Associate Director (RCG)

Associate Director (RCG)

We are looking for an Associate Director with deep expertise in the Retail & Consumer Goods (RCG) sector to support our continued growth within our Manufacturing, Automotive, Energy, Retail & Consumer Goods (MAE) practice. The Associate Director serves as a trusted advisor to senior executives across the consumer goods ecosystem, leading cross-functional project teams from pre-sales through full end-to-end Salesforce implementations.

Success is measured by account expansion, team leadership, and driving digital transformation for RCG clients. Focus areas include optimizing trade promotion management (TPM), field sales execution, route-to-market strategies, and direct-to-consumer commerce architectures powered by Salesforce Consumer Goods Cloud.

Role Responsibilities:

• Serve as the primary trusted advisor for a portfolio of Retail & Consumer Goods (RCG) clients, establishing strategic executive-level relationships across sales, field operations, marketing, and IT functions.
• Accountable for portfolio performance, including booking targets, revenue realization, margin health, and overall customer satisfaction.
• Identify expansion opportunities within existing accounts by aligning business challenges in trade promotion, store execution, channel distribution, and supply chain visibility with tailored Salesforce solutions.
• Lead executive-level conversations on modernizing retail execution, field sales operations, distributor management, and customer care workflows.
• Lead engagement planning, budgeting, scope definition, and staffing across complex Salesforce Consumer Goods Cloud (CGC) and multi-cloud implementations.
• Oversee project kick-offs, sprint planning, solution architecture alignment, and delivery governance to ensure high-quality, on-time client outcomes.
• Match SOW deliverables with delivery team capacity and capability, ensuring optimal margin alignment and project health.
• Manage engagement risk, dependencies, and executive escalations across complex RCG client matrices.
• Continuously refine project delivery methodology for Consumer Goods Cloud to improve speed-to-value and repeat execution.
• Participate in and lead proposal development, RFPs, pitch presentations, and pricing strategies for new and existing accounts in the RCG space.
• Bring deep functional knowledge of retail execution, field rep scheduling, territory management, planogram compliance, order capture, and trade spend management into the pre-sales process.
• Lead, mentor, and build high-performing consultant and technical teams delivering specialized Salesforce RCG solutions.
• Contribute to practice-building assets, RCG reusable accelerators, and thought leadership around Salesforce Consumer Goods Cloud.

Experience/Skills Required:

• 10+ years of consulting or digital transformation experience, primarily within the Retail & Consumer Goods (RCG) or CPG sectors (familiarity with broader Manufacturing & Supply Chain ecosystems is a plus).
• Strong domain understanding of CPG go-to-market strategies, retail execution, field sales operations, trade promotion management (TPM/TPO), key account management, and distributor delivery models.
• 5+ years' experience delivering Salesforce or CRM projects
• Proven relationship and program management skills with experience growing and developing a strong, trusted-advisor relationship with customers
• Project management experience that includes proposals, contract management, pricing, risk management and project staffing
• Demonstrated ability to lead and manage teams through influence while also functioning as an individual contributor
• Participated in Sales and Business Development Efforts
• Hands-on exposure to or leadership of Salesforce Consumer Goods Cloud (CGC) implementations (Retail Execution, Trade Promotion Management, Field Rep Analytics).
• Broad familiarity with complementary Salesforce products (Sales Cloud, Service Cloud, Commerce Cloud, Marketing Cloud, Data Cloud, or Tableau) in an RCG setting.
• Has working knowledge of CRM or Marketing Automation applications, specifically Salesforce
• Extremely detail-oriented
• Ability to handle stress and last-minute, urgent requests
• Must have full-time permanent US work authorization

Additional Preferred Experience/Skills:

• Bachelor's Degree preferred, or equivalent experience
• Travel to client sites, as needed
• Why Coastal, and what we offer:
• Flexible working hours with an emphasis on a life-work balance (in that order!)
• Remote flexible work; plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
• Competitive quarterly bonus opportunities
• Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
• A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
• Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
• Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
• Opportunities for accelerated growth, networking, and career guidance and support
• Trust, transparency and respect across all levels of the company

Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.