Post a Job
Director of Sales Execution
- Once Upon A Farm
-
Verified
Job Description
Who You Are:
You are a CPG professional with over 10+ years in the industry who is passionate about transforming retail execution and driving strategic impact. You possess a blend of retail execution excellence, operational GTM expertise, and exceptional leadership skills. You’re a strategic leader with a proven track record of building high-performing teams and managing complex projects, and multi-million-dollar initiatives.
The Task At Hand:
The Director of Sales Execution will lead the development of a Center of Excellence, overseeing merchandising strategy, capital project management (coolers), go-to-market execution, and retailer engagement. This role is responsible for strategic capital investments, ensuring ROI through rigorous payback analysis and shrinkage minimization. The leader will drive contract negotiations with retail partners, ensuring alignment with business objectives while implementing a data-driven commercialization process for retail initiatives. As the primary liaison for Sales and retailer execution, this role will enhance partnerships, optimize cooler sourcing and management, and ensure budget ownership and compliance across retail channels. With multi-million-dollar budget oversight, the position requires strong financial stewardship, operational excellence, and cross-functional collaboration to drive retail execution success.
In This Role, You Will:
Strategic Vision & Department Leadership
• Establish a Center of Excellence: Design and implement a comprehensive Sales Execution department, encompassing merchandising strategy, capital project management (coolers), go-to-market excellence, and retailer engagement. Your leadership will define the structure and capabilities of this critical function.
• Drive Capital Investments: Oversee a substantial capital expenditure budget, leading the strategic deployment of resources to maximize ROI. This includes rigorous payback analysis, velocity goal achievement, and shrinkage minimization.
• Lead Complex Contract Negotiations: Spearhead high-stakes contract negotiations with retail partners, securing favorable terms and ensuring alignment with strategic objectives.
• Spearhead Commercialization & Execution Excellence: Develop and implement a robust commercialization process for retail initiatives, including cooler programs, ensuring seamless execution from concept to market.
• Drive Data-Driven Decision Making: Establish and maintain comprehensive tracking and reporting mechanisms to monitor program performance, providing actionable insights for continuous improvement.
Retailer Engagement & Strategic Partnerships
• Cultivate Retailer Partnerships: Serve as the primary point of contact for Sales leads and retailers on all execution-related matters. Proactively identify and address execution challenges, providing strategic guidance to retailers to optimize performance and achieve mutual goals.
Financial Stewardship & Operational Excellence
• Oversee Budgeting & Forecasting: Develop and manage the annual retail capital expenditure budget, display budget, and merchandising in-store budget, ensuring fiscal responsibility and alignment with priorities.
• Support Cross-Functional Collaboration: Lead the Sales and Operations Cooler working team to enhance cooler transparency, improve forecasting, and optimize the sourcing, delivery, setup, and management of coolers.
• Manage Retail Compliance & Performance: Ensure consistent execution across all retail channels, managing broker partnerships, and implementing rigorous audit processes to drive compliance and performance.
In This Role, You’ll Bring With You:
• 10+ years of retail sales and operations experience, with at least 5+ years handling negotiations and contracts.
• Experience as a buyer/planner/material scheduler/project manager role is a plus.
• Advanced data analytics and retail execution experience.
• Expertise in managing large-scale, multi-region retail execution.
• Proven ability with project management.
• Strong financial acumen with experience in P&L management.
• Previous and robust experience (5+ years) with national, regional, and emerging channel retailers.
• Strong leadership, forecasting, and negotiation skills.
• Proven ability to manage remote teams and thrive in a fast-paced environment.
• Proficiency with Microsoft Office Suite (Excel, Word, PowerPoint).
• Strong sense of urgency & attention to detail.
• Excellent organization, communication, and follow-up skills.
• Able to influence others & manage conflict.
• Ability to direct and take constructive action in ambiguous situations.
• Extremely high standards of excellence.
• Analytical with a methodical approach to problem-solving.
• Up to 30% travel required: Although this role is a remote work-from-home position, we “Farmers” do meet as a company and/or as a department a few times a year. Anticipate possible travel up to a few times each quarter.
• Genuine passion for improving childhood nutrition for a healthier and happier planet.
• Previous exposure to cross-functional work between Sustainability and Sales preferred.
• Desire to contribute to a dynamic high-growth, purpose-driven work environment.
• Demonstrated ability to thrive in ambiguity, deeply understand business needs, develop a cohesive strategy, and make decisions requiring a high level of judgment.
• Must reside in the United States to be considered for this position.
• Please note that visa sponsorship is not available for this position.
Compensation:
• Full-Time, Salaried, Exempt.
• The anticipated salary range for this position is $140,000.00 to $170,000.00. The actual salary offer will carefully consider a few factors, including your skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks.
Additional:
• Remote-first work environment.
• Annual Bonus.
• 401(k) program + 4% company match after three months.
• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance.
• Monthly Cell and Internet Stipend.
• Quarterly Farm-to-Fridge home deliveries and Employee Discounts.
• New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon A Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey.
• Unlimited Paid Time Off.
• Paid Volunteer Time.
• Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections.
• Medical Insurance for the employee covered at 100% on select plans with additional plan options at a reduced cost to the employee.
• Vision and Dental Insurance covered at 100% for the employee and dependents.
• Life insurance.
• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans.
• Employee assistance program (EAP).
• All other benefits, leaves, and insurance as required by law, based on your specific residence.
• And so much more!
