HOW YOU WILL MAKE HISTORY HERE...As the Manager, NA Trade Spend & Broker Governance, you will lead the operating discipline that drives broker and trade governance excellence across North America Foodservice. You will transform leadership expectations into actionable performance frameworks by establishing clear KPIs, governance routines, scorecards, training readiness programs, trade investment guardrails, and ROI standards.
In this highly visible role, you will enable Sales leadership and Field Sales teams with decision-ready analytics, broker accountability, and trade investment transparency. By ensuring broker resources and trade dollars are aligned to measurable business outcomes, you will strengthen execution, improve decision quality, and create sustainable operating rigor across the organization.
WHAT YOU WILL DO...Broker Governance- Lead the day-to-day operating discipline for the Broker Center of Excellence (COE), including scorecards, KPI visibility, performance reviews, governance routines, and action tracking.
- Develop and maintain broker KPI dashboards in partnership with broker leadership, broker analytics, and Sales Operations reporting teams.
- Manage monthly broker scorecard processes, including performance tracking versus prior year and AOP, broker rankings, leadership reporting, and follow-up actions.
- Establish and maintain governance frameworks for Broker Leadership and market visits, including standard agendas, expected outputs, action tracking, and escalation processes.
- Ensure broker execution tools, launch materials, new item information, and selling resources remain current, accessible, and effectively communicated through broker network and related channels.
- Oversee broker training readiness by maintaining training materials in broker training modules, tracking completion where applicable, and refreshing learning paths as priorities evolve.
- Support broker client meetings through agenda development, presentation creation, pre-read coordination, and follow-up tracking.
- Lead foodshow governance processes, including event expectations, allowance guidance, sample management, compliance monitoring, and post-event reviews.
- Coordinate utilization of broker resources, including Analytics, Marketing, Support Services, culinary resources, administrative support, show support, rebate tracking, and promotional support activities.
- Facilitate broker-related culinary engagements and ideation sessions while ensuring clear deliverables and follow-through.
Trade Governance- Manage the NAFS trade governance framework, including operator and distributor guardrails, approval workflows, ROI standards, compliance requirements, and post-event reviews.
- Partner with Finance to enhance trade investment tools, approval criteria, P&L visibility, and ROI measurement capabilities.
- Develop processes that connect contracts, funding, approvals, spend, and performance to improve trade investment visibility and decision-making.
- Support tracking and reporting for SG&A, travel, samples, equipment, marketing investments, giveaways, e-store maintenance, and broker-support expenditures.
- Collaborate with Sales Operations reporting teams to develop trade spend and ROI dashboards, including opportunities for system integration and automation.
- Deliver trade ROI insights, broker analytics, and financial reporting to Sales, Distributor Execution, Finance, and Sales Operations leadership.
Key Business Deliverables- Monthly broker KPI dashboards and scorecards with actionable performance insights.
- Broker governance operating calendars, governance routines, and COE playbooks.
- Broker resource repositories, training readiness programs, and foodshow governance packages.
- Annual trade investment governance frameworks and approval standards.
- Trade spend visibility roadmaps, ROI scorecards, and post-event performance analysis.
- Budget visibility reporting across SG&A, travel, samples, equipment, marketing investments, and broker support expenditures.
- Support for trade compliance, audit readiness, deduction management, and Finance-facing reporting processes.
WHO YOU WILL WORK WITH...You will partner closely with:
- North America Foodservice Sales Leadership
- Field Sales and Regional Business Managers (RBMs)
- Broker Leadership and broker Partners
- Finance
- Sales Operations
- broker Analytics
- broker Marketing
- Culinary Teams
- Quality Assurance
- Distributor Execution Leadership
- Cross-functional Commercial Operations stakeholders
This role serves as a critical connector across functions, ensuring governance, analytics, and enablement activities drive alignment and accountability while maintaining clear ownership boundaries.
WHAT YOU BRING TO THE TABLE... (MUST HAVE)- Bachelor's degree.
- 6+ years of experience in CPG sales, sales operations, trade management, broker management, commercial finance support, foodservice, distributor management, or related commercial functions.
- Experience developing and managing governance processes, scorecards, KPI frameworks, operating rhythms, approval workflows, or compliance programs.
- Strong analytical and quantitative skills with advanced proficiency in Excel and business intelligence/dashboard reporting tools.
- Demonstrated ability to translate complex data and reporting into actionable business recommendations.
- Experience working effectively across cross-functional teams, including Sales, Finance, Marketing, Operations, and external partners.
- Strong communication, presentation, documentation, and meeting facilitation skills.
- Proven ability to manage competing priorities while driving accountability, follow-up, and operational discipline.
- Ability to establish and maintain governance frameworks that improve visibility, decision quality, and business outcomes.
IT WOULD BE GREAT IF YOU HAVE... (NICE TO HAVE)- MBA or advanced degree with a focus in Finance, Analytics, Business, or Commercial Operations.
- Experience supporting foodservice or distributor-led sales channels.
- Experience designing broker performance management programs and governance structures.
- Knowledge of trade investment management, trade ROI analytics, and commercial finance processes.
- Experience building scorecards, dashboards, and executive reporting solutions.
- Familiarity with sales enablement, training governance, and learning management platforms.
- Experience managing compliance, audit readiness, deduction management, or trade governance activities.
- Knowledge of systems such as Power App, Power BI, Tellus, or similar trade management and reporting platforms.
- Experience supporting large-scale commercial operating models and Centers of Excellence.
Working Requirements- Hybrid role based in Camden, NJ (3 days per week in-office).
- Approximately 20% travel, including broker network reviews, market visits, distributor and broker partner meetings, and key field engagements in support of Sales leadership.
Compensation and Benefits:The target base salary range for this full-time, salaried position is between
$117,600-$161,700
Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
