The Director, Commercial Sales Operations & Technology Strategy is responsible for helping Breakthru Beverage transform how we enable the development, implementation, and optimization of sales strategies through sales process and technology. They will define the vision, own and manage the strategic sales technology roadmap, drive the integration needs across sales tools, prioritize the implementation timing, and oversee the creation of training and change management content to support successful execution.  They will be responsible for the planning, prioritization, and communication of the sales technology roadmap as it impacts sales users, customers, or suppliers.  This person should have a cross-section of skills spanning strategy, sales, technology, associate and customer insights and analytics, and be an experienced, innovative, data-driven leader.  They will lead their team to understand the needs of the field, develop, test, and learn, and then work closely with executive leadership, functional teams, and the technology organization to bring the work to life.

 

This role operates in a hybrid capacity and can be based from most Breakthru Beverage office locations. 

Under the direction of the VP of Commercial Excellence, this position will work cross-functionally to develop the tools, technology, and training required for the successful deployment of sales initiatives. 

• Owns the strategy creation, development, project management, and communication of the overall business-facing sales technology roadmap, collaborating with the technical and functional delivery teams to prioritize the execution. Ensure that any additional technology or tool usage is factored into all designs and development so that the end-to-end user experience is considered, and efforts are made to simplify interactions.
• Work closely with the IT teams to direct the list of approved and prioritized project requests for that team to begin the technical requirement gathering and development. The IT team will take the lead from this business team to ensure clarity around what work needs to be done and when to deliver the greatest value to the enterprise.
• Inspect progress throughout technical development and execution and is empowered to make critical decisions and accept work completed by the team. Weigh business risks, issues and impediments being experienced by the product team and actively assist with issue resolution.
• Lead, design, and execute BBG’s overall sales process and enablement vision and strategy. Focus on building processes, protocols, continuity, and standardization (governance) that support implementing BBG’s Ways of Brand Building while clearly defining ownership and accountability to drive core competencies across the enterprise. Ensure alignment with both commercial leadership teams, both corporately and locally.
  • Collaborate with key Breakthru Beverage Group leadership – ELT, corporate strategy, and commercial leadership (including Supplier Business Development, Customer Development, Regional Presidents, Market EVPs, and Trade Development) to define and align objectives, optimize resources, clarify ways of working, and deliver solutions to build our capabilities, operationalize goals for the field, and ensure continuous improvement.
  • Partner with the Sales/Marketing/ Services/Other Technology teams to understand interdependencies and design the ideal sales processes in the appropriate technology platform.

• Direct team to design high-quality, field-ready programs and tools that can be quickly scaled across the organization. Ensure that all efforts impacting selling teams have incorporated field input, and have clear measures of success, communication, training programs, and support after launch before ever going live.
  • Leverage ongoing input from the Field Feedback Council to incorporate two-way communication and perspective within initiatives, processes, and tools that are introduced to frontline selling teams.
  • Coordinate the summarization of Field Feedback input into a regular cadence of leadership updates, ensuring transparency between input provided and direction taken.
  • Partner with finance to track delivery against business cases and/or success measures to understand financial impact.
• Work closely with the field for feedback and conduct a regular review of processes, tools, and capabilities with a strategic plan for continuous improvement of sales effectiveness.
  • Establish clear expectations for sales tool usage to achieve desired selling, with the development and delivery of corresponding training content in partnership with the Enterprise Learning & Development team.
  • Stay abreast of industry trends, best practices, and emerging technologies to lead a transformational mindset for the organization.
  • Identify and translate best practices across industries and within Breakthru markets to develop innovative solutions that deliver business value and operational efficiencies.
  • Establish strategic direction and roadmap to deliver new capabilities to the organization aligned with senior commercial and sales leadership vision.
• Other duties, as assigned by the jobholder’s supervisor, may also be required.

• Bachelor’s degree in an analytical field (e.g., business, economics, engineering) or related field
• 10 years of professional experience working in a project, results-driven role
• 5+ years as a Product Owner, Product Manager, or Business Analyst with a minimum of 5 years’ experience in an agile environment
• Proven direct people management including servicing multiple stakeholders and working cross-functionally
• Proven change agent with skills in building alignment and strong relationships with internal and external stakeholders
• Demonstrated business acumen, sound business judgment, and the ability to provide relevant, actionable, data-driven advice to management
• Strong leadership, project management, and communications skills. Ability to influence without direct authority; excellent oral and written communication skills, and the ability to collaborate with high-level executive partners across a broad organization.  Must be able to operate independently and establish consensus across key stakeholders
• Demonstrated intellectual curiosity, passion for problem-solving, and strong diagnostic skills.
• The ability to work independently and/or with a team, and a consultative and customer-oriented approach to work
• Must be results results-oriented professional with excellent verbal/written communication skills using diplomacy and discretion as well as strong customer service skills
• Proficiency with MS Office Suite (Word, PowerPoint, Outlook, etc.)
• Ability to effectively meet deadlines and adapt in a fast-paced environment. Must be able to see projects to completion

 

Preferred Qualifications:

• 2+ years of hands-on CRM experience with a strong understanding of commercial sales planning and execution
• Professional experience with beverage alcohol, consumer package goods, or business intelligence or consulting services is strongly preferred
• Advanced degree in business or a related field is preferred (e.g., MBA)

 

Physical Requirements:

• While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone
• Position requires schedule flexibility and the ability to travel, up to 20% of the time

Competencies:

• Requires conceptual thinking to understand complex issues and their implications, where sufficient information may not be available
• Collaborative leader with the ability to bring together diverse functions working in a matrixed organization to effect change
• Personal honesty and integrity; the ability to effectively handle confidential information and materials
• Ability to think strategically and critically, both quantitatively and qualitatively

 

This job description is only a summary of the typical functions of this position, not an exhaustive or comprehensive list of all possible job responsibilities, tasks and duties. Responsibilities, tasks, and duties of individual jobholders may vary from the above description.

Breakthru Beverage Group is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information and other legally protected characteristics. The EEO is the Law poster is available Here, if you need a reasonable accommodation because of a disability for any part of the employment process, please call (708) 298-3536 and let us know the nature of your request and your contact information.

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