Director Of Sales Execution

Summary

Join Once Upon a Farm as the Director of Sales Execution, leading the development of a Center of Excellence for merchandising, capital project management, go-to-market execution, and retailer engagement. You will oversee multi-million-dollar budgets, negotiate contracts, and drive data-driven decision-making. This role requires 10+ years of retail sales and operations experience, strong financial acumen, and proven leadership skills. The position is remote-first with up to 30% travel and offers a competitive salary, comprehensive benefits, and a purpose-driven work environment focused on improving childhood nutrition. You will manage a team, build relationships with retailers, and ensure compliance across retail channels. The ideal candidate is passionate about improving childhood nutrition and possesses strong analytical and problem-solving skills.

Requirements

• 10+ years of retail sales and operations experience, with at least 5+ years handling negotiations and contracts
• Advanced data analytics and retail execution experience
• Expertise in managing large-scale, multi-region retail execution
• Proven ability with project management
• Strong financial acumen with experience in P&L management
• Previous and robust experience (5+ years) with national, regional, and emerging channel retailers
• Strong leadership, forecasting, and negotiation skills
• Proven ability to manage remote teams and thrive in a fast-paced environment
• Proficiency with Microsoft Office Suite (Excel, Word, PowerPoint)
• Strong sense of urgency & attention to detail
• Excellent organization, communication, and follow-up skills
• Able to influence others & manage conflict
• Ability to direct and take constructive action in ambiguous situations
• Extremely high standards of excellence
• Analytical with a methodical approach to problem-solving
• Must reside in the United States to be considered for this position

Responsibilities

• Establish a Center of Excellence: Design and implement a comprehensive Sales Execution department, encompassing merchandising strategy, capital project management (coolers), go-to-market excellence, and retailer engagement
• Drive Capital Investments: Oversee a substantial capital expenditure budget, leading the strategic deployment of resources to maximize ROI
• Lead Complex Contract Negotiations: Spearhead high-stakes contract negotiations with retail partners, securing favorable terms and ensuring alignment with strategic objectives
• Spearhead Commercialization & Execution Excellence: Develop and implement a robust commercialization process for retail initiatives, including cooler programs, ensuring seamless execution from concept to market
• Drive Data-Driven Decision Making: Establish and maintain comprehensive tracking and reporting mechanisms to monitor program performance, providing actionable insights for continuous improvement
• Cultivate Retailer Partnerships: Serve as the primary point of contact for Sales leads and retailers on all execution-related matters
• Oversee Budgeting & Forecasting: Develop and manage the annual retail capital expenditure budget, display budget, and merchandising in-store budget, ensuring fiscal responsibility and alignment with priorities
• Support Cross-Functional Collaboration: Lead the Sales and Operations Cooler working team to enhance cooler transparency, improve forecasting, and optimize the sourcing, delivery, setup, and management of coolers
• Manage Retail Compliance & Performance: Ensure consistent execution across all retail channels, managing broker partnerships, and implementing rigorous audit processes to drive compliance and performance

Preferred Qualifications

• Experience as a buyer/planner/material scheduler/project manager role is a plus
• Previous exposure to cross-functional work between Sustainability and Sales preferred
• Desire to contribute to a dynamic high-growth, purpose-driven work environment
• Demonstrated ability to thrive in ambiguity, deeply understand business needs, develop a cohesive strategy, and make decisions requiring a high level of judgment

Benefits

• Remote-first work environment
• Annual Bonus
• 401(k) program + 4% company match after three months
• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance
• Monthly Cell and Internet Stipend
• Quarterly Farm-to-Fridge home deliveries and Employee Discounts
• Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon A Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey
• Unlimited Paid Time Off
• Paid Volunteer Time
• Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections
• Medical Insurance for the employee covered at 100% on select plans with additional plan options at a reduced cost to the employee
• Vision and Dental Insurance covered at 100% for the employee and dependents
• Life insurance
• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans
• Employee assistance program (EAP)
• All other benefits, leaves, and insurance as required by law, based on your specific residence