Director, Sales Planning

Objective and Purpose

The Director, Sales Planning owns Organigram’s sales planning cycle through Integrated Business Planning (IBP), sales forecasting, revenue reporting and SKU lifecycle management across Organigram’s Canadian customer ecosystem. The Director of Sales Planning owns Organigrams’ customer forecast with all of Organigram’s recreational and B2B customers; working closely with each of Organigram’s customer leaders to ensure Organigram is delivering cost efficiencies and the right product, at the right time to our customers.

Reporting directly to the Director of Sales Planning will be the Commercial Planning Manager and Sales Planning Manager. This role will report into the Senior Vice President of Sales for Organigram Canada.

• Revenue guidance leader reporting cross functionally into FP&A, corporate finance, supply chain and leadership.
• Customer facing sales planning leader with provincial wholesalers for network and supply optimization.
• S&OP leader for customer sales and marketing commercialization.
• Sales lead with operational planning, ensuring national sales forecast is supported to meet customer demand.
  • Adhered to forecast cadence, monthly review.
  • Revenue opportunity and gap risk assessments to budget and rolling sales forecast.
  • Inventory flow ownership through optimization of weeks on hand in support of production and sales forecast.
• Sales forecast oversight for recreational sales, medical and B2B.
  • Owner of sales planning and customer fulfillment KPI’s; OTIF, fill rate, customer sales accrual and finished goods cost management.
  • Lead continued AI adoption within sales forecast cycle.
• IBP (Integrated Business Planning) leadership for customer sales team.
  • With Commercial Planning manager, facilitate customer team forecast updates for promotions and new product launches.
  • Identify risks to plan and incremental sales opportunities in coordination with account team.
• Category and sku mix management to ensure profitable sales mix for Organigram.
• Management of commercialization calendar to customer forecast.
  • Bottoms up forecast (recreational, medical, B2B) to drive consumable purchases and market opportunity.
• Monthly review of finished goods inventory to manage profitable sales for OGI and reduce unprofitable sales or dollar loss.
  • Customer inventory review with customer leaders to identify potential risk and manage markdown $ to ensure continual efficiencies and improvement.
• Inventory file management with finance to ensure accrual accuracy aligns with in customer and warehouse inventory.
• Lead team of 3 sales professionals with 2 direct reports;
  Sales Planning Manager and Commercial Planning Manager.
  • Commercial Planning Manager:
    National forecast roll up; customer and category specific oversight and guidance for East, West and B2B segments.
  • Sales Planning Manager:
    Integrated Business Planning and sku lifecycle management.
• Manage sales expenses within allotted budget for both self and team.
• Achieve KPI targets on: sales growth; market share; inventory management; forecast accuracy; OTIF/fill rate and revenue risk mitigation.

• 10+ years sales and demand planning experience in CPG, Pharma, Bev/Alc. or Cannabis.
  • Specialized experience working with regulated crown corps & key account retailers.
• 5+ years managing a team with cross functional accountability.
• Post secondary education degree/diploma, business is an asset.
• Owner’s mindset and a hunger to drive results.
• Travel & overnights will be required from time to time (London, Moncton, Winnipeg).
• Role is based out of Toronto corporate office.

• Ability to work strategically and collaboratively across functions and departments, with an ability to lead through influence.
• Owner’s mindset and a hunger to drive results in a fast-paced environment.
• Excellent communicator (both oral and written).
• Strategic mindset with strong critical thinking skills and ability to craft compelling business cases.
• Effective leadership to lead a team through a competitive industry.