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 Manager of Sales Strategy will be responsible for supporting the development and executing strategic initiatives that drive growth and performance across Specialty Channel (Dollar, Drug, Convenience, Natural). This individual will collaborate closely with sales strategy team and leadership to create long-term sales strategies and translate into category strategies and innovation launches into actionable channel and customer execution. The 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 assigned 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).

• Sales Strategy Development: Partner with Sr. Sales Managers and cross-functional partners to develop long-term strategies within Specialty Channel customers (Dollar, Drug, Convenience and Natural). Ensure alignment with company goals and objectives and driving growth across Specialty channel.
• Customer Account Planning: Develop and manage, with Sr. Manager, the 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: Partner with Sr. Sales Manager to develop the trade and operational spend slotting allocations across channels. Monitor and optimize the distribution of spend to maximize ROI and support sustainable growth.
• Market & Competitive Analysis: Continuously assess market trends and competitive activities within the Specialty Channel to inform sales strategy. Use insights to anticipate changes in the market and adjust sales strategies accordingly to serve our customers.
• Performance Analysis & Reporting: Regularly evaluate the performance of trade spend, promotions, and strategic customer 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 of Specialty Channel customers and ensure that category goals are clearly translated into actionable sales plans.
• 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.
• Resource Management - Oversee and develop any dedicated resources, ensuring they are aligned with organizational priorities and equipped to deliver against strategic objectives.
• Other duties as assigned

• 5+ 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 manage and prioritize multiple, complex projects simultaneously.

Preferred Qualifications:

• Experience in the CPG or food manufacturing industry.
• Familiarity with sales performance tracking tools and data analysis platforms.
• Experience working with syndicated data and competitive intelligence tools.
• Advanced Excel and data analysis skills
• Advanced presentation skills – storytelling

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making

• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor’s degree in Business, Marketing, or related field required (MBA is a plus)

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• Occasional travel may be required

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

FOR JOBS BASED IN CALIFORNIA:

Hiring Pay Scale: $110,000 to $125,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.