Sales Operations Director

Gilder Search Group; Salem (MA); On-site; USD 140,000 - 160,000; Full time

Job summary

A leading recruitment agency seeks a Sales Operations Director to lead and develop the sales team while driving revenue growth across retail and foodservice channels. The ideal candidate has over 10 years of experience in sales operations with a strong grasp of logistics and product lifecycle management. Proficiency in CRM tools and sales analytics is required. This onsite position near Salem, MA offers a competitive salary of $140-160K with bonuses.

Qualifications

• 10+ years of progressive sales operations or inside sales experience in food manufacturing or distribution, including leadership roles.
• Strong understanding of finished goods logistics, product lifecycle management, and channel dynamics across retail and foodservice distribution.
• Proficiency with CRM platforms, forecasting tools, and sales analytics to support data-driven decision-making.

Responsibilities

• Own sales strategy and execution across retail and foodservice, driving revenue and growth.
• Lead, coach, and develop the sales team to set and meet sales and margin targets.
• Oversee key account management for high-value retailers and foodservice distributors.

Skills

Sales operations experience

Leadership abilities

Analytical skills

Negotiation skills

Communication skills

Tools

CRM platforms

Forecasting tools

Sales analytics

Job description

• Own sales strategy and execution across retail and foodservice, driving revenue and growth
• Shape talent, succession, and leadership development while driving commercial results
• Onsite position near Salem, MA. $140-160K base + bonus.

The Sales Operations Director provides overall leadership for the sales department, driving revenue growth across retail and food service distribution channels. This role is responsible for setting directions, developing the sales team, and aligning customer needs with production capabilities.

Success will require strong analytical abilities, commercial acumen, translating market opportunities into actionable plans, and ensuring effective coordination with internal stakeholders such as Purchasing, Operations, Marketing, and Finance.

The Sales Operations Director is a key contributor to the company’s strategic growth and will play an active role in shaping commercial priorities and long-term customer relationships.

Key Responsibilities

• Lead, coach, and develop the sales team to set and meet sales and margin targets while ensuring a culture of accountability, respect, and continuous improvement.
• Establish succession plans and talent development programs within the sales team.
• Oversee key account management for high-value retailers, regional grocery chains, and foodservice distributors, serving as the escalation point for complex negotiations and strategic partnerships.
• Build, optimize, and oversee all sales operations processes, including forecasting, demand planning alignment, reporting, CRM structure, and sales performance dashboards.
• Collaborate daily across departments, including Purchasing and Operations, to align sales strategies with inventory levels, production capacity, seasonal demand, and promotional planning.
• Work directly with the VP of Sales & Purchasing through daily/weekly interaction, providing updates, aligning sales strategies, and ensuring goals match company priorities.
• Negotiate and support large-scale contracts, promotional agreements, and pricing structures, balancing customer needs with company profitability.
• Monitor market trends, competitor activity, and customer insights, and translate findings into proactive sales strategies with measurable KPIs.
• Ensure compliance with company policies, pricing guidelines, and contractual obligations, while maintaining accurate CRM and sales documentation.
• Drive cross-functional collaboration to support new product launches, customer initiatives, and long-term growth opportunities.

Requirements

• 10+ years of progressive sales operations or inside sales experience in food manufacturing or distribution, including leadership roles.
• Strong understanding of finished goods logistics, product lifecycle management, and channel dynamics across retail and foodservice distribution.
• Demonstrated ability to lead and develop high-performing teams, foster collaboration, and manage complex customer relationships.
• Proficiency with CRM platforms, forecasting tools, and sales analytics to support data-driven decision-making.
• Strong financial acumen with the ability to interpret and act on P&L impacts of pricing, promotions, and contracts.
• Exceptional negotiation, interpersonal, and communication skills, with a hands-on leadership style that balances strategy and execution.