POSITION: Sales Operations & Category Insights Manager

REPORTS TO: VP of Sales

Position Summary

The Sales Operations and Category Insights Manager is responsible for optimizing the processes, analytics, and tools that enable the sales organization to drive profitable growth. This role owns the end-to-end category analytics across private label and national brand portfolios, while providing the sales organization with the insights, systems, forecasting, and processes required to improve commercial performance.

Essential Functions

• Lead the development and implementation of scalable sales processes, workflows, tools, and best practices.
• Identify inefficiencies across the sales process and implement improvements that increase sales productivity and effectiveness.
• Support the end-to-end Request for Proposal (RFP) process, including coordinating cross-functional input, developing proposal content, ensuring compliance with submission requirements, and delivering high-quality responses within established deadlines.
• Establish and maintain sales performance dashboards and reporting systems that provide visibility into key commercial metrics.
• Monitor pipeline health, conversion rates, sales productivity, customer performance, and other leading indicators to identify opportunities and risks.
• Partner with Sales leadership to improve CRM utilization, data integrity, reporting, and adoption of standardized processes.
• Evaluate and implement technology and tools that improve sales effectiveness and decision-making.
• Support the development of category sales, margin, and volume forecasts incorporating market trends, seasonality, promotional calendars, customer activity, and new item launches.
• Facilitate sales pipeline management processes and ensure forecast accuracy.
• Partner with Finance on annual budgeting and monthly/quarterly forecast reviews, providing category-level assumptions and risk and opportunity assessments.
• Analyze sales and financial performance to identify variances, trends, and corrective actions.
• Develop and maintain dashboards and reporting tools that measure category, customer, and sales performance.
• Analyze POS, syndicated market data, sales performance, pipeline activity, and other business intelligence to drive decision-making.
• Translate complex data into actionable insights and recommendations for Sales leadership and senior management.
• Deliver regular performance updates, category reviews, business plans, and strategic recommendations to leadership.
• Establish consistent KPIs and performance metrics across the sales organization.
• Partner closely with Marketing, Sales, Procurement, Supply Chain, Demand Planning, Finance, and Customer Success to align commercial strategies with broader business objectives.
• Manage and collaborate with external research and data providers to maximize the value of syndicated data and research investments.
• Lead cross-functional initiatives that support new product launches, customer growth, pricing initiatives, assortment changes, and strategic business opportunities.
• Serve as a central point of coordination between commercial strategy and operational execution.
• Support onboarding and training of sales team members on systems, processes, reporting, and commercial tools.
• Develop documentation, playbooks, and resources that improve sales effectiveness and consistency.
• Establish clear performance expectations and foster a culture of accountability, continuous improvement, and data-driven decision-making.
• Perform other duties as assigned.

Qualifications (Education/Experience)

• Bachelor's degree in Business, Marketing, Finance, Supply Chain, or related field; MBA preferred.
• 4+ years of progressive experience in category management, sales operations, merchandising, business analytics, brand management, or related commercial functions.
• Experience managing private label and national brand portfolios strongly preferred.
• Strong analytical and financial skills, including experience with P&L, margin management, pricing, forecasting, and budgeting.
• Expertise using syndicated data such as Nielsen/Circana/IRI POS, Scintilla and panel data.
• Advanced Excel skills and experience with reporting and data visualization platforms such as Power BI or Tableau.
• Experience with business intelligence tools and CRM systems such as Salesforce and demonstrated ability to improve data quality and system adoption.
• Proven experience managing RFPs, cross-functional projects, vendor relationships, and customer-facing initiatives.
• Excellent communication, presentation, negotiation, and executive-level relationship-building skills.
• Demonstrated ability to translate data and market insights into actionable commercial strategies.
• Ability to manage multiple priorities and lead complex initiatives in a fast-paced, growth-oriented environment.

Key Competencies

• Strategic and analytical decision-making
• Commercial and financial acumen
• Category strategy and portfolio management
• Sales operations and process optimization
• Data-driven decision-making
• Forecasting and business planning
• Negotiation and vendor management
• Cross-functional leadership and influence
• Customer and relationship management
• Team leadership and development
• Technology and systems orientation
• Continuous improvement mindset
• Adaptability across private label and national brand environments

Success Metrics

• Category revenue and profitable growth
• Gross margin and contribution improvement
• Private label penetration and profitability
• National brand portfolio performance
• Customer growth and retention
• Forecast accuracy
• Sales pipeline health and conversion
• RFP win rate and effectiveness
• Sales cycle efficiency and productivity
• CRM data quality and adoption
• Sales process adoption and efficiency
• Revenue growth and quota attainment
• Successful execution of strategic category initiatives

Physical Requirements

The physical demands described within the Essential Functions section of this job description are representative of those that must be met by an employee to successfully perform this job. Other duties or tasks may be assigned as required. Management may modify, change, or add to the duties of this description at any time without notice.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is required to:

• Communicate with others both verbally and in writing.
• Be independently mobile.
• Use a computer and keyboard.

Supervises - No

FLSA Designation: This position is a Salaried Exempt and not eligible for overtime.

Work Location: Remote - travel expected less than 10%

Benefits You'll Enjoy

At Flagstone Foods, we take care of our team. You'll have access to medical, dental, and HSA options, a 401(k) plan with company match, and company-paid life and disability coverage. Benefits begin on the first of the month after 60 days of employment, giving you peace of mind while you focus on the work you take pride in. Participation in Flagstone Foods' benefits programs is subject to the terms and conditions of each plan.