- Creativity, exploration, & innovativeness
You will thrive here and may just do the best work of your life if...- You want to be an integral part of shaping and nurturing an amazing work culture.
- You enjoy making people-centric decisions and finding ways to say 'yes' as often as possible to impactful and important priorities for the business or team.
- You are comfortable, natural, casual, open, and even a bit playful at work.
- You can be friendly, vulnerable, and self-deprecating in one moment, and deal with a challenging, delicate people-related matter as a professional in the next
- You can do periods of focused, deep work on projects that drive positive incremental business growth for the company.
This may not be your ideal next career move if...- You like a lot of structure, rules, and uniformity.
- You like order, hierarchy, command, and control management
- You want to build lots of processes, systems, governance, or policies.
- Dealing with ambiguity or experimentation are not your jam.
- You try to resolve challenging interpersonal situations over email or instant messaging.
- You like managing from behind your computer and demonstrating excellence through email.
- You tend to chase whatever shiny object presents itself during the day even if non-strategic.
Here's the deal with our not-so-standard, um...standard interview process because we know you are the curious type, which is why you're still reading this...- Quick 30 min phone chat with a high energy member of our Talent Acquisition team to do a quick overview of your background and answer any burning questions you have
- Team interviews are kept to a minimum to foster a more efficient, candidate-friendly process (too many interviewers yields little value and drags out the process for you-and who wants that, right?):
- A short series of in-person or video interviews in a 1:1 setting; these are usually with the hiring manager, one or two other team members, and a person from another team to get broader perspectives (note: we don't do panel interviews because they don't give interviewers a chance to ask you unique questions, and we assign interviewers different roles so we're probing different capabilities)
- A case study or job task to simulate what you'd actually be doing in the role might be included (since your job is not actually to be interviewed for a living, why is that the thing companies rely on so much?) Yes, there will be a small panel for this one so you don't have to do it more than once, and yes, they might ask you some kind yet probing questions at the end after the raucous applause stops.
- Once your interview concludes, the team will meet for an in-depth consultative process to ensure we are hiring the right person for the right job. Interviewers must come in with a strong yes or no vote beforehand to avoid groupthink with supporting reasons. The collective thoughts on your candidacy will be discussed in an environment of safety to challenge ideas respectfully, debate. and be open to all important qualifications of the candidates. A trained, disinterested bias blocker will be present to help mitigate bias so the team can make a sound hiring decision. The moment of truth arrives when the hiring manager makes the big decision. If you nailed the interviews and the case study was brilliant, guess what? The offer is all yours! And the ball is in your court. Will you accept? We sure hope so, because this place is the real deal, and don't just believe us-just ask the 91% of our people who said this is a great place to work in our most recent employee survey.
