Director, Retail Sales Strategy
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AI Summary
About Onnit:
Onnit is an Austin, Texas based health and wellness company that sells dietary supplements direct to consumers and through retail distribution. As a trusted and serious supplement brand, we provide high-quality products with clinically studied ingredients designed to unlock a deeper mind-body connection and enhance both mental and physical performance. Unlike other supplement brands, Onnit enables strength from within, empowering individuals to operate at their peak every day. Backed by medical professionals, industry experts, and a loyal community, we are staying true to our mission of total human optimization.
We are part of the Wellbeing Collective, an exciting Global Business Unit within Unilever built with a start-up mindset. Our mission, with our science-backed and disruptive portfolio, is to improve the health and well-being of millions of consumers and continue leading in the Health and Wellness space.
If you are interested in joining a culture that strives for Curiosity, Discipline, Approachability, Commitment, and Ownership Mindset then we invite you to join our mission to optimize human potential!
JOB SUMMARY
The Director of Retail Sales Strategy represents Onnit within the Unilever Wellbeing Collective and is accountable for strengthening ONNIT’s sales planning discipline across all classes of trade. This role requires a highly strategic, data driven and collaborative leader with deep experience in omni-channel sales within high growth CPG environments.
KEY RESPONSIBILTIES
Cross‑Functional Leadership & Alignment
- Serve as the primary liaison between the field sales team and ONNIT, ensuring visibility into internal priorities, brand initiatives, and performance targets.
- Lead cross‑functional coordination to activate innovation planning, KPI development, inventory management, financial planning, and monthly S&OP inputs.
- Translate marketing, brand, and shopper investment plans into clear, actionable forecasting and planning assumptions by channel and segment.
Commercial Strategy, Pricing & Promotion
- Develop and evolve pricing and promotion frameworks that balance topline growth, profitability, and channel harmonization.
- Ensure all retailer contracts, terms, and commercial conditions align with ONNIT’s portfolio strategy and internal guidelines.
Forecasting, Financial Planning & Trade Management
- Partner with Finance and Demand Planning to build accurate forecasts, trade budgets, and scenario plans.
- Analyze trade spend effectiveness, approve recommended investments, and advise the sales organization on opportunities to improve ROI and efficiency.
- Leverage customer, POS, and syndicated data to generate actionable insights and strategic recommendations for senior leadership.
Innovation & Portfolio Commercialization
- Partner with Innovation throughout product development and commercialization to ensure retail readiness, demand planning accuracy, and compelling sell‑in stories.
- Support creation of customer‑specific selling narratives that elevate ONNIT’s value proposition and strengthen retailer partnership.
Candidates are not required to reside in Austin, Texas but must be willing to travel as needed to support business operations.
QUALIFICATIONS
- 10+ years of experience in CPG Sales with a proven track record of success working in sales planning, customer development, category management, and trade planning.
- Strategy development experience.
- Knowledge and experience in working with all mass trade channels (Grocery, Drug, Mass, Natural, Specialty, E-Commerce) and securing alignment from buyers in customer meetings.
- Robust analytical skills with experience in driving the P&L and successfully leading cross-functional teams through challenging business environments.
- Expert storyteller with the ability to translate data into insights and distill disparate learnings into cohesive plans to drive the business – capitalizing on opportunities and mitigating threats.
- Ability to build consensus across departments with a passion for problem-solving, collaboration, digging into the details, and rolling up sleeves to make things happen.
- Sharp organizational skills and the ability to multi-task and thrive in a dynamic, deadline-driven environment.
- Superior presentation and communication skills (written and verbal).
- Energized and passionate about building a transformational brand in today’s marketplace.
Onnit takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs. This position is bonus eligible and employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance, retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays. Any coverages for health insurance will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.
- Full medical, dental, and vision benefits
- Basic Life Insurance
- Immediate 401(k) eligibility with company matching
- Unlimited vacation
- Paid holidays
- Flexible workplace policy
- $100/month flexible benefit stipend
- Tuition reimbursement
- Fringe benefits include in-office meals, product credits and discounts, lifestyle spending account, family planning, online learning, fitness stipend, among many others
EOE race/color/religion/sex/sexual orientation/gender identity/national origin/disability/veteran status
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