Description
About the Team
The Industry Advisor team is a growing part of the Sales and Solutions organisation. Our primary role is to accelerate Salesforce growth by establishing industry credibility, best practice and thought leadership in the industries we serve. Our deep industry experience, elevated points of view, and non-sales "advisor" approach is the secret sauce for Salesforce's Sales, Solutions and GTM teams. We consistently bring an industry lens to everything we do, ensuring Salesforce is seen as a thought leader, strategic partner, and trusted subject matter expert.
Role Description
As an Industry Advisor for Retail & Consumer Goods (RCG), you will serve as a visionary and strategic partner to our most ambitious customers. You aren't just selling software; you are architecting the future of retail. You will leverage your deep domain expertise to help C-level executives navigate digital transformation, focusing on unified commerce, consumer engagement, and the "agentic" enterprise powered by AI.
You will act as the "connective tissue" between our sales teams, product development, and the customer, ensuring that Salesforce solutions are tailored to solve the most pressing challenges in the RCG landscape, from supply chain volatility to shifting consumer loyalty.
The ideal candidate will have experience across multiple roles within the Retail and/or Consumer Goods industry, specifically in areas such as customer experience, personalisation, loyalty, D2C commerce, supply chain, category management, or digital transformation. A comprehensive knowledge of RCG industry trends and familiarity with Salesforce's solutions and capabilities in the market are highly desirable.
Core Responsibilities
Strategic Advisory – Act as a trusted advisor to C-suite executives, helping them define their digital roadmap and showing how Salesforce (including Data Cloud, AI, Agentforce and Consumer Goods Cloud) can drive ROI.
Industry Thought Leadership – Develop and evangelise Points of View (POVs) on industry trends like autonomous retail, AI-driven personalization, and omnichannel excellence.
Market Strategy & GTM – Partner with Sales Leadership to identify high-growth opportunities within the RCG sub-verticals (e.g., Grocery, Apparel, CPG, Beauty).
Deal Collaboration – Lead discovery workshops and executive briefings. Translate complex business requirements into value-based technical strategies that the sales team can execute.
Ecosystem Enablement – Train and enable internal sales and solution engineering teams on RCG-specific pain points, terminology, and competitive landscapes.
Stakeholder Alignment – Partner with OU leaders and business partners to ensure alignment with their priorities and craft customized, prioritized points of view for customer engagements.
How You Will Execute
Own OU strategy for RCG — account planning and target opportunities
Drive account mapping and planning — convert strategy into account plans
Develop account-specific points of view — tailor and translate solution messaging
Engage with customers — present vision and elevated industry perspective
Drive deals to closure — deliver solutions, roadmaps, and business value
Build long-term relationships — engage with prospective and current C-level executives to support their transformation strategies
Why Join Salesforce?
At Salesforce, we build a culture of "Ohana" (family). You will be joining the #1 AI CRM company, where innovation and values-driven leadership are at our core. We offer competitive compensation, comprehensive benefits, and the opportunity to shape the future of global commerce.
Minimum Requirements
Industry Expertise – 10+ years of experience within the Retail or Consumer Goods sector, either in a leadership role (Director/VP level) at a brand or as a senior strategic consultant.
Salesforce Fluency – Strong understanding of the Salesforce ecosystem, specifically Consumer Goods Cloud, Commerce Cloud, and Data Cloud. Developer experience not required.
Communication – Exceptional storytelling and presentation skills. Comfortable commanding a room of senior executives and simplifying complex technology into business outcomes.
Transformation Experience – Proven track record of leading or advising on large-scale digital transformation projects (e.g., ERP/CRM migrations, omnichannel rollouts, or AI implementations).
Analytical Mindset – Ability to build business cases and quantify the value of technology investments for RCG brands.
Deep knowledge of overall RCG challenges and technology trends, and significant experience translating trends into successful business and brand strategies.
Ability to create thought leadership content and presentation material independently.
Exceptional team player with proven ability to lead through influence.
Preferred Requirements
Experience with Agentforce or autonomous AI agent strategy in a retail context.
Deep knowledge of RCG-specific flows: Route-to-market, Trade Promotion Management (TPM), and Retail Execution.
Existing network of relationships with key stakeholders in the RCG industry.
Membership and/or active position in leading industry associations (e.g. NRF, Consumer Goods Forum).
Proven success in a matrixed environment.
Open to Director / Senior Director level.