Senior Manager, Sales Planning

Job Description:

Champion Petfoods is expanding! We are excited to announce we are looking for a Senior Manager, Sales Planning to join our rapidly growing company.

Champion Petfoods is an award-winning pet food maker with a reputation of trust spanning 35+ years. Founded in a small town in Alberta, Canada, Champion – with its ORIJEN® and ACANA® brands – is a key player in the global premium pet food industry across three major geographic regions.

We would love to hear from you if you are passionate about personal and professional growth and see yourself as a key player contributing to our continued success as an award-winning company.

Here's the Scoop – Summary

The Senior Manager, Sales Planning plays a critical role in translating commercial strategy into actionable sales plans, ensuring alignment across Sales, Marketing, and Finance teams.

This role is responsible for driving target setting, territory and coverage design, performance management, and trade investment governance to enable sustainable growth and maximize return on resources.

The position acts as a central connector across cross-functional teams, ensuring that plans are data-driven, execution-focused, and aligned with strategic priorities.

This position will be working out of our Louisville (CO), Nashville (TN) or New York City (NY) office and work on a hybrid schedule with 3 days in-person.

Responsibilities:

Commercial Planning (Strategy & Targets)

• Translate business strategy into revenue, volume, and distribution targets
• Define channel and customer priorities
• Develop growth plans (“where to play / how to win”)
• Support Annual Operating Plan (AOP) development and forecasting alignment with leadership

Territory & Coverage Design (Field Sales & KAM)

• Define territory structure, sizing, and store prioritization (80/20 focus) Design coverage models and call frequency strategies
• Optimize sales productivity (impact vs. cost to serve)
• Support sales organization redesign toward higher-impact coverage

Performance Management & KPI Framework

• Define KPIs aligned to business objectives (distribution, advocacy, activation, ROI)
• Track performance against plan (gap-to-target, risks, opportunities)
• Ensure clear accountability across Field Sales and Strategic Accounts Enable performance-driven decision-making

Customer Strategic Segmentation

• Develop customer segmentation based on size of prize, strategic relevance, and growth potential
• Define customer tiers with differentiated strategies and engagement models
• Enable focused resource allocation and tailored commercial approaches

Customer Performance Tracking (Contracts & JBP Execution)

• Track performance against customer contracts, trade agreements, and Joint Business Plans (JBPs)
• Audit and validate compliance with agreed terms (investments, activations, commitments)
• Ensure agreements are executed effectively and deliver expected value

Trade & Investment Planning

• Support trade allocation decisions by customer and channel
• Evaluate ROI and effectiveness of trade investments
• Ensure investments align with strategic priorities and growth objectives

Sales–Finance Bridge (Trade Promotion Governance & Execution)

• Act as the key connector between Sales and Finance for trade planning and execution
• Align trade budgets, accruals, and phasing across customers and channels
• Ensure visibility of planned vs. actual trade spend
• Track performance vs. expected ROI and manage variances
• Enable fact-based decision-making on investment allocation
• Support governance routines (forecast alignment, trade reviews, period reviews)

Lead Customer Planning & JBP Orchestration

• Own the annual customer planning calendar, including Joint Business Plans (JBPs), range reviews, and key commercial milestones, coordinating cross-functional inputs from Category Leadership, Key Accounts, Brand, and Shopper Marketing to develop aligned and compelling customer-facing sell-in materials.

What are we looking for?

• Minimum of a BA/BS in a business related field
• MBA or advanced degree or comparable experience is an asset
• Minimum 5 years of business experience in CPG industries, working in sales planning, Commercial Strategy or related roles
• Solid understanding of industry and trade channel
• Ability to travel up to 20% of the time
• Strong analytical and strategic thinking capabilities
• Experience working cross-functionally with Sales and Finance teams
• Proven ability to translate strategy into actionable plans and measurable outcomes
• Strong communication and stakeholder management skills
• Advanced proficiency in Excel and sales planning/analytics tools

Mars Leadership Competencies

• Strategic Mindset → core to translating commercial strategy into plans
• Plans and Aligns → central to AOP, targets, and sales planning execution
• Ensures Accountability → critical for KPI tracking, performance management, and governance
• Collaborates → essential for working across Sales, Marketing, and Finance

What can you expect from Champion?

• Safety: a strong commitment to ensure all people are provided with a safe, healthy and respectful environment.
• Earnings: Salary range from USD$130,000 to USD$179,000, 401k with Company, and donation matching.
• Industry Competitive Benefits: Medical, Dental, Vision and Employee Assistance Programs to meet your individual or family needs.
• Continuing Education: In House & Online Learning & Development, as well as an Education Assistance Program.
• Quality: a dedication to uphold the highest standards of authenticity, nutritional integrity, and food safety, to earn the trust of Pet Lovers everywhere.
• Other Perks: Free Bag of Premium Pet Food each month, Free Parking and more!

What are you waiting for? Join the pack!

Come as you are.

We value diversity in all forms and know the power it can bring. Workplace equality allows for creative ideas to bloom, diverse points of views to be heard, and increases overall happiness. That sounds pretty good to us.

Champion is an equal opportunity employer. Regardless of your race, color, religion, sex, national origin, sexual orientation, gender identity, disability, age, veteran status, or any other creed, you are wanted here.

#cpfind

The base pay range for this position at commencement of employment is between the range listed below, however, base pay offered may vary depending on multiple individualized factors, including but not limited to, market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, if eligible, including variable pay, medical and dental benefits, participation in 401k plan, and paid time off benefits. Eligibility for these additional elements depend on the position offered and the employee’s work schedule (i.e., part-time schedule, store associate). Details of participation in these benefit plans will be provided if an applicant receives an offer of employment.

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