10645 - Director Commercial Strategy

Barcel USA; Coppell (TX); On-site; USD 150,000 - 210,000; Full time

Job summary

Barcel USA LLC is seeking a Director of Commercial Planning to lead Sales Planning, RGM, and Category Management, driving profitable growth through data-driven decisions and strong cross-functional leadership.

The role owns sales forecasting processes, TPM-based planning, and alignment of customer plans with marketing initiatives, demand planning, and supply chain capabilities. Travel up to 20% is required.

Qualifications

• Bachelor's degree in Finance, Marketing, Business Administration, Engineering or similar.
• MBA and/or higher-level education in Finance.
• 7+ years’ experience with a minimum 5 years’ experience in Revenue Management.
• 7+ years in Sales Planning.
• 7+ years’ experience in CPG industry.
• Experience in building sales plans in a TPM tool.
• Experience with multiple distribution models including DSD.
• Strong strategic thinking and commercial acumen with data-driven recommendations.
• Broad multi-channel experience in established CPGs.
• Willingness to travel 20%.

Responsibilities

• Lead Sales Planning, Revenue Growth Management, and Category Management functions.
• Own the sales planning and forecasting process and TPM governance.
• Align customer plans with marketing, demand planning, and supply chain.
• Design pricing, promotion, and portfolio strategies to drive profitable growth as part of RGM.
• Lead annual Trade Spend planning and management with budget alignment.
• Develop category insights and storytelling to strengthen retailer partnerships.
• Lead cross-functional teams and partner with Sales, Marketing, Finance and exec leadership.
• Foster data-driven decision making and accountability across teams.

Skills

Leadership

Strategic thinking

Cross-functional collaboration

Communication skills

Influencing Senior Leaders

Travel willingness

Education

Bachelor's degree in Finance/Marketing/Business Administration/Engineering

MBA or higher-level education in Finance

Tools

TPM tool

Job description

The Director of Commercial Planning is responsible for leading the organization's Sales Planning, Revenue Growth Management (RGM), and Category Management functions to drive profitable and sustainable growth. This role serves as the primary owner of the sales planning and forecasting and process, ensuring alignment between customer sales plans, marketing initiatives, and supply chain capabilities. The Director will lead a cross-functional team responsible for delivering accurate sales forecasts, optimizing commercial investments, generating actionable category insights, and enabling data-driven decision making across the organization. Success in this role requires strong leadership, analytical rigor, and the ability to collaborate effectively across Sales, Marketing, Supply Chain, Finance, and executive leadership teams to translate business strategy into executable plans that drive customer growth and operational excellence.

Key Responsibilities

Sales & Promotion Planning

• Lead the monthly promotional planning and sales forecasting process, ensuring accurate volume forecasts across customers, channels, categories, and brands.
• Support the monthly S&OP process and drive alignment between Sales, Marketing, Demand Planning, and Finance.
• Partner with customer sales teams to translate marketing programs, promotional activities, distribution gains, and innovation launches into actionable sales plans.
• Maintain accurate customer plans, promotions, and volume commitments in the Trade Promotion Management (TPM) platform to strengthen planning discipline, forecast accuracy, and accountability.
• Establish governance and reporting processes to monitor TPM compliance, identify planning gaps, and ensure sales teams maintain current and accurate forecasts, promotional calendars, and trade investments.
• Identify risks and opportunities within sales forecasts and recommend corrective actions to achieve volume and revenue targets.
• Ensure organization alignment between long-range planning, annual operating plans, and monthly business reviews.

Revenue Growth Management (RGM)

• Design and execute pricing, promotion, assortment, and trade investment strategies that support profitable growth.
• Lead the annual Trade Spend planning and management process, ensuring investments remain within budget, align with commercial priorities, and deliver strong returns.
• Lead evaluation of pricing opportunities, promotional effectiveness, customer profitability, and portfolio optimization initiatives leveraging the organization’s Trade Promotion Management (TPM) tool.
• Develop fact-based recommendations that improve revenue, margin, and return on investment.
• Partner with Sales, Finance, and Marketing to ensure RGM principles are embedded in commercial decision making.

Category Management & Insights

• Lead the Category Management and Insights team to provide strategic, customer-focused recommendations.
• Develop category growth strategies using syndicated data, shopper insights, and market intelligence.
• Strengthen category leadership capabilities and retailer partnerships through fact-based selling and category storytelling.
• Identify trends, opportunities, and risks across the marketplace to inform business strategy.

Leadership & Cross-Functional Collaboration

• Lead and develop high-performing teams across Sales Planning, Revenue Growth Management, and Category Management.
• Act as a key business partner to Customer Sales, Marketing, Supply Chain, Finance, and executive leadership.
• Create alignment across commercial and operational teams to ensure successful execution of business plans.
• Foster a culture of accountability, collaboration, continuous improvement, and data-driven decision making.

What Success Looks Like

• Improved forecast accuracy and planning discipline that reduces obsolesces.
• Strong alignment between commercial plans and supply chain execution.
• Delivery of profitable growth through optimized pricing, promotion, and portfolio strategies.
• Increased credibility and influence with customers through enhanced category leadership.
• Development of scalable planning capabilities, tools, and processes that support long-term growth.

Qualifications

What Is Expected Of Me

• Bachelor´s degree in Finance, Marketing, Business Administration, Engineering or similar
• MBA and/or higher-level education in Finance
• 7+ years’ experience with a minimum 5 years’ experience in Revenue Management
• 7+ years in Sales Planning
• 7+ years’ experience in CPG industry
• Experience in building sales plans in a Trade Promotion Management (TPM) tool
• Experience working with multiple distribution models including DSD
• Exceptional strategic thinking and commercial acumen – able to develop insight from complex data sets and to develop concise, practical recommendations for execution
• Broad multi-channel experience preferably in established CPG
• Self-starter and able to drive progress in an ambiguous environment
• Influencing skills – demonstration of ability to influence Senior Leadership level and across functions
• Excellent communication skills and can simplify complex issues
• Proven leadership and people development skills of a substantial team of diverse individuals
• 20% Travel

Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training, and all other working conditions.

We believe diversity drives innovation and success. We proudly welcome applications from individuals with disabilities, veterans, and women, and are committed to creating an environment where everyone can thrive.