Vice President of Sales

Vice President, Sales Operations

Location: Avondale, AZ

Salary: $ USD Annually - $ USD Annually

Our client is a national distributor serving with a portfolio spanning natural, organic, specialty, and fresh products. The company is growing, mission driven, and known for a strong people‑first culture.

The commercial organization is ready to operate at a higher level, and this role builds the engine that makes it happen. The VP of Sales Operations leads Sales Operations, Sales Enablement, Subject Matter Expert teams, and Inside Sales, creating the infrastructure, cadence, and capability that allow a large national sales organization to grow faster, serve customers better, and win more consistently.

This is a high‑impact, highly visible seat for a commercially minded operator who can translate strategy into execution. Ideal for someone who has sold CPG into supermarkets and retail, knows how large distributed sales teams actually work, and can build teams and operating systems from the ground up.

• Sales Operations. Serve as the operating backbone of the commercial organization. Own the commercial operating cadence across performance reviews, account planning, pipeline management, and governance. Lead territory design, quota setting, coverage modeling, and productivity analysis. Build data‑driven forecasting powered by predictive analytics. Standardize sales processes across national, regional, independent, and alternate channels. Manage incentive compensation design and partner with Finance, Revenue Management, Pricing, Supply Chain, and IT.
• Sales Enablement. Build a strategic enablement roadmap tied to commercial priorities. Create a centralized library of playbooks, case studies, negotiation tools, and account planning resources. Launch onboarding that accelerates ramp time and ongoing training that builds lasting capability. Own deployment of sales tools including content management, sales engagement platforms, and LMS, measured by adoption and commercial results.
• SME Team Leadership. Define a clear engagement model between Sales and SME teams. Prioritize SME support against the highest‑value opportunities and turn SME insight into scalable tools and repeatable playbooks. Reduce ad‑hoc demand through structured intake, service‑level expectations, and reusable assets.
• Inside Sales. Transform Inside Sales from a support function into a measurable growth channel. Define its role across account coverage, retention, reactivation, and whitespace capture. Build segmentation‑based coverage models spanning field, inside, hybrid, and digital engagement. Establish productivity metrics, call cadences, and campaign structures, and activate targeted growth campaigns with Marketing and Merchandising across smaller and long‑tail accounts.
• Commercial Governance. Translate commercial strategy into operating plans, process changes, and field execution. Build governance around sales compensation, account planning, customer profitability, deal desk, discount approvals, and contract management. Close feedback loops with Marketing, Category, and Growth teams, and build the accountability mechanisms that keep the organization moving.

• 15+ years of progressive leadership in Sales Operations, Revenue Operations, Commercial Operations, or Sales Enablement, plus an undergraduate degree.
• Experience selling CPG into supermarkets, grocery, food distribution, wholesale, or multi‑channel retail environments strongly preferred.
• Proven success leading and developing large, multi‑functional teams across Sales Ops, Enablement, Inside Sales, and Analytics.
• Deep command of B2B sales process: account planning, territory and quota design, pipeline management, sales compensation, and CRM administration.
• Strong analytical and financial acumen. Comfortable acting on revenue, margin, profitability, and productivity data.
• Track record of building or transforming Sales Enablement and Inside Sales functions and driving tool adoption in a complex, matrixed organization.
• Experience supporting large, geographically distributed sales organizations and influencing senior leaders across Finance, Pricing, Supply Chain, IT, and Operations.
• Salesforce or comparable CRM experience preferred. Sales engagement tools, LMS, and Power BI a plus.