Sales Operations and Business Development Director

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.

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:

• 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

• 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

• 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.

• 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

• 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