Director of Sales Forecasting and Integrated Business Planning
Department: Commercial / Sales Operations
Location: Lisle, IL
Reports To: Sr. Director of Sales Planning
Job Summary
The Director of Sales Forecasting and Integrated Business Planning (IBP) is responsible for developing and leading a comprehensive, data-driven approach to sales forecasting, demand planning, and cross-functional alignment through the IBP process. This individual will play a critical role in driving accuracy, accountability, and transparency across Commercial, Finance, Supply Chain, and Executive Leadership to support strategic decision-making and ensure business continuity. This role includes direct responsibility for Sales forecasting to support the Oil, Filter, and Chemical business.
Key Responsibilities
Sales Forecasting
- Lead the development of short-, medium-, and long-term sales forecasts at multiple levels (SKU, customer, channel, region).
- Partner with Sales, Marketing, Category Management, Operations & Finance to gather and incorporate input into forecasts.
- Drive continuous improvement in forecast accuracy through analytics, tools, and process refinement.
Integrated Business Planning (IBP)
- Design and lead the monthly IBP process, including demand reviews, financial reconciliation, and executive alignment.
- Facilitate cross-functional collaboration to ensure the plan reflects current market conditions, risks, and opportunities.
- Align volume forecasts with financial projections and operational capacity.
Cross-functional Leadership
- Act as the key liaison between Sales, Finance, Supply Chain, Operations and Executive teams to align business plans and priorities.
- Ensure commercial strategies are embedded in the planning process and translated into actionable plans.
Analytics & Tools
- Develop and manage forecasting models, reporting dashboards, and KPIs to measure performance and drive accountability.
- Leverage advanced analytics, statistical modeling, and external data (e.g., weather, economic indicators, market trends) to enhance forecasts.
Team Leadership
- Serves as a player/coach to build and lead a high-performing team of analysts and planners.
- Foster a culture of continuous improvement and cross-functional partnership.
Qualifications
- Bachelor’s degree in Business, Supply Chain, Finance, or a related field (MBA or advanced degree preferred)
- 10+ years of experience in forecasting, demand planning, sales operations, or IBP leadership roles
- Proven track record of leading IBP or S&OP processes in a complex, multi-channel environment
- Strong analytical and problem-solving skills, with deep expertise in forecasting tools and methodologies
- Advanced Excel skills; experience with planning tools
- Exceptional communication and facilitation skills, with the ability to influence senior leaders and drive consensus
Other attributes
- Strategic thinker with attention to detail
- Highly collaborative, with strong stakeholder management
- Agile and adaptable in a fast-paced, dynamic business environment
- Bias for action and results-oriented mindset