Director, Sales Operations & Category Insight - Foodservice

Job Description

The Director, Foodservice Sales Operations & Category Insights will be responsible for developing and leading strategic sales planning processes aimed at enhancing revenue performance and distributor sell-through. This role involves collaborating with sales leadership to establish key performance indicators (KPIs) and forecasting tools, managing pipeline and broker collaborations, and integrating commercial data for informed decision-making. Additionally, the director will optimize the Salesforce system for efficiency, implement accountability frameworks for brokers, and drive team enablement through coaching and streamlined processes, all while fostering a data-driven, field-first culture that prioritizes automation and insights. 

TASKS, DUTIES, & GENERAL RESPONSIBILITIES 

Sales Strategy & Planning 

• Define and lead sales planning processes focused on revenue performance and distributor sell-through. 

• Collaborate with Sales Leadership to develop and maintain KPIs, OKRs, and forecasting tools linking sales activities to revenue. 

• Prioritize key initiatives such as SPIFFs, national account targeting, and tradeshow follow-ups. 

Pipeline Management & Broker Collaboration 

• Build and scale a Distributor Growth Dashboard integrating Salesforce, Dot/Circana data, and broker reports. 

• Implement a broker accountability framework with performance tracking and review processes. 

• Standardize engagement practices for Regional Sales Managers (RSMs) with broker partners using data-driven insights. 

Data & Analytics 

• Integrate foodservice-related commercial data, including Circana, Salesforce reports, trade spend, and sell-through metrics. 

• Design and deliver comprehensive reporting to enhance strategic decision-making across all organizational levels. 

• Monitor sales velocity, opportunity stages, and win quality through cross-functional data analysis. 

Systems & Process Optimization 

• Optimize Salesforce as the primary commercial system, ensuring usability and high adoption rates. 

• Develop metrics and feedback mechanisms to enhance system adoption within the sales team. 

• Act as system administrator and solutions architect, focusing on process development and evaluating cost-effective tools for efficiency. 

Team Enablement & Change Leadership 

• Conduct monthly business reviews and office hours for pipeline coaching and system support. 

• Create lightweight tools (e.g., Excel trackers, Salesforce forms) to ease administrative burdens and streamline strategic processes. 

• Promote a "field-first" culture by simplifying processes and leveraging automation for enhanced value. 

• Strategic and committed to success  

SUPERVISORY DUTIES  

• Experience in leading and developing team members 

• Accountable for developing talent through on-going performance feedback and career management coaching  

• Conduct mid-year