Sr Manager, Sales Strategy

Purpose:

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results.

Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.

The Senior Manager of Sales Strategy will be responsible for developing and executing strategic initiatives that drive growth and performance across key channels (Retail, Club, E-Commerce). This individual will collaborate closely with senior leadership to create long-term sales strategies and lead the translation of category strategies and innovation launches into actionable channel and customer execution. The Senior Manager of Sales Strategy will also ensure the sales team is fully equipped with the tools, training, and resources required to succeed in selling to key retailers, aligning all efforts with company goals, budgets, and customer segmentation.

This role provides flexibility to work in a hybrid environment of home and our Westlake Village, CA office. (Hybrid is defined as 3 times per week in the office).

Primary Accountabilities:

• Sales Strategy Development: Collaborate with senior leadership to develop long-term sales strategies, ensuring alignment with company goals and objectives, and driving growth across key channels (Retail, Club, E-Commerce).

• Customer Segmentation & Growth Prioritization: Classify customers by revenue contribution, profitability, and growth potential to ensure optimal focus and resource allocation across accounts.

• Customer Account Planning: Develop and manage detailed, annual customer account plans that align with company goals, incorporating key strategies, promotional calendars, and retailer-specific tactics.

• Annual Sales & Financial Targets: Establish clear sales, volume, revenue, and profitability targets for each account, ensuring alignment with broader company objectives and budget forecasts.

• Sales Team Development: Ensure the field sales team is equipped with the tools, training, and resources needed to successfully sell into key retailers, including product stories, objection handling, and sales techniques.

• Strategic Spend Allocation & Evaluation: Lead the strategic evaluation and development of trade and operational spend allocations across channels, ensuring alignment with broader business goals. Optimize the distribution of spend to maximize ROI and support sustainable growth.

• Market & Competitive Analysis: Continuously assess market trends and competitive activities to inform sales strategy. Use insights to anticipate changes in the market and adjust sales strategies accordingly.

• Performance Analysis & Reporting: Regularly evaluate the performance of trade spend, promotions, and channel strategies. Develop reports and recommendations based on findings to enhance future sales strategies and achieve sales targets.

• Category Strategy Translation into Sales Execution: Collaborate with the Marketing team to align category strategies with overall business objectives and ensure that category goals are clearly translated into actionable sales plans for key channels and customers.

• Innovation Execution: Take innovation launches from the Marketing team and translate them into effective channel-specific and customer-specific strategies. Ensure that new products or initiatives are successfully executed in the market and aligned with broader business goals.

• Other duties as assigned

Experience, Knowledge, & Skills You Bring:

• 7-10 years of experience in Sales Strategy, Category Management, or related roles, with a proven track record of developing and executing successful sales strategies.

• Strong experience in trade spend analysis, budget allocation, and channel strategy development.

• Demonstrated ability to analyze market data, synthesize insights, and make data-driven strategic decisions.

• Excellent communication and interpersonal skills with the ability to influence and collaborate with senior leadership and cross-functional teams.

• Strong problem-solving skills and the ability to think strategically while managing the day-to-day execution of plans.

• Experience with sales forecasting, financial analysis, and budgeting processes.

• Ability to work in a fast-paced environment and…