Director of Sales Strategy & Analytics (Hybrid / Remote)

EO Products is a company with one mission and two brands: to create healthy personal care products that nurture the people who use them, respect the people who make them, and honor the planet we all share. We work hard to ensure our values come to life in each bottle of EO® and Everyone for Every Body® products.

We have been family owned, operated, and independent since 1995. We call Northern California home and manufacture our essential oil-based products in-house at our certified organic factory and HQ in San Rafael. You can find us at most of your favorite retailers. We’re a certified B Corp that prioritizes people, planet, purpose, and profit — in that order.

We offer a fun casual place to work, great benefits, employee discounts, and free products!  We are a diverse team of free-thinking individuals, and our company culture values responsibility, collaboration, integrity and passion.

We look forward to hearing from you!

Position Summary
The Director of Sales Strategy & Analytics plays a critical role in identifying strategic and incremental growth opportunities and driving data-informed decision-making across key business channels. Reporting directly to the Chief Sales Officer, this role leverages market insights, consumer behavior, and industry trends to strengthen EO and Everyone’s leadership position across categories.

This role requires a strong analytical foundation, deep retail and omnichannel expertise, and the ability to translate complex data into clear, actionable business strategies. The Director will collaborate closely with cross-functional partners to influence strategy, optimize retail and eCommerce performance, and support long-term growth initiatives. This position owns category whitespace identification and management of the sales data budget. They will also be the central liaison on behalf of Sales and Brand divisions, for EO’s launch of a business intelligence function.

This leadership role contributes to KPIs including incremental revenue and growth, new product success rate, assortment productivity and retail velocity improvement, and promotional ROI.

This position is eligible for hybrid / remote on-site status. Regularly scheduled presence on the EO campus will be required, with additional travel occasionally needed. Employee must be able to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Responsibilities
Market Insights & Strategic Opportunity Development

• Lead advanced sales and category analytics at the item, account, and channel levels to uncover unmet demand, assortment gaps, whitespace opportunities, and category, shopper, and competitive trends across retail and digital channels.
• Serve as a strategic thought partner to cross-functional leaders across Product Development, Sales, Creative and Marketing, translating category insights into actionable strategies that support new product ideation, portfolio optimization, and go-to-market execution.
• Establish standardized frameworks to consistently evaluate whitespace, assortment gaps, and innovation opportunities across categories and channels.
• Continuously monitor market dynamics and performance trends across retail and eCommerce to refine opportunity assessments and strategic recommendations. 
• Regularly quantify the financial impact of identified opportunities - including revenue, brand awareness, and velocity upside, to support investment decisions.

Velocity Improvement and Promotional Effectiveness

• Lead sales analytics to identify strategies that improve core product velocity through pricing, promotions, retail off-shelf investments, and media, driving sustainable growth across all channels, retailers, and categories.
• Own end-to-end promotional analytics, including pre- and post-event analysis, to ensure achievement of defined KPIs (such as ROI, etc.) while continuously improving overall promotional effectiveness
• Manage the portfolio of retail media campaigns across multiple platforms including  Criteo, RMS/Roundel, and Instacart; includes delegation and oversight of related tasks to Business Support Specialist.
• Partner with Sales and Marketing to establish annual and quarterly promotional goals and performance expectations across retail and digital channels
• Develop and maintain velocity-focused KPIs, dashboards, and reporting that clearly communicate performance, risks, and opportunities to senior leadership.

Business Intelligence and Analytics Enablement

• Own data integrity by validating, reconciling and maintaining datasets across multiple internal and external sources to ensure accuracy and reliability.
• Serve as the Business Intelligence subject-matter expert for
• Brand and Sales teams, defining reporting, data, and systems requirements that enhance consumer, key account, retailer, and category insights within overall systems architecture.
• Partner with the BI Manager to deliver dashboards and automated reporting solutions that streamline manual processes and enhance decision-making.
• Manage the sales data budget, negotiate contracts and pricing with syndicated data providers (e.g., SPINS, Nielsen), and serve as the primary point of contact for all data sources.
• Present insights and opportunity assessments to senior leadership, translating complex analyses into clear, compelling strategic narratives.
• Develop and deliver fact-based action and recommendation plans to Sales Managers, supporting category reviews, new item launches, and discontinuations to maximize shelf impact and velocity.
• Lead sales planning and opportunity management in Modus, partnering with Finance, Supply Chain, and Marketing to align forecasts and promotional plans while capturing incremental revenue opportunities beyond baseline performance.

Personnel Management and Other

• Provide day-to-day leadership and oversight of the Business
• Support Specialist by owning the following areas:
• Provide day-to-day leadership and oversight of the Business
• Support Specialist, ensuring clear priorities, accountability, and alignment with business objectives
• Facilitate departmental training and performance management for the Business Support Specialist 
• Set direction, timelines, and standards for data pulls, report updates, and recurring deliverables, ensuring accuracy, consistency, and on-time execution.
• Guide and coach the Business Support Specialist in data interpretation and decision-making, keeping company KPIs and strategic priorities at the forefront.
• Support team member development and drive continuous improvement
• Manage scheduling and payroll administration, including biweekly review for payroll
• Support a safe working environment by reporting any unsafe conditions or observed, unsafe conduct.
• Perform other tasks and projects as directed by the manager

Skills and Competencies:

• Deep expertise in sales analytics, promotional effectiveness, assortment optimization, category strategy, and consumer behavior, with a focus on identifying whitespace and incremental growth opportunities
• Advanced proficiency in Excel and BI tools (e.g., Tableau, Power BI), with experience analyzing large datasets to inform strategic decisions
• Proficiency in Office Suite, Google Suite, and analytics/data platforms (e.g., NetSuite, SPINS, Nielsen, Whole Foods portal).
• Strong business acumen and strategic mindset, capable of connecting insights to financial outcomes, business objectives, and long-term growth initiatives
• Proven ability to influence cross-functional stakeholders—including Sales, Marketing, Product, and Finance—without direct authority and lead teams to deliver results
• Exceptional communication and presentation skills, able to synthesize complex data into compelling narratives for senior leadership
• Thrives in fast-paced, results-driven environments, balancing tactical execution with strategic vision, while maintaining focus on data integrity, continuous improvement, and industry best practices

Education and Experience:

• Bachelor’s degree required
• 5+ years in analytics, business intelligence, or related roles, preferably in CPG, retail, or eCommerce
• Strong leadership, coaching, and project management skills

Physical Requirements:
Work chart of the U.S. Department of Labor for physical exertion: Physical Demand Level, Light

• Occasional (0-33% of the workday) - 20 lbs
• Frequent (34-66% of the workday) - 10 lbs and/or walk and/or stand with operation of controls
• Constant (67-100% of the workday) - negligible and/or operate controls while seated

Additional Physical Requirements:

• Choice of sitting or standing
• Prolonged period of working at a computer
• Occasional lifting or carrying
• Occasional pushing or pulling

General Work Environment
This job operates in a professional office environment, with the ability to work remotely. This role routinely uses standard office equipment such as computers, phones, and photocopiers.

This position could require travel and the ability to navigate airports and transportation options to meet with customers and vendors.

EO Products is an equal opportunity employer.  Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.   Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.