Commercial Operations Partner

We are excited to announce that we are expanding into a new market, and we're looking for someone to help us grow and succeed in this new venture. Join us and be part of our journey as we bring our innovative solutions to even more customers.

Function Objectives:

Strategy (shared with FP&A)

1. Develop a quantified view of the market opportunity and allocate capital accordingly.
2. Establish partnerships in Italy to support our GTM strategy.
3. Define broader GTM strategy and manage execution.

Operational Planning & Analysis

1. Generate critical insights to improve commercial and operational efficiency and effectiveness.
2. Facilitate performance management cadence and pipeline/forecast drumbeat.
3. Leverage technology to automate key sales/operational processes and support sales cycles, arming reps with the tools they need.

Annual Planning (once a year) (shared with FP&A)

1. 5Y Plan: revenue and drivers and selling expenses by country and channel.
2. Annual budget: revenue and drivers by country and channel (support to FP&A).
3. Annual budget: selling expenses budget (support to FP&A).
4. Annual distribution strategy: (support to Sales).
5. Allocation of selling expenses by channel & country.
6. Go-to-market strategy and design: defining channels, roles, and sales coverage and capacity.
7. Territory and account planning: driving a regular cadence of growth planning at the territory and customer level.
8. Funnel projection and sales force sizing by channel & country.

Operational Planning & Analysis Routines

Daily:

1. Tracking sales performance by channel/country.
2. Cohorts reporting.

Monthly:

1. Cohort analysis of unit economics to inform capital allocation.
2. Review sales channels and capital allocation.
3. Routine of performance and review of team.

Projects (support Sales)

1. Design of pricing & offer strategy informed by competitive benchmarks.
2. Cross-selling campaigns.
3. Repricing strategy and plan informed by price elasticity analysis.
4. Commercial policies: design and development of channels.
5. Go to market: territory design, route optimisation, etc.
6. Commercial excellence: development of commercial playbooks, training, script, etc.
7. Sales tools & tech: selection of systems and tools to support sales.

Italy

1. Map partnership opportunities.
2. Negotiate partners.
3. Manage partners.
4. Hire and manage local sales team.

Qualifications:

5 years + of strategy or management consulting / sales or operational leadership in restaurants or technology companies.