Description

Purpose:

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 will 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 is 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 Senior Manager of Sales Strategy Foodservice will lead the development, optimization, and execution of strategic initiatives that accelerate growth and enhance performance across the Non-Commercial and K12 channels. This leader will partner closely with Sales Strategy, Field Sales, Marketing, Finance, and broader crossfunctional teams to generate longterm strategies aligned with category and enterprise objectives.

This individual will be responsible for ensuring the sales team is equipped with insights, tools, and resources that drive winning customer outcomes and sustainable growth within the non-commercial space. The Senior Manager will influence decision-making, proactively champion customer and market needs, and drive team activity aligned with volume and profit goals.

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).

Primary Accountabilities:

• Lead the development of long-term strategic plans across the NonCommercial and K12 channels in partnership with the Director and crossfunctional leaders, ensuring alignment with company objectives, category strategies, and growth priorities.
• Lead resolution of operational challenges impacting customers or the sales organization, prioritizing issues and partnering with cross functional team members to drive timely solutions.
• Create and continuously enhance tools, processes, and resources that empower the field sales team to effectively sell the Dole portfolio, anchored in competitive intelligence, marketplace intelligence, and account dynamics.
• Translate product features and attributes into solution selling stories to solve operator challenges and drive growth.
• Develop highimpact value propositions, selling stories, and growth strategies based on market dynamics, customer segmentation, product portfolio opportunities, and competitive landscape.
• Conduct advanced analysis to develop strategic recommendations for target customer prioritization and opportunities resulting in customer-level strategies and approaches.
• Partner with Marketing to commercialize innovation, ensuring channelspecific strategies, launch plans, and customer activation are aligned with broader business goals.
• Assess market trends, competitive activities, and outside impacts such as government regulations to inform organizational understanding of emerging opportunities and risks.
• Support collaborative planning during the Annual Budget Process based upon channel goals and growth strategies across the organization.
• Other duties as assigned.

Experience, Knowledge, & Skills You Bring:       

• 7-10+ years of progressive experience in Sales Strategy, Sales Operations, Sales, Category/Channel Strategy, or related commercial roles, focused on foodservice customers.
• Strong ability to navigate ambiguity, solve complex problems, and lead strategic planning for aligned customer channels to drive measurable business impact.
• Advanced experience analyzing internal and syndicated data sources such as Circana, Datassential, or equivalent.
• Demonstrated ability to translate complex data and insights into compelling, simplified business stories and actionable recommendations.
• Exceptional communication and influencing skills with experience presenting to senior leaders and crossfunctional partners.
• Highly proficient in Microsoft Excel and PowerPoint.

Preferred Qualifications

• Experience in the food manufacturing industry, particularly within NonCommercial and/or K12 channels.
• Familiarity with sales performance management platforms and opportunity pipeline tools.
• Advanced analytical skills, including complex data analysis and business case development.

What You Will Need to Succeed:

• Passion for purpose-driven work and delivering value to customers.
• A collaborative mindset that thrives in partnering with crossfunctional stakeholders to find solutions that benefit both Dole and our customers.
• Clear, concise communication that drives alignment, clarity, and action.
• Entrepreneurial and innovative thinking, with the ability to challenge the status quo to encourage innovation and drive continuous improvement.

Education & Certification:

• Bachelor's degree required.
• MBA preferred

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:

• Up to 10-20% travel as needed.

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: $ 140,000 to $ 160,000

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.

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