Commercial Strategy Analyst - Category Sales

Sales/New Business Development Grand Rapids, Michigan


Perrigo Company is dedicated to making lives better by bringing high quality and affordable self-care products that consumers trust everywhere they are sold.  Help us do it.

We are currently looking for a Commercial Strategy Analyst to join our Commercial Strategy and Implementation Team in Grand Rapids, MI. 

Job Purpose:

To support the commercial & category strategy and hence delivery of trade objectives for a selection of categories in CSCA (Consumer Self-Care Americas) business across all trade channels. To lead analysis of sales fundamentals (4Ps) and market/category/shopper data to support the sell in of commercial initiatives. The role involves close multifunctional interaction across the CSCA business, particularly sales and marketing.

Major Duties and Responsibilities:

Supports the definition of where to play and what it takes to win for the categories and brands within remit. Hence setting out a clear commercial & category strategy and translating this into the tactics that the sales team need to execute (Price, Promotion, Distribution, Display and Merchandising).

Design the toolkit that enables the commercial team (CS&I and Account teams) to deliver the commercial strategy & tactics. This includes preparation and delivery of concept sells and trade engagement days for relevant brands/categories, setting clear commercial guidelines for trade spend, investment of trade spend and working with Account teams to tailor your category/brand plans to their customers.

Be the category expert in relevant categories, using insight to shape internal strategy and deliver results externally. Develop external relationships with commercial and category contacts in line with corporate account contact plans, including presenting/ selling category strategy & insights directly to account contacts, independently of account management team.

Tracking of Sales fundamentals (share of shelf, share of SKU, display) for relevant categories, and development of plans to improve. Analyze in store activity to understand return on investment to improve future activity. Reporting to Commercial Leadership team on initiative performance, highlighting opportunities and barriers to success, and recommending course correction plans. 

Lead the commercial input for relevant existing brands and NPD in the stage gate and budgeting process, providing customer, category and shopper input into brand plans.

Knowledge and Experience:

Bachelor’s degree in business related subject.

Minimum 3 years’ experience in sales, category management or commercial strategy ideally in FMCG with emphasis on retailer negotiation and account management.

Personal drive to achieve and able to prioritize differing demands from customers internal and external.

Sound personal organization skills. 

Numerate and PC literate.

Must be able to influence others by considered thought and argument.

Ability to use data and personal contacts to identify market trends and ensure the business is advised of same so that it is in the best competitive position.

Ability to interpret quantitative and qualitative information and use such information to develop actionable recommendations.


We are seeking a diverse applicant pool to ensure the diversity of our team reflects the end consumers we serve through our self-care mission. We are proud to be an equal opportunity employer that celebrates our team’s differences. Individuals of all races, ethnicities, nationalities, ancestries, religious creeds, sexual orientations, genders, gender identities and gender expressions, national origins, ages, mental and physical abilities, familial status,’ veterans status’, military status’ and more are encouraged to apply. TOGETHER, we make lives better.