Director of Sales Operations & Analytics

Overview

At KeHE, we’re obsessed with creating solutions, unboxing potential, and serving others - and it all starts with you. As an employee-owned distributor of natural and organic, specialty, and fresh products, we’re committed to making a positive impact and scaling our success together. With a culture that fosters development and opportunity, you’ll be embarking on a career that’s moving forward. When you join KeHE, you’re becoming part of a team that is a force for good.

Overview — Primary Responsibilities The Director of Sales Operations and Analytics is responsible for managing the local, day-to-day relationship between KeHE Distributors and Publix Corporate and Retail leadership and will drive critical transformation across the account through sales performance management, sales analytics and business partnering. They will ensure that sales strategies are aligned with insights from the field and data analysis informs decision making and guides growth.

This individual is a self-starter with strong analytical, technical and organizational skills who develops efficient solutions. As with all positions at KeHE Distributors, we expect that all actions will be consistent with KeHE’s Mission, Vision, and Values.

• Serve as a trusted advisor and colleague to the Director of Account Management providing strategic insights and operational leverage.
• Lead the retail sales and merchandising teams to translate high-level business objectives into actionable sales plans and initiatives that support scalable growth.
• Oversee analytics for the business including business reviews, sales planning sessions, and promotional performance.
• Manage key performance metrics and dashboards for the business unit, including pipeline health, forecast accuracy, MPS results, etc.
• Provide analysis and insight to support data-driven decision-making around go-to-market strategy, resource allocation, and territory planning.
• Monitor and report timely and accurate sales projections for all new items and promotional activities through managing the AOM process and in-store Movista goals, while identifying gaps and areas for improvement.
• Oversee sales forecasting and pipeline reporting to ensure accurate predictions of revenue and resource needs.
• Proper budgeting and management of sales and expenses related to the customer including sales, credits, expenses, merchandising hours, drop size, MCB, EDLP, and extra performance activities.
• Lead cross-functional projects that drive sales effectiveness and operational excellence for the business unit between account management and retail sales.
• Act as liaison for pilot programs, change management initiatives, and tool rollouts impacting the business unit.
• Ensure timely communication and execution of new initiatives, processes, and reporting mechanisms.
• Collaborate effectively with the retailer to drive initiatives forward, such as forecasting, lost opportunity/ OSA initiatives, holiday surveys, etc.
• Oversee the SET program.

• Deep understanding of core sales operations functions - including sales forecasting, pipeline management, territory design, quota setting, and in-store retail team management.
• Familiarity with sales performance management frameworks and sales funnel metrics.
• Exceptional analytical skills with the ability to gather, structure, and analyze large data sets to derive insights.
• Proficiency in sales analytics and reporting; advanced Excel skills and experience building dashboards or reports (Power BI, or other analytics modules).
• Comfortable using data to make decisions and craft compelling narratives influencing others both at the retailer level, but also to support the account management and retail sales team.
• Demonstrated leadership qualities, including the ability to indirectly guide and motivate teams.
• A collaborative team player who can also take ownership of initiatives and work independently.

• 4-year bachelor’s degree in business is preferred. Equivalent combination of education and work experience may be considered.
• Minimum of 5+ years of experience in Sales Operations, Strategy, or…