Sr. Manager, Sales Strategy - OTC

About the role

The Senior Manager, Sales Strategy-OTC is responsible for developing and executing commercial strategies that drive sustainable growth, improve investment effectiveness, and enhance organizational decision-making across channels and customers. This role serves as a critical connector between Sales, Marketing, Finance, Demand Planning, Category, and Operations, translating insights into actionable business plans and ensuring strategic priorities are embedded in annual planning, customer investment decisions, and execution.

Responsibilities

• Develop and refine customer, channel, and category growth strategies.
• Identify opportunities to accelerate growth, improve productivity, and optimize commercial investments.
• Translate market, customer, and competitive insights into strategic recommendations.
• Support annual operating plans, long-range planning, and strategic business reviews.
• Lead initiatives that improve effectiveness of trade spending and promotional investments.
• Partner with Finance and Sales to evaluate ROI and productivity of commercial investments.
• Support development of trade promotion optimization capabilities, tools, and processes.
• Drive adoption of best practices and improve commercial decision-making across the organization.
• Collaborate with Sales Teams on Joint Business Planning (JBP) and execution with retail partners.
• Facilitate cross-functional planning processes that align commercial objectives with operational capabilities.
• Drive visibility to key risks, opportunities, and assumptions.
• Partner with Finance, Demand Planning, Marketing, and Sales to improve forecast quality and planning discipline.
• Support development of scalable planning processes and governance models.
• Develop executive-level insights and recommendations using internal and external data sources.
• Monitor key business performance indicators and identify trends requiring action.
• Build presentations and recommendations for senior leadership teams.
• Lead post-event analyses and business reviews to drive continuous improvement.
• Lead cross-functional initiatives from concept through implementation.
• Establish project plans, timelines, governance, and success metrics.
• Influence without authority across multiple teams and organizational levels.
• Ensure initiatives deliver measurable business impact and organizational adoption.

Requirements

• Bachelor’s Degree or equivalent years of directly related experience (or high school +15 yrs; Assoc.+11 yrs; M.S.+4 yrs; PhD+3 yrs).
• The ability to fluently read, write, understand, and communicate in English.
• 7 years of relevant experience.
• 5 years of demonstrated leadership.

Skills

• Proven experience in CPG or Consumer Health Sales Strategy, Direct Selling, or Commercial Strategy.
• Experience leading complex cross-functional initiatives.
• Strong analytical, financial, and business planning capabilities.
• Experience developing executive presentations and recommendations.
• Advanced proficiency in Excel and PowerPoint.
• Experience with customer segmentation, trade investment management, category management, forecasting, or revenue growth management.
• Familiarity with TPM/TPO, syndicated data, retail measurement, and shopper insights.
• Knowledge of Amazon, omnichannel, and retail customer strategies.

Benefits

• Focused growth and development opportunities.
• Robust benefits package including health, life, retirement, flexible time off for exempt associates, and PTO for hourly associates.