About the Role
The Director - Commercial Planning + Execution leads Old Navy’s end-to-end commercial value strategy and execution, owning the total Commercial Plan from foundational day-in, day-out value through measurable incremental events and the primary marketed value proposition. This leader translates financial objectives, customer insights, product priorities, historical performance, competitive context, and business needs into a compelling and disciplined Commercial Plan.
This leader owns both the art and science of the Commercial Plan — determining when and where commercial intervention is needed, shaping value strategies that are financially productive and customer relevant, and ensuring flawless execution across the customer experience.
Working closely with Marketing, Finance, Merchandising, Merch Planning, Online Experience, Stores, and other cross-functional partners, the Director serves as the strategic leader of Old Navy’s commercial value agenda. The role owns the Commercial Plan end-to-end — from pre-season strategy and scenario planning through execution, in-season decision-making, and post-event hindsight — ensuring the total value architecture delivers business objectives while supporting the broader seasonal brand and product strategy.
What You'll Do
- Own the development of Old Navy’s total commercial value architecture and Commercial Plan—from foundational day-in, day-out value and promo yield, through measurable incremental revenue-driving events, to the primary marketed value proposition—ensuring all commercial levers work together to deliver financial objectives and a compelling customer value experience.
- Define the role each commercial lever plays within the total value architecture, including foundational value, promotional yield, incremental events, frequency-driving programs, and primary marketed value; determine how those levers work
- together across the season to deliver demand, margin, and customer objectives.
- Translate financial targets, customer behavior, historical performance, competitive and market insights, product priorities, and inventory opportunities into clear commercial strategies and recommendations.
- Partner with Marketing Strategy to integrate the Commercial Plan into the broader Seasonal Blueprint, ensuring commercial moments complement product priorities, brand storytelling, customer objectives, and other demand-driving
- moments.
- Establish promotional guardrails and decision frameworks that balance revenue, margin, inventory productivity, incrementality, customer relevance, and the overall brand experience.
- Lead pre-season scenario planning and pressure-test commercial strategies against business objectives, identifying risks, opportunities, and alternative paths before execution.
- Represent the commercial perspective in key seasonal planning and investment forums, ensuring value strategies and financial commitments are understood and reflected in broader business decisions.
- Serve as the organization’s strategic expert on commercial value, bringing a clear point of view on how, when, and where value levers should be used to drive the business and customer response.
- Proactively identify emerging business risks and opportunities and translate them into actionable commercial recommendations rather than reacting solely to identified financial gaps.
- Develop and evaluate scenarios across value proposition, offer, timing, breadth/depth, category participation, and promotional cadence, clearly articulating financial, customer, and brand trade-offs.
- Connect commercial performance with customer behavior, product performance, competitive activity, inventory position, and broader business context to inform decisions.
- Influence senior leaders and cross-functional partners through clear, data-driven recommendations and compelling commercial narratives.
- Act as a key connector across Finance, Merchandising, Merch Planning, Marketing, Online Experience, Stores, and Operations, driving alignment around commercial intent and decisions.
- Own the Commercial Plan from strategy through execution, ensuring commercial mechanics and customer-facing execution deliver against the original business intent.
- Lead the development and delivery of the full Commercial Plan across all value levers, including primary marketed value, unilateral offers, Today Only Deals, Super Cash, Encore/frequency-driving programs, plus-ups and other commercial
- interventions, and foundational day-in, day-out value via promo yield.
- Maintain the detailed executional Commercial Plan calendar, including offer parameters, participating divisions, inclusions/exclusions, timing, and other requirements necessary for flawless cross-functional execution.
- Ensure alignment between commercial intent and the customer experience across stores, digital, owned marketing, and other relevant customer touchpoints.
- Lead cross-functional readiness for major commercial events, proactively identifying and resolving executional risks.
- Establish clear decision rights, call dates, communication frameworks, and operating rhythms that enable efficient execution and rapid response to changing business needs.
- Continuously monitor commercial and business performance, identifying emerging risks and opportunities and recommending actions to improve results.
- Lead commercial scenario planning and decision-making in-season, including changes to value strategy, offer, timing, cadence, breadth/depth, category participation, and promotional mechanics.
- Assess the financial, customer, operational, and brand implications of proposed changes and bring forward clear recommendations and trade-offs.
- Mobilize cross-functional teams around agreed-upon changes and ensure execution remains aligned with business intent.
- Balance immediate business needs with the broader seasonal strategy, ensuring short-term actions are considered within the context of the total Commercial Plan and customer experience.
- Lead and develop a high-performing Commercial Planning team, creating clear accountability across strategy, planning, execution, and analysis.
- Build the team’s capabilities beyond execution, developing stronger strategic thinking, business judgment, customer orientation, and analytical storytelling.
- Create a high-trust culture that encourages curiosity, proactive problem solving, healthy debate, and ownership.
- Develop talent through coaching, stretch opportunities, direct feedback, and clear career development.
- Continuously improve Commercial Planning processes, tools, operating rhythms, and cross-functional ways of working.
Who You Are
- 7–10+ years of experience in commercial planning, promotional strategy, merchandising, financial planning, marketing strategy, or related retail/consumer disciplines.
- Deep financial and commercial acumen with demonstrated ability to translate business objectives and performance data into actionable strategies.
- Strong understanding of customer behavior, promotional economics, product performance, and omni-channel retail.
- Demonstrated ability to move fluidly between strategy and execution, from developing a commercial recommendation to ensuring flawless delivery.
- Strong analytical skills with the ability to synthesize complex information into clear insights, recommendations, and executive-level narratives.
- Proven ability to proactively identify business risks and opportunities and influence cross-functional action.
- Exceptional cross-functional leadership and ability to drive alignment across Finance, Merchandising, Planning, Marketing, Digital, and Stores.
- Strong people leadership with demonstrated success developing strategic capability within teams.
- Ability to navigate ambiguity, make decisions with incomplete information, and deliver results in a fast-paced environment.
- Excellent communication, presentation, and executive influence skills.
- BA/BS required; MBA or advanced degree a plus.
- A sense of humor, curiosity, and passion for the customer and the business.
