Aramark

Field Sales Director II - East Region

Aramark$100K — $130K *
Retail & Consumer Goods
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 10+ years in Sales Analytics, Revenue Operations, or senior field sales roles in multi-region organizations.
  • Proven expertise in sales forecasting and pipeline management processes.
  • Deep understanding of Salesforce CRM and opportunity management.
  • Advanced skills in Power BI and Microsoft Excel for performance reporting.
  • Ability to translate analysis into actionable insights for cross-functional teams.
  • Strong credibility in coaching senior sales leaders in the field.

Responsibilities

  • Design and manage a comprehensive sales analytics framework to drive market growth.
  • Establish and standardize key commercial KPIs for performance measurement.
  • Conduct cohort and funnel analyses to identify seller performance improvements.
  • Translate analytics into actionable insights for sales strategy and coaching.
  • Own the complete sales forecasting process with accuracy and strategic alignment.
  • Create and maintain a pipeline health framework focusing on key performance metrics.
  • Ensure data quality in CRM systems to enhance sales decision-making efficiency.

Benefits

  • Significant travel opportunities up to 60% of the time.
  • Ownership over centralized analytics and sales performance reporting.
  • Collaboration with cross-functional teams to influence strategy and execution.
Full Job Description
Job Description

The Field Sales Director II, Sales Growth Analytics & Field Performance is a leader responsible for driving revenue growth in Union Supply Group's Commissary Wholesale business by aligning field sales execution, commercial strategy, and advanced analytics. This role converts sales, pipeline, contract, and margin data into actionable priorities that improve seller effectiveness, speed-to-sale, off-contract distribution, and new market growth.

Partnering closely with Sales, Enablement, Pricing, Finance, and Operations, the Director standardizes performance planning and execution across state DOC, Federal BOP, and emerging markets. Success is measured by revenue attainment, pipeline health, forecast accuracy, margin discipline, contract retention, and field team development.

The role is field-forward with significant travel (40-60%) and ownership of centralized analytics, reporting, and forecasting.

Job Responsibilities

Analytics & Insight Generation
  • Design and own a comprehensive sales analytics framework that quantifies growth drivers across market penetration, market development, and product development.
  • Establish standardized definitions, formulas, and benchmarks for core commercial KPIs, including:
    • Time-to-sale, win rate, stage conversion, pipeline coverage
    • Average deal size, seller productivity, distribution breadth
    • Off-contract SKU penetration, core item distribution, and margin performance
  • Conduct cohort, funnel, and attribution analyses to identify:
    • Seller effectiveness and coaching opportunities
    • Account- and category-level assortment gaps
    • Pricing, promotion, and offer-mix performance
  • Translate analytics into clear, field-ready insights that guide account strategy, territory prioritization, and coaching conversations.
  • Partner with Sales Enablement to embed insights into training programs, playbooks, and tools, and measure performance improvement over time.

Forecasting & Planning
  • Own the end-to-end sales forecasting process (weekly, monthly, quarterly), integrating:
    • Pipeline signals and deal velocity
    • Historical performance and seasonality
    • Contract renewal timelines and net-new opportunity flow
  • Implement forecast models that reconcile bottom-up seller and territory inputs with top-down analytical projections.
  • Establish forecast accuracy discipline by defining error thresholds, identifying variance drivers, and driving corrective actions with Sales and Finance leadership.
  • Support territory planning, capacity modeling, and growth target setting aligned to strategic priorities and market opportunity.


Job Responsibilities

Pipeline Health & Sales Performance Management
  • Create and maintain a pipeline inspection framework focused on:
    • Coverage, quality, velocity, aging, and stage hygiene
    • Clear stage-exit criteria and risk signals
  • Publish seller, territory, and team scorecards that balance:
    • Outcomes (revenue, win rate, margin, contract retention)
    • Leading indicators (meetings, proposals, distribution gains, activity mix)
  • Identify stalled deals, at-risk contracts, and coachable moments; operationalize deal and pipeline reviews with field leadership and Enablement.
  • Support field sales leaders through:
    • Ride-a longs and live account coaching
    • Data-driven territory reviews
    • Performance-based development plans
  • Ensure analytics are actively used in the field to guide daily selling behavior and account prioritization.

Data Quality, Governance & Technology
  • Establish governance standards for CRM and sales data, including definitions, ownership, lineage, and controls.
  • Implement automated data quality processes (validation rules, required fields, duplicate management) to improve accuracy and usability.
  • Own the sales analytics technology stack, including:
    • Salesforce reporting and CRM data structures
    • Power BI dashboards and Excel-based models
    • Data pipelines and integration with enterprise data platforms
  • Partner with Growth Enablement Technology to optimize tooling and leverage AI and automation to improve forecasting, pipeline scoring, and administrative efficiency.
  • Ensure all sales and customer data comply with privacy, security, and regulatory requirements, including access controls and audit trails.
  • Continuously evaluate and implement enhancements that improve decision speed, insight adoption, and field usability.


Qualifications

Qualifications
  • 10+ years of experience across Sales Analytics, Revenue Operations, Commercial Finance, and/or senior field sales leadership roles within multi-region organizations.
  • Proven ownership of sales forecasting, executive reporting, and pipeline management processes.
  • Deep expertise in Salesforce CRM, including opportunity management, stage definitions, and data hygiene.
  • Advanced proficiency in Power BI, Microsoft Excel, and sales performance reporting.
  • Demonstrated ability to translate analysis into action and influence cross-functional stakeholders without direct authority.
  • Strong field orientation with the credibility to coach and partner with senior sales leaders.

Preferred
  • Experience in wholesale distribution, CPG, or institutional/government sales; correctional commissary or DOC/BOP experience strongly preferred.
  • Background in incentive compensation analytics, territory and capacity planning.
  • Familiarity with machine learning or advanced statistical techniques for forecasting and scoring.
  • Working knowledge of SQL and Python/R.
  • Experience with pricing analytics, margin management, and offer profitability.
  • Prior people leadership of multidisciplinary analytics or sales performance teams.


Education

About Aramark

Aramark provides food services, facilities management, and uniform and career apparel to health care institutions, universities and school districts, stadiums and arenas, and businesses around the world. ARAMARK’s position as a world leader in facility services stems from decades of experience and superior service in the diversified outsourcing industry. From their humble beginnings in 1936 at the helm of Davre Davidson and his peanut vending machines to our place — for the sixth time in nine years — at the top of Fortune magazine’s list of the “World’s Most Admired Companies,” ARAMARK has maintained an unwavering focus on providing world-class experiences, environments, and outcomes for their clients. At ARAMARK, they take care of buildings and infrastructure so that their customers can take care of their core business. They are proud to provide exceptional facility management services for 1,600 companies in 16,000 facilities — about 1.8 billion square feet worldwide. ARAMARK provides comprehensive facility service solutions that enable its clients to maximize safety, productivity, and reliability. Their success is the result of their steadfast commitment to service excellence. They pride themselves on delivering customizable, sustainable solutions in a wide range of facilities by working closely with their clients to achieve mutual goals. Self-performed services, ongoing client communication, performance metrics, and an environment of team learning and development enable us to perform beyond expectations in virtually every client engagement. Whatever the company’s facility needs, ARAMARK is here to consistently exceed the expectations for service excellence with the best people, the most innovative processes, and the latest technologies.

Aramark Careers

Join Aramark's vibrant team today and be part of a company that values innovation, leadership, and diversity. As a global leader in food, facilities, and uniform services, Aramark offers unparalleled job opportunities designed to enhance your professional growth and development. Work You’ll Do At Aramark, we are committed to fostering a culture of growth and innovation. Our team members are at the heart of our operations, providing essential services across various industries. By joining our team, you will collaborate with skilled professionals dedicated to making a meaningful impact every day. Aramark offers a wide range of employment opportunities, from frontline positions to executive roles, each contributing to our mission of delivering experiences that enrich and nourish lives. Whether you are looking for a full-time position or an internship, Aramark provides a path that will advance your career and expand your skills. Leadership and Development Step into a role that challenges you to be your best. Aramark’s leadership is committed to nurturing talents through robust training programs and diversity initiatives that ensure all team members are valued and have the opportunity to succeed. Our leadership training equips you with the tools necessary to lead with confidence and integrity. Innovation at Work Innovation is at the core of Aramark, where we continuously seek cutting-edge solutions to improve our services and operations. Engage in work that pushes the boundaries and leads to transformative outcomes, not just for our company but for the industries we serve. Join Our Team Explore the multitude of job opportunities at Aramark, where your career aspirations can take flight. We are actively hiring creative, curious, and motivated individuals who are ready to contribute to a team that celebrates diversity and is driven by excellence. Internship Programs Kickstart your career with an Aramark internship, where you can apply your classroom knowledge to real-world scenarios. Our internships provide a foundation for learning and development, plus the opportunity to build professional networks that can be pivotal in your career journey. Benefits and Culture Aramark is dedicated to supporting our employees with a comprehensive benefits package that promotes a healthy, fulfilling life both inside and outside of work. Our culture thrives on teamwork, respect, and inclusivity, creating an environment where every employee can thrive. Stay Connected Search open positions that match your skills and interests on the Aramark Jobs portal. We look for passionate, solution-driven team players who are eager to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work at Aramark. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await at Aramark. Join Aramark today and be part of a team that is dedicated to excellence and innovation in everything we do. Your future starts here!
Learn more about Aramark
Size
248,300 employees
Market Cap
$10.6 billion
Industry
Net Income
-$688.5 million
Founded
1936
5 Year Trend
+2.3%
Revenue
$11.3 billion
NASDAQ

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