Senior Director - Sales Strategy & Operations
Emeryville, California, United States
Built a high-performing Internal Sales Team comprised of: Sales Strategy, Category Management, Shopper Marketing & Sales Operations/Trade Management• Increased talent level across team: doubling head count, hiring 8 new top performers, promoting 2 top performers, transitioning out 5. 1 new hire received Company “Rookie of the Year” award. • Developed Cross-Functional Forecast management process (“Command Center”), to drive monthly forecast delivery; Resulting in exceeding Plan & Commitment to Street for every quarter (currently 6 quarters in a row)• Led re-structuring of S&OP/Forecasting Process, reducing forecast bias to +/-5% • Hired and developed Category Management Team from ground up, who launched Category Vision of Convenience Nutrition Category, resulting in Key Retailers (Wal-Mart, Kroger, Alb/SFWY) leveraging planogram recommendations to drive +7% Category growth & +22% PNC Brands growth. Attained Category Captaincy @ Wal-Mart. • Effectively proposed recommendation of Price Increase with Cross-functional partners. Delivered customer-facing materials and successful execution across all major retailers & channels.• Led development of Price Pack Architecture across all brands in marketplace. 1st new pack type launched from PPA architecture, delivering incremental +$50M in year 1• Led the inter-team collaboration between Sales Strategy & Category Management, of PNC’s 1st ever Channel-specific MAPS guidelines across retailers• Led the re-structuring of PNC Shopper Marketing business plans, leveraging an Omni-approach across top retailers• Launched via Sales Planning team a comprehensive bottoms-up volume build, leveraged across all new items• Led the Consumer-facing (share, sales, TDPs, etc.) portions of Quarterly business updates internally to LT and externally to Wall Street
