Director, Commercial Sales Operations Technology Strategy

Overview

The Director, Commercial Sales Operations & Technology Strategy is responsible for helping Breakthru Beverage transform how we enable the development, implementation, and optimization of sales strategies through sales process and technology. They will define the vision, own and manage the strategic sales technology roadmap, drive the integration needs across sales tools, prioritize the implementation timing, and oversee the creation of training and change management content to support successful execution.  They will be responsible for the planning, prioritization, and communication of the sales technology roadmap as it impacts sales users, customers, or suppliers.  This person should have a cross-section of skills spanning strategy, sales, technology, associate and customer insights and analytics, and be an experienced, innovative, data-driven leader.  They will lead their team to understand the needs of the field, develop, test, and learn, and then work closely with executive leadership, functional teams, and the technology organization to bring the work to life.

 

This role operates in a hybrid capacity and can be based from most Breakthru Beverage office locations. 

Responsibilities

Under the direction of the VP of Commercial Excellence, this position will work cross-functionally to develop the tools, technology, and training required for the successful deployment of sales initiatives. 

• Owns the strategy creation, development, project management, and communication of the overall business-facing sales technology roadmap, collaborating with the technical and functional delivery teams to prioritize the execution. Ensure that any additional technology or tool usage is factored into all designs and development so that the end-to-end user experience is considered, and efforts are made to simplify interactions.
• Work closely with the IT teams to direct the list of approved and prioritized project requests for that team to begin the technical requirement gathering and development. The IT team will take the lead from this business team to ensure clarity around what work needs to be done and when to deliver the greatest value to the enterprise.
• Inspect progress throughout technical development and execution and is empowered to make critical decisions and accept work completed by the team. Weigh business risks, issues and impediments being experienced by the product team and actively assist with issue resolution.
• Lead, design, and execute BBG’s overall sales process and enablement vision and strategy. Focus on building processes, protocols, continuity, and standardization (governance) that support implementing BBG’s Ways of Brand Building while clearly defining ownership and accountability to drive core competencies across the enterprise. Ensure alignment with both commercial leadership teams, both corporately and locally.
  • Collaborate with key Breakthru Beverage Group leadership – ELT, corporate strategy, and commercial leadership (including Supplier Business Development, Customer Development, Regional Presidents, Market EVPs, and Trade Development) to define and align objectives, optimize resources, clarify ways of working, and deliver solutions to build our capabilities, operationalize goals for the field, and ensure continuous improvement.
  • Partner with the Sales/Marketing/ Services/Other Technology teams to understand interdependencies and design the ideal sales processes in the appropriate technology platform.

• Direct team to design high-quality, field-ready programs and tools that can be quickly scaled across the organization. Ensure that all efforts impacting selling teams have incorporated field input, and have clear measures of success, communication, training programs, and support after launch before ever going live.
  • Leverage ongoing input from the Field Feedback Council to incorporate two-way communication and perspective within initiatives, processes, and tools that are introduced to frontline selling teams.
  • Coordinate the summarization of Field Feedback input into a regular cadence of leadership updates, ensuring transparency between input provided and direction taken.
  • Partner with finance to track delivery against business cases and/or success measures to understand financial impact.
• Work closely with the field for feedback and conduct a regular review of processes, tools, and capabilities with a strategic plan for continuous improvement of sales effectiveness.
  • Establish clear expectations for sales tool usage to achieve desired selling, with the development and delivery of corresponding training content in partnership with the Enterprise Learning & Development team.
  • Stay abreast of industry trends, best practices, and emerging technologies to lead a t