Sales Operations and Business Development Director

RJ Carbone Floral Distributors • Full-time • Cranston, RI, US • 3w ago

Company Description

RJ Carbone Floral Distributors is a trusted floral industry leader serving primarily the Northeast and recognized across the United States. Founded in 1953, we are a family-owned business serving both boutique and mass retailers, creative designers, and leading event planners (corporate and private). It is our mission to bring top-quality floral and design products from around the world directly to our local communities, with an emphasis on unrivaled customer service / flexibility, ethical sourcing standards, and creating an unforgettable personal experience for end customers. We are headquartered in Cranston, RI and have showrooms and distribution centers in Chelsea, MA and Derry, NH delivering to your business' doorstep in the Northeast and beyond. Our product lines focus on Fresh Flowers, Live Plants, and Floral Hardgoods / Decor.

Role Description

We are seeking an experienced and seasoned B2B sales leader to join our company executive leadership team and serve as our Sales Operations and Business Development Director. This individual would be based in the greater Rhode Island area, and would play a critical role in day-to-day operations, the multi-year growth strategy, and transformation of the business, especially the Sales organization. This leader will have the following detailed responsibilities and expectations:

Day-to-Day Operations:

Oversee day-to-day operations of the sales team across Fresh Flowers, Live Plants, and Floral Hardgoods / Decor
Manage team performance through key metrics and KPIs and by providing on-the-job coaching and feedback
Run the Sales operations performance management processes; This includes the ability (and expectation) to hire additional Sales representatives

Strategy, Growth, and Transformation:

Set the annual (& multi-year) sales growth plan
Drive target customer identification, lead generation, and sales team cross / up-sell
Develop new (and strengthen existing) Go-to-Market channels to maximize revenue performance and expand geographic footprint
Validate and/or change current Sales coverage and territory mapping
Implement new processes / policies to drive sales performance and reach new customer bases
Instill CRM best practices to improve the quality of sales and customer data
As needed, re-vamp sales incentive compensation plans to drive sales team performance

Customer / Partner Relationship Management:

Drive strategic partnership development to create increase brand awareness and market penetration
Play primary relationship owner for high priority customers and / or strategic partnerships
Ensure ongoing customer experience, satisfaction, and relationships as #1 priority

This role involves coordinating with different departments (Fresh Flowers, Live Plants, and Floral Hardgoods / Decor), functions of the business (Sales, Finance / Accounting, Supply Chain / Procurement, and HR), and the company executive leadership team.

Qualifications

Bachelor's degree in Business, Management, Sales & Marketing, or related field (MBA or past experience In Management Consulting a plus)
Extensive experience managing a B2B sales organization
Prior experience in wholesale distribution, or floral industry strongly preferred (but not required)
Exceptional analytical, negotiation, and interpersonal communication skills
Natural leadership and people management skills
Able to break-down complex problems into tactical plans of execution
Advanced analytical skills and proficiency in MS Excel and / or business intelligence (visualization) technologies to manage team performance through metrics and KPIs

Benefits

Health Insurance
Dental Insurance
Retirement Benefits / 401K
Paid Time Off
Flexible and Lucrative Incentive Compensation Plan (for the right candidate) - Base + Agreed-Upon Performance Incentives

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