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Senior Director of Sales Strategy & Planning

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Senior Director of Sales Strategy & Planning

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We are seeking a highly experienced Senior Director of Sales Strategy & Planning to lead the strategic direction and execution of our commercial plans. This role will be responsible for short- and long-term planning, revenue management, trade strategy, forecasting, insights, category management and growth strategies across all sales channels. Reporting to the Chief Commercial Officer, this individual will play a critical role in driving growth and maximizing profitability.

As a purpose-driven, certified B corporation, Clover is leading the way for conscious businesses by demonstrating care for all stakeholders and a commitment to lowering our environmental impact and meeting our sustainability targets by providing kids and adults with healthy, nutritious, and delicious products that are made with care for animals, people, and the planet.

A Day in the Life

• Develop and lead the commercial strategy to drive revenue, share, and margin growth across all channels (grocery, mass, club, distributor).
• Build annual sales plans, customer strategies, and joint business planning processes in partnership with Sales, Marketing, Operations and Finance teams.
• Build long-range plans to align sales strategies with company objectives and growth targets.
• Own and optimize forecasting processes, ensuring accuracy across volume, revenue, and trade budgets.
• Lead revenue management initiatives, including pricing strategy, promotion optimization, trade spend ROI, and gross margin performance.
• Own pricing and trade strategy to ensure alignment with business goals and optimize profitability.
• Lead Category Management, integrating retailer and shopper insights to inform product assortment, merchandising, and strategic recommendations.
• Own Insights and Analytics to turn data into actionable selling strategies and customer presentations.
• Key contributor to new product commercialization and launch, finding new white spaces for incremental growth
• Collaborate closely with Marketing, Operations, Finance, and Field Sales to ensure strategic alignment and operational excellence.
• Build and participate in customer presentations, top-to-top meetings, and major business reviews with fact-based selling and insights-driven strategies to support relationship building
• Leverage insights from syndicated data and shopper platforms to shape customer strategies and inform category management decisions.
• Identify new business opportunities by staying informed on market trends, competitive landscapes, and customer needs.
• Coach and provide leadership to the sales strategy team, ensuring alignment with business goals and fostering a high-performance, action oriented culture.
• Provide executive level business and sales insights, providing recommendations for improvement / change.

Role Requirements

• 12+ years of CPG sales, sales planning, trade marketing, or revenue management, with significant experience in food and/or perishable categories.
• Proven success building and executing commercial strategies in both large-scale and entrepreneurial CPG organizations.
• Deep expertise in sales forecasting, demand planning, trade promotion management, and revenue/margin optimization.
• Strong leadership in Category Management and customer-facing insights.
• Experience with syndicated data (IRI, Nielsen, etc.) to drive actionable insights and business strategy.
• Expertise in shopper insight platforms (e.g., Numerator, ShopperTrak, etc.) to enhance category and customer engagement.
• Proficiency with trade management systems and processes for managing and optimizing trade spend.
• Demonstrated ability to influence and lead cross-functional teams across Sales, Marketing, Finance, and Supply Chain.
• Past "go-to" for executive level presentations and reporting, board prep, Monthly Business Reviews, etc.
• Thrives in a high growth environment
• Bachelor's degree required; MBA or advanced degree strongly preferred.

What You Bring to the Team

• Exceptional analytical, strategic thinking, and organizational skills.
• Ability to bring fact based insights and influence action at all levels.
• Strong collaboration skills with a general manager mindset, incorporating understanding of all cross functional inputs to make the best recommendations and decisions.
• You'll bring frameworks, guidelines with process AND have the ability to think creatively!
• Experience with growth companies—both large and small, understanding the challenges and dynamics of high-growth environments.
• A hunter mentality with the ability to aggressively pursue new opportunities, build relationships, and expand business.

About Clover Sonoma

Based in Petaluma, California, in the heart of beautiful Sonoma County, Clover Sonoma offers high quality dairy sourced from its network of local family farms. A pioneer in sustainable dairy farming Clover has the largest organic acreage of regeneratively farmed land in the state and is committed to reducing its carbon footprint by lowering on-farm methane emissions, regenerative farming practices focused on soil health and packaging innovation. The first dairy in the US to become American Humane certified across all of its farms, Clover has delivered on its promise of producing the highest-quality dairy products — including milk, cheese, butter, and more — for more than a century. As a Certified B Corporation Clover gives back 5% of net profits to help make nutritious food more accessible and uses its business as a power for good across its support for people, farms, animals, community and planet. For more information, please visit www.cloversonoma.com and join the conversation on Facebook, Instagram, LinkedIn, TikTok, and YouTube.

Please direct all job-related inquiries to ...@cloversonoma.com, as we cannot accommodate phone inquiries. We are not working with outside agencies or recruiters at this time.

Clover Sonoma is proud to be an Equal Opportunity Employer and we value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, gender identity, and sexual orientation), age, disability, genetic information, protected veteran status, or any other characteristic protected by federal, state or local laws. All applicants will be considered for employment without regard to these factors.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Strategy/Planning

• Industries

  Food and Beverage Services and Dairy Product Manufacturing

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Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

Disability insurance

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