Job Description:The Senior Manager, Sales Planning plays a critical role in translating commercial strategy into actionable sales plans, ensuring alignment across Sales, Marketing, and Finance teams.
This role is responsible for driving target setting, territory and coverage design, performance management, and trade investment governance to enable sustainable growth and maximize return on resources.
The position acts as a central connector across cross-functional teams, ensuring that plans are data-driven, execution-focused, and aligned with strategic priorities.
This position will be working out of our Louisville (CO), Nashville (TN) or New York City (NY) office and work on a hybrid schedule with 3 days in-person.
Responsibilities:Commercial Planning (Strategy & Targets) - Translate business strategy into revenue, volume, and distribution targets
- Define channel and customer priorities
- Develop growth plans ("where to play / how to win")
- Support Annual Operating Plan (AOP) development and forecasting alignment with leadership
Territory & Coverage Design (Field Sales & KAM) - Define territory structure, sizing, and store prioritization (80/20 focus) Design coverage models and call frequency strategies
- Optimize sales productivity (impact vs. cost to serve)
- Support sales organization redesign toward higher-impact coverage
Performance Management & KPI Framework - Define KPIs aligned to business objectives (distribution, advocacy, activation, ROI)
- Track performance against plan (gap-to-target, risks, opportunities)
- Ensure clear accountability across Field Sales and Strategic Accounts Enable performance-driven decision-making
Customer Strategic Segmentation - Develop customer segmentation based on size of prize, strategic relevance, and growth potential
- Define customer tiers with differentiated strategies and engagement models
- Enable focused resource allocation and tailored commercial approaches
Customer Performance Tracking (Contracts & JBP Execution) - Track performance against customer contracts, trade agreements, and Joint Business Plans (JBPs)
- Audit and validate compliance with agreed terms (investments, activations, commitments)
- Ensure agreements are executed effectively and deliver expected value
Trade & Investment Planning - Support trade allocation decisions by customer and channel
- Evaluate ROI and effectiveness of trade investments
- Ensure investments align with strategic priorities and growth objectives
Sales-Finance Bridge (Trade Promotion Governance & Execution) - Act as the key connector between Sales and Finance for trade planning and execution
- Align trade budgets, accruals, and phasing across customers and channels
- Ensure visibility of planned vs. actual trade spend
- Track performance vs. expected ROI and manage variances
- Enable fact-based decision-making on investment allocation
- Support governance routines (forecast alignment, trade reviews, period reviews)
Lead Customer Planning & JBP Orchestration- Own the annual customer planning calendar, including Joint Business Plans (JBPs), range reviews, and key commercial milestones, coordinating cross-functional inputs from Category Leadership, Key Accounts, Brand, and Shopper Marketing to develop aligned and compelling customer-facing sell-in materials.
What are we looking for?- Minimum of a BA/BS in a business related field
- MBA or advanced degree or comparable experience is an asset
- Minimum 5 years of business experience in CPG industries, working in sales planning, Commercial Strategy or related roles
- Solid understanding of industry and trade channel
- Ability to travel up to 20% of the time
- Strong analytical and strategic thinking capabilities
- Experience working cross-functionally with Sales and Finance teams
- Proven ability to translate strategy into actionable plans and measurable outcomes
- Strong communication and stakeholder management skills
- Advanced proficiency in Excel and sales planning/analytics tools
Mars Leadership Competencies - Strategic Mindset 12 core to translating commercial strategy into plans
- Plans and Aligns 12 central to AOP, targets, and sales planning execution
- Ensures Accountability 12 critical for KPI tracking, performance management, and governance
- Collaborates 12 essential for working across Sales, Marketing, and Finance
What can you expect from Champion?- Safety: a strong commitment to ensure all people are provided with a safe, healthy and respectful environment.
- Earnings: Salary range from USD$130,000 to USD$179,000, 401k with Company, and donation matching.
- Industry Competitive Benefits: Medical, Dental, Vision and Employee Assistance Programs to meet your individual or family needs.
- Continuing Education: In House & Online Learning & Development, as well as an Education Assistance Program.
- Quality: a dedication to uphold the highest standards of authenticity, nutritional integrity, and food safety, to earn the trust of Pet Lovers everywhere.
- Other Perks: Free Bag of Premium Pet Food each month, Free Parking and more!
