At Farmer Brothers, the Senior Director of Sales Operations is responsible for the deployment and execution effectiveness of sales initiatives. In this role you will work cross-functionally to lead sales force effectiveness and manage activities essential to increasing sales productivity and performance. These activities include collaborating with sales, finance, operations, logistics, and leadership team in planning, reporting, AOP setting and management, sales process improvement and optimization, sales training, sales program implementation, and sales compensation design and administration.

Responsibilities

Collaborates with sales leadership team to ensure that the sales teams spend more time selling by developing and implementing standardized deployment process.
Collaborates with Finance to design, implement, and manage sales forecasting, planning, and AOP processes.
Collaborates with Finance to equitably assign sales AOPs and ensure that financial objectives are optimally allocated to all sales team members.
Ensures planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within sales and Farmer Brothers.
Provides linkage to the sales organization, and counsel to the Head of DSD, in implementing sales organization initiatives that appropriately reflect the Farmer Brother’s and DSD business goals and AOP.
Identifies opportunities for sales process improvements.
Facilitates successful implementation of new programs and initiatives by ensuring a well-defined, efficient deployment process is in place for launch of all DSD initiatives (e.g., new product launches, promotions, pricing activity, selling materials, training, initiative communication).
Collaborates with Product and Trade Marketing to insure best-in-class Product and Promotion development, deployment and implementation.
Analyzes current business opportunities and determines future business opportunities
Prioritizes investment in enabling technologies in support of DSD sales organization productivity. Works closely with IT to develop an aligned DSD technology strategy.
Recommends changes and enhancements to the company Customer Relationship Management (CRM) technology platform.
Ensures DSD sales reports (score-carding) and other internal intelligence is provided to the sales organization.
Working closely with Human Resources to establish a sales force training deployment plan focused on developing and reinforcing critical sales competencies and “The Farmer Brothers Way”.
Provides input on sales incentive compensation strategy that supports sales organization strategy and aligns organization objectives.

Education & Experience

Bachelor’s degree in related field required; MBA is a plus
15+ years of experience in a pertinent field and project management.
CPG/Food Company experience required
Sales Operations experience required; Direct Store Delivery (DSD) experience a plus
Expertise in data analytics and building sales models
Expertise in Microsoft Office software applications - MS Word, Excel, must be extremely proficient in PowerPoint
Experience in PowerBI, JD Edwards, and like systems
Experience with CRMs

Personal & Professional Skillsets

Excellent communication and interpersonal skills
Demonstrated business acumen, commercial judgement, and analytical skills
Strong project management and analytical skills
Collaborative approach with the ability to influence others
Results focused
Position requires up to 25% travel.

Farmer Brothers

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Sr. Director of Sales Operations